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For that reason, it is necessary to further define the playing field for direct sales, which can be depicted as a chessboard with many squares on which to position. One particular dimension of the playing field is the “level of direct”, in which four sales models can be identified within the market. One particular of these is the conventional three-level sales approach with independent dealers. The initial step towards direct sales is typically an agency model. In addition to applying current retail structures, the agent model can simply be combined with new sales formats, such as pop-up retailers, urban boutiques and roadshows. An even more radical form of direct sales is on the internet retail with no brick-and-mortar showrooms .
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