Shift for distributors

Weber, Rick
March 2007
Trailer / Body Builders;Mar2007, Vol. 48 Issue 5, p64
Trade Publication
The article presents the views of Andy Thomas, director of innovation and process development with WW Grainger, on issues related to the truck equipment industry in the U.S. According to Thomas, the choice of the term distributor makes sense only from the point of view of a manufacturer. He said that companies have to change the nature of how they add value from focusing on the product and how much they can get for selling it to somebody, to focusing on the services.


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