Foundation Relationship Survey
Distributor-manufacturer relationship tensions in the power
transmission/motion control (PT/MC) industry remain a barrier to working
together to effectively address customer demands.
Research conducted by the PTDA Foundation in 2001 concluded:
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Sales performance and profitability are hindered by lack of
commitment, cooperation, and communication in distributor-manufacturer
working relationships.
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Distributors believe manufacturers fall short on field sales
personnel effectiveness, territory management, responsiveness to
distributors’ concerns and trustworthiness.
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Almost two-thirds of distributors indicated manufacturer policies
and practices do not foster working relationships with high levels of
commitment and cooperation.
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Manufacturers found distributors lacking in product knowledge and
technological sophistication.
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Only two percent of manufacturers believed that distributors are
highly willing to commit resources (time, money and people) to product
sale and service.
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