Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
It takes a long time to develop good distributor-supplier relationships; unfortunately, it only takes a short time to destroy them. Best seller Working at Cross-Purposes, written by Mike Marks, Tim Horan, and Mike Emerson, takes a look at what really drives these relationships, how often they go bad, and why.
Experienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization.