Everything to Everyone
Greg Fess, marketing manager of Ward/Kraft, Fort Scott, Kan., has observed a different trend. He sees distributors reaching across many different market segments and believes there are several advantages to this approach.
"This allows them to offer a wide range of products in different industries. We have found that many of our products reach into different markets as well. So if you sell spin wheels, you are probably selling them in multiple markets," Fess remarked. "The same goes for almost every product we manufacture. We believe this only adds value for our distributors in the marketplace. If we can assist you in selling in 10 or 12 different markets, and have provided you with the tools to sell a wide variety of products, your toolbox has expanded and you can reach not only a wider audience, but can offer your existing clients more products with ease."