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  • Writer's pictureArt Fletcher

Distribution Policies - The building blocks to Brand Health

Brand protection is a critical aspect of maintaining a company's reputation, ensuring fair competition, and preserving the value of its products in the market. When it comes to safeguarding your brand, most businesses are familiar with the concept of Minimum Advertised Price (MAP) policies. However, distribution policies are often overlooked and under utilized as a tool to maintain brand integrity. In this blog post, we will explore why it is perhaps the most important policy brands should consider and utilize to drive long term brand health.

Protecting the value of premium products
Controlled Distribution is the Key to maintaining Brand Image.

1. Control Over Channel Strategy

A brand's distribution policy is a set of guidelines and rules that dictate how and where its products should be sold. This control over the distribution channels is vital to maintain a brand's reputation and customer experience. A robust distribution policy allows brands to choose the channels and retailers that align with their image and target market. In an ever changing and crowded retail environment, brands need to consider where they want to interact with their consumers. This control ensures that products are only available through authorized, reputable sellers, reducing the risk of counterfeit or subpar alternatives tarnishing the brand's name.

2. Consistency in Customer Experience

Monitoring distribution ensures consistency in the customer experience. When products are available through a diverse range of sellers, the quality of customer service and overall experience can vary widely. A brand's distribution policy helps maintain uniformity in the presentation, customer support, and product knowledge, enhancing customer trust and satisfaction. A consistent experience across different sales channels promotes loyalty and a positive brand image.

3. Pricing Integrity

While MAP policies regulate the minimum advertised price, distribution policies play a more comprehensive role in maintaining pricing integrity. They allow brands to set pricing guidelines not just for individual products but for their entire range, promoting a fair, competitive, and profitable environment for both the brand and its authorized retailers. This ensures that customers receive a fair deal, and unauthorized sellers cannot manipulate prices to undercut competitors unfairly.

4. Protection Against Gray Market Activities

Gray market goods, products sold through unauthorized or unintended distribution channels, can harm a brand's reputation and disrupt market dynamics. A well-monitored and enforced distribution policy acts as a safeguard against gray market activities by clearly defining the authorized distribution network. By taking action against unauthorized sellers, brands can prevent the diversion of products into unintended markets and protect their pricing structure.

5. Brand Loyalty and Long-Term Success

The enforcement of a distribution policy fosters brand loyalty. Customers associate consistent quality, trustworthiness, and reliability with brands that maintain a tight grip on their distribution channels. Over time, this loyalty can translate into repeat business, referrals, and long-term success for the brand. In contrast, a laissez-faire approach to distribution can lead to confusion, dissatisfaction, and loss of customer trust.

6. Strengthened Relationships with Authorized Retailers

A well-structured distribution policy also strengthens relationships with authorized retailers. When brands actively enforce their policies, they show commitment to their partners, ensuring that these retailers have a competitive edge in the market. Brands can provide support, marketing materials, and exclusive products to their authorized network, creating a win-win situation that encourages retailers to align with the brand's goals.

While Minimum Advertised Price (MAP) policies are a crucial part of brand protection, distribution policies play an equally important, if not more critical, role in safeguarding a brand's reputation, controlling its image, and maintaining pricing integrity. By enforcing a distribution policy, brands can shape their channel strategy, offer a consistent customer experience, protect against gray market activities, and build long-term success and brand loyalty. In today's competitive market, monitoring and enforcing a brand's distribution policy is an indispensable component of brand protection and long-term business sustainability.

Counter Diversion is a boutique SaaS company - we don't have marketing and we don't use high-pressure sales tactics. Our goal is to have solid, honest conversations about the issues at hand and then either recommend our service or another one that is a better fit for your needs. If you'd like to engage in that type of discussion, please schedule a free consultation.

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