To achieve partnerships that directly benefit your distributorship, work with a manufacturer offering the following services, as suggested by John McKillip, CMO/partner, USA/Docufinish, Plainfield, Ill.:
• Specialized service. Be sure the company you’re dealing with specializes in the product(s) you need. This will go a long way to ensure you’re receiving attention to detail and quality from a company that understands the product(s) your project requires. Ask if the manufacturer is making the products in-house. If not, find out who the manufacturer partners with when hiring an outside vendor, and thoroughly research that vendor’s products and knowledge.