channel captain


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channel captain

n
(Marketing) marketing the most powerful member, and often the one that decides specifications, in a channel for distributing goods (which usually consists of a manufacturer, wholesaler, and retailer). The channel captain is sometimes the manufacturer but in the case of a chain store it may be the retailer
References in periodicals archive ?
For each of the target market segments, develop a comprehensive Value Chain "Cluster" designed to uncover and show where industry structure, value chain inefficiencies, supply/demand balance or other structural issues may present attractive opportunities for strategic value creation or extraction, the Channel captain (or, captains) for each segment be identified.
The last of these off-kilteryarns (all generated via the artist's arcane self-invented rhyme-based system) was performed by Alice Konitz and Taylor, who, in tandem and in costume, seemed to channel Captain Beefheart, Red Krayola, and Kurt Schwitters all at once.
Because of its position or economic power, a channel captain can stipulate marketing policies to other channel members, in effect exercising control over some or all of their decisions and activities.