The Distribution of Technical Products

Abstract

This chapter characterizes ten different types of industrial distributors, including industrial e-commerce and a new model: the 'technology specialist distributor'. Pros and cons of choosing one distribution model over the other is also discussed, as well as the efforts that both manufacturers and distributors must carry-on to increase their respective negotiation power. The text also assists industrial marketing strategists in deciding with distributors serve best according to 4 company variables: product maturity, product application specialization, MRO after-sales intensity and product technical complexity.