Every manufacturer who goes to market with distributors or dealers is at least one step removed from users. Many of these manufacturers tout that they’re customer- or market-oriented, but in reality, they continue to be product-driven, pushing goods on users through distributors. They simply sign-up new distributors, load them with inventory, and forget to provide support. Unfortunately, these same manufacturers often lack the mechanisms to formally listen and respond to the needs of distributor partners, OEMs and end-use customers. To bridge the gap, they should access and evaluate information given to and from distributors to better develop, focus and launch their products, services and new programs. Read this report to learn how Distributor Advisory Councils work and 10 benefits of participating in one.
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