Managing The Myths And Realities Of Channel Conflict

October 10th, 2023

Michelle Beeson

With contributors:

Martin Gill , Emily Pfeiffer , Victoria Manes

Summary

As exclusive brands go after direct-to-consumer (DTC) sales at the expense of retail partnerships, internal fears of channel conflict flare up. But many brands will continue to rely on retail partnerships and must take steps to evolve the dynamics of these partnerships — shifting from passive supplier-based relationships to active joint business partnerships. This report explains how.

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