A sound Distributor Network is required for Barbour to sell its products in the United Kingdom. A Product Oriented Manufacturer will be able to show more focus to sell the product, and Barbour requires a suitable technique to market the product which will result in maximum sales and Good Profit. Suitable investment and manpower has been used by Barbour since the time of its establishment.
Barbour has been expanding in the past 7 years and this means that it has the need to strengthen its distribution networks. Barbour deals with a big distribution network and hence uses a form of push strategy. In its expansions however the company has had many manufactory units set up but only a few distribution centres. Many a manufacturer do not apply much time and energy in creating a good and suitable distributor network as they are under the impression that the product will sell by itself or they have over confidence upon their product, and are also under the impression as to why unnecessary payment has to be made to the Distributor. Now the cause of not establishing a sound network can be linked to unwillingness to operate through multiple channels of distributor network for different products, the basic fear in operating a direct or indirect sales team as such a decision would erode the loyalty of the existing distributors, or the case of a particular product eating away the market for another product of the same company. Yet another cause could be the reason that the manufacturer does visit the distributors on a regular basis to improve sales or to address the grievances associated with sales of the product by the Distributor. The main important reason for the Product failure could also be due to non-adherence to the concept of Change – be it design or creativity (Williams, 2013).