Executive Summary: This article provides industrial manufacturers with three key strategies for managing their industrial
channels. The strategies are built around results-oriented management of distributors based on customer needs and channel
economics.
Industrial supply chains and marketing channels are being redrawn as e-business, consolidation, and integrated supply alter the relationship between manufacturer, distributor and customer. This evolution is much more complicated that the na've predictions that industrial distributors would be 'disintermediated' as customers and manufacturers established direct relationships. But how can manufacturers best leverage their existing industrial channels to grow in this era of uncertainty?
Industrial supply chains and marketing channels are being redrawn as e-business, consolidation, and integrated supply alter the relationship between manufacturer, distributor and customer. This evolution is much more complicated that the na've predictions that industrial distributors would be 'disintermediated' as customers and manufacturers established direct relationships. But how can manufacturers best leverage their existing industrial channels to grow in this era of uncertainty?
The most recent edition in the '
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Executive Summary: This article provides industrial manufacturers with three key strategies for managing their industrial
channels. The strategies are built around results-oriented management of distributors based on customer needs and channel
economics.
Industrial supply chains and marketing channels are being redrawn as e-business, consolidation, and integrated supply alter the relationship between manufacturer, distributor and customer. This evolution is much more complicated that the na've predictions that industrial distributors would be 'disintermediated' as customers and manufacturers established direct relationships. But how can manufacturers best leverage their existing industrial channels to grow in this era of uncertainty?
Industrial supply chains and marketing channels are being redrawn as e-business, consolidation, and integrated supply alter the relationship between manufacturer, distributor and customer. This evolution is much more complicated that the na've predictions that industrial distributors would be 'disintermediated' as customers and manufacturers established direct relationships. But how can manufacturers best leverage their existing industrial channels to grow in this era of uncertainty?
The most recent edition in the '
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