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channel captain

noun
1.
(marketing) the most powerful member, and often the one that decides specifications, in a channel for distributing goods (which usually consists of a manufacturer, wholesaler, and retailer). The channel captain is sometimes the manufacturer but in the case of a chain store it may be the retailer
Collins English Dictionary - Complete & Unabridged 2012 Digital Edition
© William Collins Sons & Co. Ltd. 1979, 1986 © HarperCollins
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