Taking a "systems approach" to your customers' needs is something distributors can implement with their manufacturers--with mutually profitable results.
The metals industry, for example, has special rotating equipment needs that can offer your distributorship opportunities for increased business. The key is to take a systems approach--one that will strengthen your position as a strategic partner.
The systems approach stresses efficient use of plant machinery and assets. It calls for a deep understanding of application requirements and it underscores the total cost of ownership, rather than simply focusing on replacement parts and components. The strategy involves careful management of the supply pipeline and usually entails close collaboration among distributor, supplier and end user.
This approach is particularly well suited for the metals industry, where a prolonged period of consolidation has drained many companies of knowledge, experience and the human resources necessary to manage certain business processes. As a result, steel, aluminum and other metals producers are increasingly relying on their supply chain partners for key services, such as inventory control, asset management and preventive and predictive maintenance.
Distributors serving the metals industry with rotating equipment technology can often team with their suppliers to provide expertise covering the entire application. This can lessen the risk of shutdowns.
Source: Industrial Distribution, http://www.inddist.com
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