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For wholesaler-distributors and manufacturers, the road to opportunity will continue to pass through each other's businesses. Distributors should improve the level of partnering with their best manufacturers, and start a new dialogue that can lead to mutually beneficial changes.
Manufacturers are already beginning to take action to change their channel strategies. Facing the Forces of Change: The Road to Opportunity reported the viewpoints of more than 400 manufacturing executives on the state of the current wholesale distribution channel and their own channel plans and strategies. These manufacturers did not pull any punches, and three declarations stood out:
- "We are getting less service while our costs continue to increase."
- "Lack of sales ...