Khalid Saleem

In the world of B2B, the ideal manufacturer and distributor relationship finds the two parties working as a unified team. Ideally, they’d be communicating frequently to implement customer feedback while improving product lines with the goal to expand into new markets and reach new audiences. But like all relationships, sometimes things don’t go according to plan, and friction happens. This panel, a mix of leading manufacturers and distributors, reveal some of their successful approaches that have built and strengthened these vital associations. 

• Establishing goals and expectations early in the relationship 
• Learning about the other's business culture to identify overlaps and differences  
• Recognizing that this a long-term relationship—not simply transactional—and treating it accordingly  
• Surprising and novel approaches that have made working in tandem easier