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.”