We are in an era of consolidation and dogfights for market share between competitors and alternate channels. One of the primary distinctions that the industrial distribution channel offers to vendors is the reach to niche markets, and the support mechanism for these markets. When that reach and/or support is not efficient, the market will eventually find the most efficient route. I wrote the paragraph above 18 years ago. Ouch! I would not change a word today. I went on to write: Distribution by its nature demands flexibility to constantly changing needs. Manufacturers have to be part of that flexibility as a solution, not a rigid option based on past practices and market controls that used to work. Distributors have to be proactive today to offer solutions in partnership with their vendors for true efficiency. Double ouch!
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