Newsline

Survey Suggests Focus On Distributor Relations

November 16, 2001
/ Print / Reprints /
ShareMore
/ Text Size+
PHILADELPHIA, PA — Manufacturers can improve their profitability by focusing on distributor relations, according to a survey released by the National Association of Wholesaler-Distributors (NAW).

According to the association, the industry has declined for the 15th consecutive month, leaving many companies seeking a way to survive an economic downturn. The association also says that its study, “Facing the Forces of Change: Future Scenarios for Wholesale Distribution,” can help.

“Given the slowdown in economic activity, manufacturers must use supply chain innovation to generate a competitive advantage,” said Adam J. Fein, author of the study and president of Pembroke Consulting. “In most B2B industries, distributors are still the primary route to market. Manufacturers can survive the downturn by generating greater value from their distributor relations.”

Based on responses from 1,600 manufacturers, distributors, and customers across 50 industries, the study forecasts specific shifts in customer supply chain strategies that affect manufacturers and distributors. This includes increased vendor rationalization programs and expanding Internet use for product sourcing and purchasing decisions.

In the study, 83% of manufacturers and 86% of distributors surveyed expect customers to concentrate purchases with fewer suppliers by 2003. More than two-thirds of the manufacturers and distributors also see customers enforcing national supply agreements over the next five years, according to the survey.

For more information, go to www.nawpubs.org (website).

Publication date: 11/19/2001

Did you enjoy this article? Click here to subscribe to The NEWS Magazine

Recent Articles by James Siegel

You must login or register in order to post a comment.

Multimedia

Videos

Image Galleries

2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.

Podcasts

NEWSmakers: Julian Scadden

Training is an ongoing process. Julian will discuss how you can generate maximum return on time and energy invested training by following a three part process. Listen to this podcast to get expert tips on training, tracking and follow up. 

More Podcasts

THE MAGAZINE

ACHRNEWS

NEWS 04-14-14 cover

2014 April 14

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe

SERVICE CALLS POLL

Which statement on service calls best applies to your business?
View Results Poll Archive

HVACR INDUSTRY STORE

plumbing-hvac.gif
2014 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

More Products

Clear Seas Research

 

Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.

DON'T MISS A THING

Magazine image
 
Register today for complete access to ACHRNews.com. Get full access to the latest features, Extra Edition, and more.

STAY CONNECTED

facebook icontwitter iconyoutube iconLinkedIn i con