It’s not often that I get real, honest to goodness “hate mail”.  Apparently, our thoughts on Distributor/Supplier Etiquette have touched a nerve.  The strange part of the whole thing is this:  We are only posting on distributor/channel oriented groups.  These groups are focused on those who are either a) distributors or b) manufacturers who go to market through distribution.  They should be friends or at least tolerant of one another. Yet in the past week, I have received emails and/or anonymous posts which contain things like this: “Frank, you are a distributor apologist.  You claim to be open minded but your writing continues to indicate they can do no wrong.” Taking excerpts from several other notes, we find a similar type of attitude.  Distributors are described as follows: The remnants of a day gone by with no place in the modern age. Lazy, to the point of not being willing to introduce new products or handle warranty claims… U...

Distributors: customers, partners or something in between? The Supply-Partner side of the Etiquette Story The whole etiquette issue is not one sided. Over the last couple of weeks we have received several calls and comments on the topic: What part of distributor/supplier etiquette bugs you the most? This week I would like to hit on a point made by a couple of folks on the supplier side. To launch the topic, here is a comment many great supply-partners feel throws a wet blanket on the partnering equation. “Don’t forget, we (Distributors) are the customer.” As I think back in time, I realize I might have used this line a few times myself. Reflecting on the subject, I see both sides of the argument. Speaking for distributors, I can see some validity in the point. We write checks to the supplier; often paying with much greater rapidity and regularity than those who finally end up with the product. I struggle to recall a manufacturer who extends anything other than 30 d...