Product details

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Subject category: Marketing
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 10 July 1995
Length: 18 pages
Data source: Field research

Abstract

Traces the evolution of RCI as a master distributor from the time it was founded in 1946 until 1994. The second-generation owner of the distribution company faces several challenges unique to the 1990s environment that his father did not face. As Danny Schwartz attempts to grapple with those issues, he has to answer the long-term strategic question of the viability of his distribution business.; To understand supplier-distributor relationship management and to view channel issues from the distributor''s point of view.

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Abstract

Traces the evolution of RCI as a master distributor from the time it was founded in 1946 until 1994. The second-generation owner of the distribution company faces several challenges unique to the 1990s environment that his father did not face. As Danny Schwartz attempts to grapple with those issues, he has to answer the long-term strategic question of the viability of his distribution business.; To understand supplier-distributor relationship management and to view channel issues from the distributor''s point of view.

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