ABSTRACT
There are three main parties in the distribution system, consumers, distributors and suppliers and/or producers. The distribution system functions after bargaining between suppliers and distributors. Each supplier must compete within the market by improving efficiencies. To improve efficiency, the successful supplier must be able to sell the right quality of product at the right time and at the right place. Suppliers must use appropriate technical support and have good relations with both distributors and the consumer. For the distributor to compete successfully with others, they also must improve their efficiency. The key to success in the distribution system is acceptance by the customer. ‘World Class Distributors’ who have experience in many countries, have access to large amounts of capital, have knowledge of customers, are likely to win over the potential customer’s mind very easily. In this way they gain success in the market. This chapter considers the emergence and growing power in Thailand of these World Class Distributors.
