Industry Professionals Confront Change
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While King reported that he sees little presence of the super-distributors in his market areas, he noted that IBSA is definitely having an effect on manufacturer/distributor relations. "The lure of large national account business is compelling many distributors to move business from manufacturers that they have long-standing relationships with that are not IBSA-affiliated to manufacturers that are, even if the manufacturer is not well-known by that distributor," he said. "As a larger distributor, we do use our volume with certain manufacturers to leverage additional benefits, such as larger prompt-pay discounts and free delivery to our warehouse."
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