Changing Channels

E-commerce has manufacturers re-thinking their channel relationships with dealers and distributors - as well as their incentive strategies.

Not long ago, a generation of architects scoffed at the notion of shifting their entire industry from pencils and slide rules to CAD software. They were still standing on the tracks staring into the oncoming headlights when the e-railroad ran over them.

Today, the Internet threatens to do the same thing to the incentive business, as tradit

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