Thus, before it could distribute soft drinks through the many small retail shops and beverage kiosks in Kenya, Coca-Cola had to first sponsor and train enough wholesale distributors to service them efficiently. This channel system is common for such products as packaged food items, liquor, and health and beauty aids. Channel D, where an agent sells to wholesalers who in turn sell to retailers, is used when the manufacturer is too small, or its product line too narrow, to justify a company salesforce, In some cases, particularly where a small product sells to retail chains that are large enough to take care of their own wholersaling functions , an agent may be employed to sell directly to the retailers, as show in channel E.