Winning the Supply Chain Management (SCM) game requires that multiple channel partners change how they deal with each other. The goal of the change is to increase share by working together toward a significantly enhanced offering at the end-user level.

Win-win is dead and shared prosperity—if it ever existed—is now a fantasy.

In an exerpt from their ground-breaking book Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully, authors Mike Marks, Tim Horan and Mike Emerson explain how differences in the fundamental business model of distributors and manufacturers affect their relationship.

Click here to view the full article from the PTDA 2007 Annual Report.