This article, based on interviews with distributors and manufacturers and the 2011 MDM Reader Survey outlines and analyzes key trends and issues affecting how distributors will do business in 2012.

Looking back at the headlines of 2011, there’s little doubt the economy is still front of mind for most distributors and manufacturers. The difference this year is that attention has turned from the U.S. to the ongoing sovereign debt crisis in Europe and its potential impact on the rest of the world.

However, the economy is no longer the primary concern. MDM readers ranked human resources issues – particularly those around…