Marketing Channels 8th Edition by Bert Rosenbloom

Exercise 2

Black Decker's industrial products division requires its distributors to maintain an adequate inventory by stocking tools and accessories of a variety and quantity commensurate with markets served and the highest standards of customer service. The exact quantity and variety of products carried by each distributor is based on an agreement made between the distributor and the appropriate Black Decker sales representative.
Discuss Black Decker's approach to inventory stocking. What problems do you see in securing compliance from the channel members?