Distributors like to give away products emblazoned with their logos, and they like sending customers on vacations and taking them on outings, but the effectiveness of these and other marketing tools is less clear than the returns from providing more training, better technology, guaranteed product availability and value-added services, according to a survey recently completed by David Gordon of Channel Marketing Group (CMG), Raleigh, N.C.
The survey report, “Understanding Distribu
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