Dealer Operations
What to Do When the Manufacturer Tightens Terms at Contract Renewal?
Manager Pan in Liuzhou, Guangxi, is troubled because his contract with Shacheng Wine is expiring, and the manufacturer's salesperson demands an initial order equal to last year's total sales, or they will find another distributor. Pan is torn between keeping the agency for this nationally known brand and avoiding a cash flow crunch, especially since the manufacturer had initially offered favorable terms without sales quotas.
赵建英