Distributors, manufacturer profit from council

Harris, Richard
September 2004
Gases & Welding Distributor;Sep/Oct2004, Vol. 48 Issue 5, p46
Trade Publication
This article discusses the significance of the ESAB Distributor Council. While it may seem like every manufacturer operates some form of distributor council, that was not always the case. For ESAB North America, the council is crucial to its success because the firm does 85% of its business through its distributors. These distributors explain manufacturing expectations, perceptions of the ESAB's strengths and weaknesses, view of product lines, and opinions of ESAB policies and procedures. Distributor councils come in many shapes and sizes. ESAB keeps its group small enough to hold strong member value but big enough to represent the distributors nationally in terms of size, type of distributor, and geographic location.


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