Specific features of international companies cooperation with Russian distributors on the consumer market

The article deals with the late-day specific features of the collaboration of international companies and Russian distributors on the Russia’s consumer goods market as well as the problems facing distribution channels’ members together with the ways and means of their solution. A tendency has come along over recent years for a number of international companies to turn down local distributors’ offers to collaborate on the Russian consumer market. The paper tries to reveal major reasons for this development. Efforts are also underway to work out principal recommendations to remove conflicts arising in distribution channels, as well as put forth proposals on streamlining existing relations between foreign suppliers and their Russian market partners.

distributor, exclusive distributor, distribution channels, international companies, choice of distributor, choice of supplier