Over the past three years, the role of master distributors – distributors that only sell to other distributors – has grown more critical as distributors have pared back on inventory and investment in logistics. Distributors have used master distributors to grow product offerings and build an online presence, among other benefits. This article looks at the drivers of growth for master distributors and the challenges they face in the market.

The role of master distributors has grown increasingly important over the past couple years due to the recession and subsequent economic uncertainty.

“The recession forced everyone to take a serious look at …