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The true definition of partnership

July 10, 2001
The current industrial recession has reports of 15-30 percent year-to-year declines in sales by many manufacturers and distributors. But a number of sectors and markets are reporting declines half that amount. A few distributors are reporting either flat to modest gains for the past few quarters, and without doubt are gaining some market share. Nearly everyone has lengthened their real expectations for rebound out to early next year rather than the hoped-for turnaround this summer.

This is a time when manufacturer-distributor-customer relationships are tested, and for some younger people in the industry to learn what the true definition of partnership means. There is no substitute for a distributor who can provide high service levels when critical parts are needed, or a ...

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