Scenario: A small, up$-$and$-$coming luxury consumer brand is looking to expand its market

presence. The brand's identity is very much defined by selling high$-$end, premium consumer

products through brick$-$and$-$mortar stores using a small, direct sales team that prides itself on

providing stellar customer service during the sales process.

Company management realizes that the demand for its products is high enough that it will lose

revenue opportunities if it doesn't expand its sales channel. At the same time, management

worries about maintaining the culture and service quality if the sales channel expands through

indirect distribution, such as through the addition of retail partners.

How would you recommend that this brand expand its sales channel?

Given the characteristics of this brand, what intensity of distribution makes the most sense,

and why?