Buyers attending product shows around the globe can be exposed to many technical innovations, but how do they link these innovations to their understanding of their market?
How do they lead? When do they follow? How much will it cost to develop increased market share and meet demand? What is the channel strategy and what is the value of each channel partner? What is the true value, cost, of promotions? How to assess risks? How to retain price and profit through the channel?
And how do manufacturers know their customers? You can’t have loyalty unless a customer actually knows, or even cares who you are! You may be a category leader with your channel partner or retailers, but depending on them to create your relationship with your customer is a non-strategy!