Channel Management is another sales and marketing phrase that is thrown around like everyone knows what it means.After our decades in working with the channel, Those Infocomm industry manufacturers that understand the fine nuances of channel management are the ones that consistently grow their sales with annual double digit growth. Those that don’t can still grow, but it is usually more costly to achieve similar results and creates much more unnecessary work for all involved. Channel management in this vertical market of audio and visual communications is different from the consumer distribution chain in that it is up close and personal. It is a small industry and word spreads quickly. It is one where personal face-to-face conversations have tremendous value to the dealer. We make sure we do our best to communicate the needed steps our manufacturers should consider in working closely with the AV Channel.