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Supply Chain Relationships
Distributors and printers share their thoughts on how to improve relations.
Most distributors and manufacturers could talk endlessly about times when working together as a team led to successful customer interactions. Marv Makofsky, president of distributorship Conformer Products, Great Neck, N.Y., recalls working with vendor InfoSeal, Roanoke, Va., on a time sensitive account for the United Nations. When an emergency resulted in a delivery being cut from four to two weeks, “InfoSeal bent over backwards to deliver the job, flawless and on-time,” Makofsky says.
In a recent survey of 59 distributors, manufacturers and suppliers conducted by Print Solutions Magazine, nearly half ranked their distributor/ printer relations an 8 or 9 out of 10 (no one gave a ranking of 10). While these statistics suggest that most distributors and manufacturers are satisfied with their relationships, nearly all surveyed agreed that distributors and manufacturers could benefit from improving their relationships in one way or another.
Open Communication
Of all survey responses, communication was the area most said needed improvement. Makofsky believes distributors and manufacturers assume expectations for one another without actually communicating what they want, which often leads to failure. He suggests up-front communication about topics such as what kind of distributor or manufacturer you are, what you expect in your working relationship and that you share the common goal of providing true value to customers. Pat Fitzgerald, president and CEO of distributorship Fitzgerald Marketing Communications LLC, Chicago, suggests the following rules: respect each other’s teams; make sure you’re delivering clean, proper orders; follow company procedures; and get end users involved when necessary.
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