Distributors on the Dais
Dealers and custom installers can no longer rely, as they once could, on a handshake and the implication of good will from a vendor. Manufacturers are hard-pressed to nurture more than a handful of direct customer relationships, plagued as they are by many of the same business realities and pressures as those who sell their products.
So it often falls to the distributor, the middleman, to go beyond that traditional role and assume the multiple mantles of mentor, trainer, educator and overall guide for retailers, helping them wade through the nuances of new technologies while keeping product pricing at manageable levels.
To find out what’s going on behind warehouse doors, Dealerscope polled eight of the industry’s more prominent distributors. We explored new training, operational and educational initiatives, and the strategies they are honing for the future. Here’s what they had to say: