Turn Your Industrial Distributors into Partners, Harvard Business Review
The article discusses how manufacturers can build better working partnerships with industrial distributors. The industrial distributor's role has expanded in the United States economy, particularly wholesaler-distributors whose sales are expected to grow faster than the economy over the next ten years. Effective industrial-distributor programs are based on an understanding of distributor needs and partnerships that are actively managed. Topics include four information gathering practices, three approaches to developing distributor programs, communication that signals commitment, and strategic planning for the partnership's long-term survival.
James A. Narus, James Anderson
Narus, A. James, and James Anderson. 1986. Turn Your Industrial Distributors into Partners. Harvard Business Review. 64(2): 66-71.