Is "Win-Win" Dead?
Give Us Your Opinion
The newly released book by Mike Marks, Tim Horan and Mike Emerson
of Indian River Consulting Group, Working at Cross-Purposes:
How Distributors and Manufacturers Can Manage Conflict Successfully,
has the premise that "win-win" is dead or never existed
between suppliers and distributors.
What is your opinion? How do you see the supplier-distributor relationship
evolving over the next five years compared to how it has evolved
the last five years?
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Type: Supplier Posted:
July 31, 2007
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I hardly think "win-win" is dead. However, we
both have to be able to add value to the end user.
Our expertise is in making things, the distributor's
is in getting our things to where they need to
be used. Until the '70's our end users were service
stations with service bays. They were used to
calling up the maintenance guy to bring out and
fix whatever went wrong. Today our end users are
convienance/big box chains often with their own
construction and highly efficient distribution
systems. For the "win-win" to continue and not
die, we have to be able to show how the manufacturer/distributor
team adds value to the end user and not costs.
It is a challenge.
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