Channel management is an art, not just a job. Whether you manage distributors in FMCG marketing, automobile dealerships, or construction channels, the real power lies in growing together. You’ll often hear that “the distributor is tough to handle” or “he only cares about margin”—but what if the real secret is understanding his business as deeply as your own? Here are five steps, drawn straight from hands-on experience, that will help you turn your channel into a competitive a
