Industrial Distribution Management

John Garside

Chapter 6 in Plan to Win, 1998, pp 169-197 from Palgrave Macmillan

Abstract: Abstract Industrial distribution is critical to many businesses because it is the way products are sold across national and international territories. Companies have to develop a number of routes to market, but for commodity-type products having a local presence is a prime factor in securing sales. These distribution outlets can be owned directly by the manufacturing company, or by a third party with expertise in selling a range of products into local markets. In some instances sales are obtained by waiting for customers to identify a supplier, making purchases similar to a local shop. However, for most industrial products, a more structured method for targeting potential customers has to developed if the business is to achieve its commercial goals.

Keywords: Market Segment; Original Equipment Manufacturer; Strategic Analysis; Fluid Power; Standard Industrial Classification Code (search for similar items in EconPapers)
Date: 1998
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-37489-8_6

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DOI: 10.1057/9780230374898_6

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