Traditional channel development has three cost-driving characteristics: high upfront investment (booth fees, travel, sample printing), low flexibility (printed catalogs are hard to change), and slow market feedback (inventory sits with distributors before reaching consumers, often delayed by a quarter or more). To improve this, flip the sequence—instead of investing heavily upfront and waiting for feedback, create a mechanism to test-run small orders quickly and let actual transaction results tell you market response. Once you confirm direction, then increase investment. At the same time, keep quotations and terms adjustable in real-time rather than locked into static printed materials.