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Living And Thriving With Channel Master Customers
Olin Thompson - September 16, 2003

The Channel Master

A channel master is the king pin of the channel. It has the power to dictate how business will be done, pricing, product and anything it wants to dictate. Manufacturers want the business of the channel master due to the very large volume it represents and the reality that if you are not part of the channel master’s plans, you will lose significant opportunities. How can manufacturers meet the demands of the channel master and preserve their business?..


 
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