The relationship between manufacturers and distributors is being tested and redefined as never before. Industry consolidation, worldwide competition, the emergence of new channel alliances and national chains are all indicators that further changes are imminent. As distributor and manufacturer roles are examined, tough questions emerge about technical support, inventory, marketing and channel compensation. Who should handle what and how much is it worth? Dr. Bill McCleave, an internationally recognized distribution expert, will address these and related issues in this dynamic and thought provoking session.

Speaker: Dr. William R. McCleave, Jr. PE

• A changing approach to mutual market segmentation
• The forces reshaping industrial channel relationships
• Shifting roles of manufacturer and distributor field personnel
• New measurement and reward systems
• Customer technical support - Who holds this "hot potato"?

• What manufacturers and distributors will require from each other in the future
• How to prosper in the new frontier of MRO relationships
• How industrial customers will influence manufacturer/distributor relationships

Those Who Can Benefit Most From This Program:

Sales and marketing executives, branch managers, sales managers, managers-in-training, customer service and service managers

Those Who May Also Benefit From This Program:

Field sales people, customer service and service representatives

To schedule this seminar, please call WR McCleave & Associates at 704-892-4117 or email us via: bmccleave@aol.com