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Theme: Supply Chain & Distribution

As one of the most important parts of the marketing mix, the "place" or route to market of b2b goods and services is vital to understand.

Increasingly, products and services are distributed through a complex network of supply chain partners, joint ventures and intermediaries. Accordingly, research can act as a window onto how organisations can better leverage their routes to market for maximum profitability.

Some of B2B International's published works on the subject of supply chain and distribution research are shown below:


Channels to Market: Know Your Place

Are your channels to market set in stone? This article, part of our series on developing a marketing strategy, aims to explore how you can develop a strong route to market and get the most out of your distributors.


Managing Distributors in B2B Marketing

There is no doubt that there are many unhappy marriages between manufacturers and their distributors and that the commonest causes of friction are misunderstandings as to when and where this channel should be used and how to get the best out of it.


The Changing World of Industrial Distribution

Using distributors as an alternative to selling direct is very far from being a soft option, though it may be inevitable. Here we consider the manufacturer distributor relationship and look at its three commonest problems.


Sharpening The Distributor Network

Increasingly distributors are replacing direct salesforces in industrial marketing. They cost less, they absolve the manufacturer from the burdens of credit control and they provide a wide geographical spread of stocking points. But, how can the principal identify weaknesses in a distribution network and what can be done about them?


B2B Marketing Strategies in Developed & Developing Countries

This article discusses the different insights that tend to arise in different geographies. In particular, how do the critical marketing success factors in the developing and developed worlds differ from each other?

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