How distributors of engineering products select suppliers

Abstract

Environmental developments are causing engineering companies to become more dependent on distributors for efficient and effective distribution. However, knowledge of these middlemen and how to gain their patronage is insufficient. This research contributes to the body of knowledge in this area through a discussion of findings from a recent survey of British distributors of engineering products. There is an examination of the services performed by these middlemen and of their characteristics. The benefits and drawbacks of marketing with distributors are outlined. As guidance for manufacturers of engineering products that are or may be seeking distributors, there is a detailed discussion of their supplier choice criteria. Implications and recommendations for producers are provided while throughout the paper manufacturers are encouraged to form informal distribution partnerships with their distributors.