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Sullair: Redefining Its Channel of Distribution

Spekman, Robert E. ; Natarajan, Jaishankar

M-0772 | Published April 21, 2009 | 16 pages Case

Collection: Darden School of Business

This case examines the interplay between Sullair, an air compressor manufacturer, and its channel of distribution. Unlike the two market leaders, Sullair has chosen not to compete with its distributor... Read More