While the lead article in this issue focuses on customers of bearing products, we see strong evidence in other areas of distribution: Customers are paying more attention to soft cost savings. They are looking for help to improve internal processes. For most distributors, that's not a revelation, as most top-three customer lists probably fall into that category of a strategic relationship. Rather, what's news is the spread to much smaller customers and larger customers, both traditionally more price sensitive.
This can be explained partially as a natural byproduct of a recovering economy. Budgets aren't as squeezed as two years ago, so there is more openness to productivity improvements, rather than pure cost reduction. Customers have been managing pain but not invested in ...
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While the lead article in this issue focuses on customers of bearing products, we see strong evidence in other areas of distribution: Customers are paying more attention to soft cost savings. They are looking for help to improve internal processes. For most distributors, that's not a revelation, as most top-three customer lists probably fall into that category of a strategic relationship. Rather, what's news is the spread to much smaller customers and larger customers, both traditionally more price sensitive.
This can be explained partially as a natural byproduct of a recovering economy. Budgets aren't as squeezed as two years ago, so there is more openness to productivity improvements, rather than pure cost reduction. Customers have been managing pain but not invested in ...
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