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Power Up Manufacturer-Distributor Relationships
This article is new this week in The Business Journal's small business how-to section. To see what else is new, click here or click on the "how-to" tab at the top of The Daily Business Journal Online home page.For the past decade, battles between manufacturers and their distributors have been escalating. Neither is satisfied with the other's performance, particularly when margins are often razor-thin. The tension, which seems to be at an all-time high, comes down to one issue: Who should be doing what for whom in promoting products?What's needed is a partnership in which manufacturers use their resources not only to produce the product, but to create customers who want to buy it. A distributor's job is to make the product available and to focus on prospect cultivation, product knowledge and service. <more>"