Sales and distribution channel design

The optimal selection of sales and distribution channels is a complex dicipline, which all too often
is based on “gut feeling” rather than structured analysis and strategic considerations. Whether you
should establish your own sales- and distribution channels, or partner with an independent distributor,
service provider or agent can mean a world of difference. Therefore you should always seek independent
advise before you implement changes which can have far reaching effects on your company’s financial
performance.

Photographs: © Airbus S.A.S 2012