The dilemma of the game between manufacturers and agents: the reconstruction

 of the business logic behind the channel dilemma

In many fields such as consumer goods, industrial equipment, and medical devices, "difficult to find distributors" 

has become a common pain point for production enterprisAccording to the 2023 survey data of an industry association, 

67% of manufacturers believe that "dealer development is more difficult than product development", 

and the attrition rate of high-quality agents reaches an average of 38% per year. 

Behind this dilemma is the systematic failure of the traditional distribution system in the era of digital economy.

1. Value reconstruction of sales channels: two-way squeeze of agent's living space

1. Attacks on intermediaries by e-commerce platforms

2. **Profit changes eat up the partner base**

2. The Fracture of Trust: The Prisoner's Dilemma of Manufacturers and Distributors in the Game

1. **The Input Paradox of Market Cultivation**

Manufacturers want their agents to promote regionally, but 80% of the agents surveyed said that 

"the manufacturer's market support is not in place".

2. **Destroying the dealer ecology by evading goods and abusing prices**

3. Capability failure: value mismatch in the new consumption era

1. **Digital Capability Gap**

2. **Transformation Pain of Service Upgrade**

In the field of industrial products, the needs of end customers have shifted

 from simple buying and selling to the output of solutions.

4. the path to break the status quo: reconstruct the symbiotic relationship of sales channels

1. **Profit Pool Restructuring**

2. **Digital Empowerment System**

3. **Redefining the division of labor value**

5.The evolution of sales channel changes

When the traditional agency system encounters the triple impact of flat sales channels, 

specialized services, and digital operations, 

what manufacturers need is not a simple replacement of sales channels,

 but "value symbiosis". In the future, high-quality supplier relationships 

will be a new ecosystem in which manufacturers output product power and brand potential energy, 

channel providers deepen localized services and scenario innovation, and realize value resonance on the data link. 

At the heart of this change in sales channels is the redefinition of the value of the "middleman" – evolving 

from a distributor who earns the difference to a strategic partner who creates incremental value.