Managing the marketing channels

It is very important to secure and maintain harmonious working relationships with the distributive networks are an important as building and maintaining favourable relations with final buyers. Distributive outlets are customers for the products, and collectively they bear responsibility for making the pay-off sales to final buyers. Unless the supply of product flows through the final buyers, marketing channels clog, and all previous personnel selling and other marketing efforts are wasted.

Both the manufactures and distributive outlets have much to gain from co-operation, and much to loose if it is lacking. Although co-operation is a two way street, generally the manufacturer must initiate it. Those charged with planning, administration, and implementation of programs of co-operation with distributive outlets must consider the implications for personal selling strategy and sales department operations.

No manufacturers marketing program is complete if it lacks plan for securing and maintaining the co-operation of the distributive outlets. The fortunes of manufacturers rise and fall with those of their distributors and dealers. If distributors and dealers succeed in selling the products, the manufacturer also succeeds if they fail the manufacturer fails.