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Using A Distributor Or Going It Alone – The Choices

Sep. 10, 2019 7:49 PM ETHAS, NCBDF
Lutz Muller profile picture
Lutz Muller's Blog
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  • The choice of going it alone or using a distributor depends on the targeted country. In the U.S. you bettter go alone because distributors are not much of a help.
  • Europe is different. You may want to go via a distributor if you can find one who will take you – names of some very good ones are given.
  • Emerging markets are more difficult. You either go with a good distributor or don’t go at all. Names of some very good ones are given.
  • Thereis a fundamental difference between what a manufacturer wants in a distributorand what the distributor is looking for. This difference has to be reconciled.

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