The Wholesale Industry at the Crossroads

Authors

• Koushiki Chowdhury, Indian Institute of Management Calcutta
• Sudas Roy, Indian Institute of Management Bangalore

Document Type

Article

Abstract

Since the late 1980s, the wholesale industry has been experiencing turbulence, What With the growth in direct buying programmes and rising imports that often bypass domestic Wholesalers and directly approach the retail shelves. Many wholesalers are gradually defining their roles as being in the marketing support business and not merely in the distnbution business. They are realising that their primary purpose is to help both suppliers and customers develop effective marketing programmes and there by remain an essential link in the channel.

Recommended Citation

Chowdhury, Koushiki and Roy, Sudas (2000) "The Wholesale Industry at the Crossroads," IIMB Management Review: Vol. 12: Iss. 3, Article 3.
Available at: https://research.iimb.ac.in/imr/vol12/iss3/3

Publication Date

9-1-2000

First Page

17

Last Page

26