Innovation’s Second Step

  • Andrew R. Thomas
  • Timothy J. Wilkinson

Abstract

According to the textbooks, sales and distribution should be approached from the perspective of customer needs. An individual or company simply wants the product to be available at a certain time and place, in the correct quantity and at the right price. While unassailable from the customer’s point of view, this perspective ignores the interests of innovating companies, which often conflict with those of the customer, particularly as innovators move through the vulnerable scaling-up process and the “customer” becomes more than 10 percent of total revenue.

Keywords

Distribution Channel Wall Street Journal Distribution Strategy Store Brand Channel Member 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Copyright information

© Andrew R. Thomas and Timothy J. Wilkinson 2015

Authors and Affiliations

  • Andrew R. Thomas
    • 1
  • Timothy J. Wilkinson
    • 1
  1. 1.OHUS

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