Latest Industry Book Available Now! Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully.  This book is written to help distributors and suppliers understand the nature of their relationship, so that they can manage it for a more successful partnership.  The book is the product of a year-long research study, with statistical data based on primary research, including extensive interviews with manufacturers and distributors.  This study was published by the National Association of Wholesale-Distributors (Click here to view the NAW press release). 

Anyone, at any level, within an organization who is interested in preserving relationships with partners will benefit from exploring the ideas presented in Working at Cross-Purposes. Sales managers, product marketing managers, or local supplier reps can have a significant impact on the relationship, because it is here that the players do not always understand the big-picture impact of their decision.  Click here to find out more...