This article is available to non-subscribers through online access below, or by purchasing the series, Changing Channels, in the MDM Store.
While the basic concepts for effective channel management haven't changed, new competitive pressures have changed the
focus to channel profitability. Here's an analysis of the key shifts taking place in independent distribution channels. Part
2 of this article will outline manufacturer-distributor emerging best practices in channel management.
between manufacturers and distributors have been a topic of conversation at conventions for decades. The tension has always
been there," says Marshall Jones, a past president of the Specialty Tool and Fastener Distributors Association. "But the
sources of that tension have changed.
Distributors and manufacturers are navigating uncharted territory and
areas that until now maintained some ...