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Ideally, a channel captain: has sufficient market power to force his policies on other channel members. is a manufacturer. is a strong retailer or wholesaler.

Ideally, a "channel captain":

has sufficient market power to force his policies on other channel members.

is a manufacturer.

is a strong retailer or wholesaler.

is assigned this role by majority vote among channel system members.

earns that "position" by effective leadership.

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