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The Intelligence You'll Need

Competitor Forcing Change in Distribution

The Situation:
A competitor is making changes in its distribution practices -- changes that are affecting your business. You need to decide whether your own practices still make sense, or whether you should pursue new channels to deliver your products and services. Intelligence You'll Need:

• Channels used
  • by product
  • by market
  • by region
• Key middlemen
• Service channels
• Change in channels
• Alliances with distributors
• Vertical integration