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399 Brand Vision by Jim Everhart

The Marketing Book Podcast

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The Problem With B2B Distribution

When you go through distribution and you're selling a product, the distributors all two of you know in your channel tends to take fear of ownership of the customer. And so they become very jealous of the customers. There are times when I have specifically said, well, okay, so where is this used? Well, you know, then you start getting: Who's our customer? The distributor bought it.

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