Channel Relations

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The Changing Relationships Between Manufacturers and Distributors in the New Millennium

The relationship between manufacturers and distributors is being tested and redefined as never before. Industry consolidation, worldwide competition, the emergence of new channel alliances and national chains are all indicators that further changes are imminent. As distributor and manufacturer roles are examined, tough questions emerge about technical support, inventory, marketing and channel compensation. Who should handle what and how much is it worth? Dr. Bill McCleave, an internationally recognized distribution expert, will address these and related issues in this dynamic and thought provoking session.

Speaker: Dr. William R. McCleave, Jr. PE

Session Topics:

	A changing approach to mutual market segmentation
	The forces reshaping industrial channel relationships
	Shifting roles of manufacturer and distributor field personnel
	New measurement and reward systems
	Customer technical support - Who holds this "hot potato"?

This Presentation Will Help You Understand:

	What manufacturers and distributors will require from each other in the future
	How to prosper in the new frontier of MRO relationships
	How industrial customers will influence manufacturer/distributor relationships

Those Who Can Benefit Most From This Program:

Sales and marketing executives, branch managers, sales managers, managers-in-training, customer service and service managers

Those Who May Also Benefit From This Program:

Field sales people, customer service and service representatives

To schedule this seminar, please call WR McCleave & Associates at 704-892-4117 or email us via: bmccleave@aol.com