Problem:
Wal-Mart stores are everywhere, or at least it seems so. You are manufacturing a consumer product and you want to get it out to the marketplace. Why would you want to do business with Wal-Mart to market your product? Why would you choose to use a different retail outlet?
One of the biggest problems in using distributors as a market channel is to keep them motivated to sell and promote your product. The distributors generally handle other products and your company may have to fight for mind share. What strategies would you recommend to your company, or to the distribution process in general, to keep your products and offerings rolling? Remember, everything has a cost, so some solutions may sound good but are cost prohibitive.