Dealer Operations
Sixteen Weapons to Combat Channel Diversion
Wherever there is distribution, there is diversion! Sales without diversion are not thriving; sales with excessive diversion are dangerous. For manufacturers, diversion is not merely a disaster; in some ways, it can benefit market development, and its management costs can be effectively reduced through preventive measures. Diversion typically refers to distributors selling products beyond their designated regions to maximize profits, exploiting differences in regional market demand. Regional diversion is a common marketing problem, also known as 'cross-selling.' This article outlines sixteen methods to prevent malicious diversion.
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