Failure to recognize changes in the business landscape can result in systemic failure. Since approximately March 15th, the business climate has changed dramatically. While the length and permanence of the changes can be argued, for now, and likely through the end of 2020, the shift in the business climate is real and exceedingly different from just a couple months ago. It is time for manufacturers and their distribution partners to look at the operating environment and have some frank discussions about the future. Some distributor contracts have been in place for years. Many of them are built around the concepts which are, at least for now, obsolete. Let’s review some of these ideas. Good distributors: Maintain an inventory. Develop year over year growth. Identify new customers in their territory. Assume technical service and post-sale shortfalls tied to the manufacturer. Conduct customer events to promote new products. Participate in and perhaps taking the lead in ...