INDUSTRIAL DISTRIBUTORS IN THE 21ST-CENTURY

The view of the traditional industrial distributor - independent, smal l, and customer oriented, yet short on managerial expertise -is one th at is about to be transformed. Economic conditions combined with chang ing market characteristics have promoted several new ways that industr ial distributors are doing business. New relationships are being forge d with manufacturers and other distributors that have tremendous impli cations for manpower, organizational structures, and strategic orienta tions.