2023 State of Manufacturer Sales Channels:
What Makes Manufacturers Replace Distributors?

Feb. 16, 9PT/12ET

Manufacturers are increasingly taking more responsibility to market and sell their products versus using distribution. Manufacturers told us why they see a shift and more importantly, how the shift is happening – and what distributors can do to be more important to them. 

Manufacturers see voids in serving end customers, and they would prefer to see distribution fill that void. Distributors must develop strategies to be more important to manufacturers, better serve customers and future-proof their business.

In this webinar, Dean Mueller and Jonathan Bein will discuss how distributors can add more value to manufacturers.

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Dean Mueller

Partner, Distribution Strategy Group

Dean has more than 30 years 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,

Managing Partner, Distribution Strategy Group

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.