Managing third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and winning new clients.
Third-party selling can either be the way the company delivers customer intimacy or a barrier to customer intimacy.
In the past companies often took the view that provided the results were good (right volumes, right margins, right compliance) then the activity of distributors did not really matter. It was almost part of the deal: “as long as you deliver the result we will leave you alone. You get your freedom….