Gartner Research

Multi-Tier Distribution Channels: Moving From Three Tier to Two Tier

Published: 17 December 2008

ID: G00181853

Analyst(s): C.J. Wehlage, Chris Fletcher


As part of our research into how companies optimize their distribution channels, AMR Research interviewed a manufacturer of high-tech products that streamlined its emerging-markets channel by ending its use of distributors and moving to a two-tier distribution model in one of its sales regions. Here's what we found.

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