Integration Leads Debate about Future of the Indirect Channel


Integration Leads Debate about Future of the Indirect Channel

From April 23-25, 2019, Integration moderated a debate addressing trends in the indirect channel, titled “The Future of the Indirect Channel in Brazil”.

The associated panel was held during the 39th Annual Indirect Channel Convention, organized by the Brazilian Organization of Wholesales and Distributors (ABAD), with the objective of developing strategies to promote a better business environment in Brazil for this segment.

In 2018, Roger Saltiel, one of the directors of our Marketing & Sales practice, collaborated with ABAD to organize a series of discussions with the CEOs of the largest wholesalers, distributors and industries in Brazil, addressing highly relevant topics in the segment, including specialization within the channel, the use of technology to boost efficiency, the role of seller specialization within this context subject to changes, and more.

Additionally, Saltiel presented an overview of the main line of study developed by a committee comprised of the top CEOs in the wholesale, distributor and industrial sectors nationwide, which was also included. All of the transformations discussed will be consolidated this year as well as in 2020.

Coverage of the event was published by ABAD in its biannual magazine. Read one of articles here (in Portuguese).


  • On 3 July 2019