NORTHFIELD, Ill. - When it comes to making decisions that impact sales performance and profitability, manufacturers and distributors are not on the same page, according to a new study from Industrial Performance Group (IPG) Inc. The research reveals that the difference in how manufacturers and distributors think and make decisions has had a significant impact on revenue.
The conclusion was drawn from a one-year study of 115 manufacturers and 132 distributors from various industry segments. The research follows IPG's four-year study of more than 2,500 manufacturers and distributors called "Report Card Update," completed and published in 2001.