Business Services Industry
Is the channel still in trouble? (distribution channels)(includes related article on the relationship between Pro Tool & Supply and Primark Tool Group)
Industrial Distribution, March, 1997 by Johnson, John R.
As the distribution channel changes at a blurring pace, manufacturers and distributors struggle to work together It's been almost five years since the Distribution Research and Education Foundation arm of the National Assn. of Wholesaler-Distributors turned the industry upside down by saying that relationships between manufacturers and distributors were no longer working.
In its controversial Facing the Forces of Change study, NAW indicated that the distribution channel was in trouble because of a severe lack of communication. The report said only 39% of manufacturers considered communication between manufacturers and distributors to be good, while 43% of manufacturers felt distributors were not communicating effectively with customers. In the spring...
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