Avoiding the pitfalls in managing distribution channels

How can manufacturers design and operate their distribution channels in order to foster enthusiastic dealer support? The authors describe six of the major mistakes manufacturers make and outline strategic options for each problem area.

by Allan J. Magrath, Kenneth G. Hardy

Business Horizons
Volume 30, issue 5 | September–October 1987, Pages 29–33

5. Alyssa A. Lappen, “The $29 Million Lesson,” Forbes, February 24, 1986, pp. 64, 68.


Allan J. Magrath is director of marketing services for the Canadian subsidiary of a large Fortune 500 diversified multinational; his “When Marketing Services, 4 Ps Are Not Enough” appeared in Business Horizons in May–June 1986. Kenneth G. Hardy is an associate professor of business administration at the University of Western Ontario, London, Canada. Hardy and Magrath are coauthors of Marketing Channel Management: Strategic Planning and Tactics (Glenview, Ill.: Scott Foresman, 1987).

All Articles, Poems & Commentaries Copyright © 1971-2021 Alyssa A. Lappen
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Alyssa A. Lappen is a U.S.-based investigative journalist. She is the former Managing Editor at the Leeb Group (2012-2017); a former Senior Fellow of the American Center for Democracy (2005-2008); and a former Senior Editor of Institutional Investor (1993-1999), Working Woman (1991-1993) and Corporate Finance (1991). She served six of her 12 years at Forbes (1978-1990) as an Associate Editor. Ms. Lappen was also a staff reporter at The New Haven Register (1975-1977). During a decade as a freelance, her work appeared in Big Peace, Pajamas Media, Front Page Magazine, American Thinker, Right Side News, Family Security Matters, the Washington Times and many other Internet and print journals. Ms. Lappen also contributed to the Terror Finance Blog, among others. She supports the right of journalists worldwide to write without fear or restriction on politics, governments, international affairs, terrorism, terror financing and religious support for terrorism, among other subjects. Ms. Lappen is also an accomplished poet. Her first full-length collection, The Minstrel's Song, was published by Cross-Cultural Communications in April 2015. Her poems have been published in the 2nd 2007 edition of Blood to Remember: American Poets on the Holocaust and both 2007 issues of Wales' award-winning Seventh Quarry: Swansea Poetry Magazine. Dozens of her poems have appeared in print and online literary journals and books. She won the 2000 annual Ruah: A Journal of Spiritual Poetry chapbook award and has received a Harvard Summer Poetry Prize and several honorable mentions.

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