Working Relationships Eroding, Study Says

August 16, 2001
/ Print / Reprints /
/ Text Size+
NORTHFIELD, IL — According to a new survey by the Industrial Performance Group (IPG), 82% of manufacturers and 92% of distributors say that deteriorating working relationships are eroding both sales performance and profitability.

The four-year study, called “Report Card Update,” was a follow-up to the organization’s “Report Card on Manufacturer-Distributor Relationships Study,” released in 1998. The latest study polled more than 750 manufacturers and 500 distributors.

According to IPG, the biggest problem manufacturers have with distributors is the lack of commitment to their product and promotional programs. Participating manufacturers also said that distributors lack sales and marketing skills as well as the ability to effectively manage inventory.

For distributors, the foremost problem is the ineffective or inconsistent management of territories by manu-facturers, according to the survey. The research also shows that distributors believe manufacturers continue to do a poor job of providing direction for their distributors.

For further information on the survey, call 800-867-2778.

Publication date: 08/20/2001

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.



Image Galleries

2014 MCAA Annual Convention

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


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


NEWS 04-21-14 cover

2014 April 21

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe


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


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.


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


facebook icontwitter iconyoutube iconLinkedIn i con