Ch. 14 - Marketing Channels and Retailing

                Montblanc started selling their product in the United States through wholesale accounts such as; Staples, Costco, Office Max, Saxs Fifth Ave, Bloomingdale. They had individual wholesale agents that had quarterly quotas. Montblanc began to excel in the states, so the headquarters in Germany  decided to begin to pull Montblanc product from these wholesalers, and began to open boutique. This action allowed the company to focus more on the consumers, and have a direct line to their needs. Montblanc replaced their employees from wholesalers to retail employees, this caused the vision from bulk orders, to individual sales based on consumer needs.



                Montblanc products are known as achievement products, meaning that it is an items usually received, or purchased once a company or personal goal is met. Most corporate clients purchase the products at the end of quarter or fiscal year to reward their employees. Since Montblanc doesn't have as many wholesale accounts the price is as is, and non negotiable, which in turn keeps the product at an esteem position. The only exception to this has been Duty Free Montblanc retailers, but they are still required to keep an upscale shopping environment.