PART ONE
Manufacturer control. Improved profits. Dealer consolidation.  It’s been bubbling up for years, but these issues and the declining economy have recently forced manufacturers to take a long, hard look at their distribution systems and reliance on the “middleman.”
Or maybe not so recently.

In fact, the scenario outlined above is based on an incident that dates […]

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PART TWO 
In Part One of this article, we looked at the central role middlemen (dealers and distributors) have always played in getting goods efficiently from manufacturers to end users. Now that we know they’re not going away anytime soon, it’s time for manufacturers to figure out how to build success into the dealer and distributor […]

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Some years back, EDS developed an ad showing cowboys herding cats through the prairie.   The promise was that the company could “Bring together information, ideas, and technologies and make them go where you want.”   The task facing those imaginary cowboys is reminiscent of the challenge facing companies that try to manage multiple communication agencies - […]

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