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2021 State of Manufacturer Sales Channels:
Suppliers’ Reliance on Distributors Decreases
For the past 20 years, we’ve heard that manufacturers will rely less on distributor channels and more on direct-to-end user sales. Now, it’s coming to fruition.
A growing number of end-users want purchasing options beyond the traditional distributor. That means for some sectors, manufacturers’ revenue through traditional distribution will significantly decrease as customers’ buying behavior continues to shift.
So, what’s driving the changes in distribution strategies and what is responsible for the growing channel conflict? This report provides insight into the state of manufacturer sales channels – and what it means for today’s distributors.
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Authors:
Dean Mueller
Partner
Dean has more than 30 years of experience in sales and marketing, including several senior-level positions in marketing and technology leadership, in both public and private equity organizations. Using market research, Dean has a deep understanding of distributor customer needs.
Jonathan Bein,
Ph.D.
Managing Partner
Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.
Prior to Distribution Strategy Group, Bein has successfully led and been part of executive management for software product and services companies in information technology, healthcare, and communications.