Industrial Distribution Management

Abstract

Industrial distribution is critical to many businesses because it is the way products are sold across national and international territories. Companies have to develop a number of routes to market, but for commodity-type products having a local presence is a prime factor in securing sales. These distribution outlets can be owned directly by the manufacturing company, or by a third party with expertise in selling a range of products into local markets. In some instances sales are obtained by waiting for customers to identify a supplier, making purchases similar to a local shop. However, for most industrial products, a more structured method for targeting potential customers has to developed if the business is to achieve its commercial goals.