• About MDM
  • Cart
  • Terms & Conditions
  • Privacy Policy
  • Cookies Statement
  • News
    • Premium Articles
    • Latest
    • Technology & Digital
    • Mergers & Acquisitions
    • Talent Development
  • Resources
    • Store
      • Market/Economic Data
      • Management
      • Economic Benchmarks for Wholesale Distribution
      • Sales & Marketing
      • Special Reports
      • What Customers Want
    • Conferences
    • Webcasts
    • Podcasts
    • Directories
      • Associations
      • Buying and Marketing Groups
      • Investment Bank Guide for Distributors
    • Free Reports
    • Partners
  • Research
    • 2019 Market Leaders lists
    • MDM Analytics
    • Economic Benchmarks
    • Industry Competitive Landscape
    • White Papers
  • Subscribe
    • MDM Daily Update
    • MDM Premium
    • Podcasts
  • Premium
    • Download The Issue
    • Subscription Renewal
  • Sign In
  • Sign Out
  • My Account
Home » Growth Strategy for Manufacturers
Looking to read the full article? Subscribe today!

Growth Strategy for Manufacturers

Keys to manage the distribution channel effectively

April 25, 2005
Bill Hodgdon
No Comments

A manufacturer has to take the lead and manage growth through its distribution channels. A manufacturer often relies on distributors for this, a strategic mistake. And too often a manufacturer takes the view that more feet on the street must translate into sales growth. Here's a detailed approach for how a manufacturer can build a superior growth strategy with its distributors, one where accounts are targeted, potential evaluated, and strategy execution measured. To work, there has to be a strong distributor manager, either a direct employee of the manufacturer or a manufacturer's representative.


Editor's note: This first part of two articles focuses on the necessary growth strategy elements. In the next issue of MDM, part 2 details how a manufacturer and distributor can ...

Distribution Sales & Marketing Distribution Management & Strategy

Buy This Article

Add this article to your cart for $9.95

Keep enjoying more great content including industry news, blog and opinion articles by creating a free account or logging in.

To get access, you can click here to Register today!

If you already have an account, click here to Login.

Popular Stories

  • Distributors are About to Get Commoditized

  • Distributors Struggle with Online Pricing

  • Finding Your ‘Why It Matters’

  • Convenience Will Deliver Sales and Loyalty

  • What are College Seniors Looking for as They Enter the Distribution Field?

Subscribe to MDM Update Newsletter

Your best source for news and trends in the wholesale distribution industry

Join Today
  • ABOUT MDM
    • About
    • Terms and Conditions
    • Authors
  • HELP
    • My Account
    • Login Help/ Password Reset
    • Research
    • Privacy & Data Act

CONTACT
6309 Monarch Park Place, Suite 203
Niwot, CO 80503, USA
Phone (303) 443-5060 
Toll free (888) 742-5060

 

Copyright ©2019. All Rights Reserved

  • Privacy Policy
  • Terms and Conditions