Articles by 陆和平、 薛红伟

Resisting Manufacturer Channel Flattening: How Distributors Can Counter Manufacturers

In the process of channel evolution, manufacturers and terminals have always been dominant, while distributors are passive and relatively weak. However, most distributors are unwilling to accept this role and strive to gain equal footing. This article provides practical advice from the distributor's perspective on how to avoid being bypassed by manufacturers through channel flattening, including managing distribution networks, building strong relationships with downstream clients, and increasing the cost of replacement for manufacturers.