The 2020 Mid-Year Economic Update_long

Changing Channels

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.

Relationships 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 ...


To continue reading this article you must be a paid subscriber.

About the Author
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

By subscribing, you are agreeing to MDM’s Privacy Policy.
Social Media Auto Publish Powered By :