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May 25, 2005
The Shifting Value of Distribution
Customers more receptive to knowledge value, soft cost savings
By Thomas P. Gale
This article outlines research conducted by MDM for the Bearing Specialists Association Special Task Force on Distribution Value. The study’s focus is on how end-user customers define distribution value and leverage that value today. As many customers are in early stages of implementing more sophisticated supplier management programs, there are opportunities to develop better evaluation tools to focus on total cost of ownership and total value a distributor delivers. Here are some key shifts MDM identified.
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