| The Roles
of Distributors |
|
Fulfilling
the needs of customers is the primary business of an industrial
distributor. Distributors achieve this by representing a number of
manufacturers in the marketplace, providing customers with an array of
products available from one source.
However,
in today's ever-changing marketplace, this basic premise is becoming
clouded. Buyers can become confused regarding which distributors
supply what products, when, where, and how, and which manufacturers they
represent.
|
 |
In
addition, the needs of customers have also advanced. You have a
greater necessity for staying current on new technology, technical
assistance, and productivity improvements. Other areas, including
competitive pricing, access to inventory, Just-In-Time delivery and the
maintenance and servicing of existing products and equipment, are vital
to ensure success. |
|
On
the opposite side, manufacturers are relying more on distributors to
provide marketing communications, market research and expertise, and the
servicing and maintenance of their products and equipment in the field.
There
are mostly two "types" of industrial distributors today:
A
Mill Supply House carries all types of products used in
manufacturing facilities. These distributors attempt to provide a
broad range of products including cutting tools, fasteners, shelving,
rags; in essence virtually anything they can sell to the marketplace.
|
 |
A
Specialty Distributor primarily carries one category of products
such as machine tools, fluid power products or automotive supplies for
example. Their general intent is to serve the specific needs of
only one or two market segments. |
|
|
