Gases And Welding Distributors, Suppliers Partner On Sales
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Manufacturer-distributor relationship demands complete trust from both sides.
Dewitt, NY: The Spring 2011 issue of Welding & Gases Today, the leading magazine for the gases and welding equipment industry, features a series of articles called "Partnership Principle." The cover story begins with Frank Salvucci Jr., vice president of Anthony Welded Products, who tackles when it's the right time for a manufacturer to talk to a distributor's customer. In his article, "Building A Bridge Between Manufacturer, Distributor And End-User," Salvucci illustrates how knowledge really is power when the supplier and distributor work together to achieve the end-user's goal.
"A true partnership demands complete trust, clear communication and fierce loyalty," says Salvucci. "A distributor needs to have a comfort level knowing that the manufacturer will never breach that loyalty. When that trust level is achieved, incredible opportunities will be unearthed."
One of the challenges for a gases and welding distributor is limited time to develop expertise for multiple products. "I personally believe that is a lot to ask," says Salvucci. "No one can really expect distributors to have every product specification or knowledge on the tips of their tongues." By acting as a conduit between the distributor and his or her customer, the manufacturer can work in synergy to find a solution.
To find out when it is appropriate for distributors and suppliers to team up to help the end-user, read "Building A Bridge Between Manufacturer, Distributor And End-User" (http://www.weldingandgasestoday.org/index.php/2011/03/building-a-bridge-between-manufacturer-distributor-and-end-user/) at Welding & Gases Today online. For more information, contact Devin O'Toole, contributing editor at Welding & Gases Today at devin@weldingandgasestoday.org or 315-445-2347.
About GAWDA
Founded in 1945, the Gases and Welding Distributors Association (GAWDA) is the premier source for manufacturing knowledge, education and networking. Through its member journals (www.weldingandgasestoday.org), e-magazines, newsletters and industry wiki (www.gawdawiki.org), GAWDA connects suppliers of gases and manufacturers of related equipment as well as manufacturers of welding equipment and distribution leaders, for the purpose of safely delivering optimal solutions to the users of those products. GAWDA publications are the industry's voice for all matters related to the latest technology and the most up-to-date processes spanning welding equipment and products and services related to industrial, medical, specialty and cryogenic gases. A 501(c)3 organization, GAWDA members are located throughout North America.
