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.