1. The Role of the Industrial Distributor in the US Market Tom Clawser, Sales & Marketing Manager Brown Transmission and Bearing Company Lancaster, Pennsylvania, USA Lenze AG Country Managers Meeting, Boston: July 2, 2006
2. Agenda Origin of the Distributor in the US The Distributor in the Supply Chain Distributor/Manufacturer Relations
5. Bridging the Gap: The Evolution of the Distributor Origin of the Distributor in the US PRODUCTS FOR HOME & FARM, HARDWARE General Store c. 1800’s GENERAL LINE INDUSTRIAL SUPPLIES Mill Supply c. 1890-1955 PRODUCT LINE LIMITED BY CATEGORY Specialist 1955-current
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8. Origin of the Distributor in the US The Distributor in the Supply Chain Agenda
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11. Entry-point Services The Distributor in the Supply Chain Local Inventory Technical Support Delivery Services Product Application Line of Credit Distributor Industrial Consumer
12. Value-Added Services The Distributor in the Supply Chain Sub-Assembly Kit Building VMI Installation Repairs Distributor Industrial Consumer
13. Premier Services The Distributor in the Supply Chain Energy Audits Training Predictive Maintenance Storeroom Mgmt Distributor Industrial Consumer Process Improvement
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16. Origin of the Distributor in the US The Distributor in the Supply Chain Distributor/Manufacturer Relations Agenda