For the distribution of products is very small retailers in a very fragmented retail, local subsidiary of a major consumer products company creates innovative distribution mechanism. Small local auxiliary units Shops intermediaries that use distributed vans full of consumer goods throughout the Philippines. The channel was growing rapidly, but this was the least profitable of the company. Now support had to decide what to do. If he tries to squeeze more out of the channel of the field, even if it leads to a reduction in the incentives of intermediaries? Should she give up the channel as a whole? Or should it try to build internal capacity to achieve the smallest stores, even if it involved significant capital expenditures? Regional management was to arrive and the company had come up with a plan. "Hide
by Clayton M. Christensen, Lana Newishy Source: Harvard Business School 12 pages. Publication Date: February 24, 2003. Prod. #: 603114-PDF-ENG
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