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Keywords: Distribution Channel
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Case Studies
Case Provider:
Kellogg School of Management Cases
Kellogg School of Management 1–17.
Published: 20 January 2017
... the line entirely or are buying not from the company, but from the few remaining large dealers who still buy directly from Verklar. This has prompted the president of the subsidiary to devise a new way—called the Quota System—to run the distribution channel in the country to improve performance. Asks...
