Mr. John M. Brion wrote Marketing Through Wholesaler/Distributor Channel in 1965. At the time, he was a marketing consultant in New York City. He was general sales manager of a metals rolling mill, manager of sales and general administration in the Engineered Products Group of the Crane Company, and vice president for operations of one of the largest metal distributors in the nation at the time.
Marketing Through the Wholesaler/Distributor Channel
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This work gives insights into the ramifications of distribution by the wholesaler or distributor method. The book focuses on the manufacturer-distributor relationship, the freedom enjoyed by both as well as the mutual tendency to control the other. The characteristic of the wholesaler/distributor model, along with its goal and strategy, setting up the network, and marketing planning is explained in separate chapters.