Collaboration - Is Stronger Than Competition: A Strategy For 21st Century Tech Leadership

摘要

Coming off a century most remarkable for its pitched competitive battles, many business experts are predicting that this century will be more distinguished for its cooperative efforts. For years, our company has been following a collaborative approach with customers and suppliers. Now we are extending that model to our distribution partners. Manufacturers haven't always had the best relationships with the distribution channels that sell their products to end users and to others who apply them in real situations. In some ways, that's not surprising: there certainly is creative tension. Manufacturers, on the one hand, always want their channel partners to buy more. Meanwhile, distributors clearly understand that large inventories are expensive to maintain, especially for extensive product lines that have a multitude of options but relatively few sales of any individual part number. They ask what their manufacturers are doing to help them move products.