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Leaving Your Comfort Zone
New Insights to Strengthen the Critical Distributor-Manufacturer Partnership

This 15-page white paper, by Rick Wilson of Chicago Strategy Associates, looks at the state of distributor–manufacturer relationships, and how these partnerships can be improved and strengthened. Both partners need to move outside the comfort zone of long-held legacy beliefs and prior asset investments. Real marketplace change doesn’t have to flow top–down; the work of stewarding a distribution system to higher performance can be led by either distributors or manufacturers. When distribution relationships are carefully coordinated, the growth and profitability of the entire system of players is optimized. This paper includes “10 Elements of a Distribution System Policy Audit” to help you and your key partners set up mutually beneficial action-driving policies.

The NAW Institute for Distribution Excellence conducts research into strategic management issues affecting the wholesale distribution industry. Only the NAW Institute publishes leading-edge research studies with practical application for wholesale distribution firms of all sizes and lines of trade.