The Elephant in the Room
Rogge shared these sentiments. "Most distributors are local in their communities. No big manufacturer has a presence in a town, say, the size of Winston-Salem, N.C. The distributors are there to call on that person, and what keeps business is business relationships—not price," he explained.
The wheels of business will continue to turn, but one thing should always remain static: focusing on the client. This will keep distributors relevant. If they can identify and address the end-user's need—whether it's quality, pricing or efficiency—they will have a customer for life.