A distribution branch manager in many cases has worked his way through the ranks, but may not have had formal management training. In fact, the average manager may be so busy with his daily work that there hasn't been time to spend on higher-level localized market research and business planning. Wholesaler-distributors need to shift how they view the role of their branch managers by giving them the power to dig deeper into their markets.
 
Vancouver, BC-based heating, ventilation, air conditioning, and refrigeration distributor Independent Supply Company went from start-up in 2000 to eight branches in Ontario and Western Canada.

In 2006, Independent Supply decided that to maintain that fast growth, it needed to shift how it viewed the job of branch …