Distribution Channel Management

Distribution Channel Management

Researched and developed a comprehensive strategy for optimizing motorcycle distribution channels. The project emphasized the role of cultural context in channel trust, highlighting how, in Japan, distribution networks rely less on contractual enforcement and more on long-term relationship building, reciprocity, and visible manufacturer commitment (e.g., training, co-investment, branded store formats). Findings demonstrated that trust, fairness, and shared values are critical mediating factors in sustaining dealer loyalty, with strategic recommendations focused on selective distribution design, brand identity reinforcement, and culturally aligned relationship management. 

Understanding the culture of your target market is a key component in successful distribution channel design and management.