Outdoor furniture seller's growth comes with a dilemma

04/24/2013 | New York Times (tiered subscription model), The

Florida-based outdoor furniture seller Gerald Shvartsman depended on retailers to launch his company, but in addition to operating as a wholesaler he also sells directly to consumers at home shows, a high-margin channel for selling goods that weren't moving through other channels. Now he's worried that he's alienating his retailers by competing for their customers. Experts weigh in on the best way to manage competing channels.

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New York Times (tiered subscription model), The

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