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Mike Paul on why independents do deserve a more disciplined service from suppliers

Published:  16 September, 2011

I've been following the debate around channel strategy with great interest and with some surprise. The UK trade is in my view more professional than ever which implies that the rather ad hoc basis on which many suppliers, and indeed retailers, went about developing their business in the last century has been replaced by a more strategic mindset. And whilst I accept that the recession has put more pressure on companies to take business where they can the intensity of the debate suggests that a surprising number of suppliers are attempting to "run with the hare and also with the hounds".

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