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I recently was interviewed by John Sonnhalter, who writes the blog Tradesmen Insights and is founder of a B-to-B marketing communications firm for companies in construction, industrial and MRO markets. We spoke about key trends in distribution and the impact of those trends on supplier-distributor relationships.
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The key trends I addressed were outlined in MDM’s 2011 Distribution Landscape Report, available to subscribers.
The trends were:
I’ve interviewed several distributors, manufacturers and outside experts over the years , and I’ve come away with the fact that productive and profitable supplier-distributor channel relationships are difficult to attain. But it is possible to start small and work with partners you already trust to build out a process to improve profitability up and down the supply chain. Small moves focused on the right segments can make a big difference.
Watch the full interview with John Sonnhalter below for my perspective on how the trends above have affected the relationship between distributor and manufacturer.
Or read a summary here. You can also download the full interview to listen to later from Sonnhalter’s website.
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