7/23/2019 sdm- ACE

1/2

Ace Brokerage Company

7/23/2019 sdm- ACE

2/2

Channel Power source

Channel leader is Marreaux

Holds large market share - 70%

largest among ! principals

Contri"utes o#er $0000 to

Ace&s "rokerage commission

'ood relationship with thedistri"utor(or ) years* Ace Brokeragecompany represented the companyin steel city+line promised a greater pro#incial&spenetration considera"ly greater

than ! % market shareCompati"le goals

Con,ict atentstage

arge manu.acturer might take decisions considering all markets itoperates/istri"utors or retailers might resist the change in channel decision/isagreements a"out channel roles* expectations* perception* andchannel communication are highly likely

Case Context