Exploring manufacturer/distributor relationships
Oct 25, 2002 12:00 PM
In August 2001, the Industrial Performance Group (IPG) released the results of a four-year study of manufacturer/distributor working relationships. The study revealed that 87% of manufacturers and distributors are keenly aware that problems exist in their current working relationships. In a follow-up e-survey, more than 500 manufacturers and distributors indicated that a lack of trust between the two parties and a sense that the other party is not committed to the working relationship are the primary reasons manufacturers and distributors continue to complain about their working relationships, but do little to remedy the situation. In order to understand the complexities of this situation, IPG took a closer look at the barriers that keep manufacturers and distributors from improving sales performance and profitability. In the current issue of Channel Focus you will discover why this is happening. But more importantly, you will discover what you can do to avoid this common problem. For the complete story, go to http://www.indusperfgrp.com/nsltr.htm
