Challenges Facing the Industrial Distributor Today

While the economy is their biggest concern,it's one they have little control over it. Truth be know I don't believe the industrial segment of the market ever got back to levels pre-2008. Sales and margins are down(Show me a business that doesn't have similar issues) and that's a natural reaction when sales drop you try to protect existing business and the easiest way of doing that is lowering prices.Distributors can sometimes be their own worst enemies, Sell value not price.read more >

What’s the Future of the Independent Distributor?

I've addressed this issue in the past and as time goes on but I'm afraid the independent distributor may be following the way of the corner hardware store. Distributors need to step it up a notch!Long before Grainger, Fastenal, Home Depot and the thing they call the Internet, the local industrial distributor was the backbone to local manufacturers and businessesread more >

Are Field Salesmen Dead?

I recently read an article in industrial Distribution Magazine by Justin Roff-Marsh that basically said that the industrial distributor field salesman, as we know it, is DOA. I don't know what planet he was born on, but it wasn't this one! read more >