Distribution Channel Optimization Growth Process Toolkit - Accelerating Growth through Unbiased and Ongoing Partner Evaluation; Selection and Management

A recent study determined that high-performance businesses (i.e., the 10 percent that outpace competitors regardless of economic conditions) "excel in the development of meaningful customer insights and practical ways to put those insights into action." Hanifan, Gary, et al., "Channel Optimization: How Branded Manufacturers Can Achieve High Performance Across Their Retail and Distribution Channels," Accenture, 2009: 14. They understand what their customers want, and they know how to deliver solutions that customers will buy.