Distributors and their customers are navigating a difficult and unexpected world. Conditions are unpredictable, but distributors can become more proactive as procurement leaders. Using Michael Wilson’s assertions, animal health distributors can help customers in these primary areas:
- End quarterly briefings: Move to monthly, bi-monthly reviews and include supply chain issues intelligence from purchasing leadership
- Conduct product audits: seek to optimize quantities on hand, adjust reorder points based on restocking timelines and identify second choice substitutes
- Review and consider bundling opportunities
Source: Industrial Distribution, November 17, 2022. Link.
Distributors now have a broader mandate to help their clients be more resilient.” – Michael Wilson
INSIGHTS: These concepts are not new. Yet, challenging times dictate reevaluating the approach to customer support and focusing on helping them be more prepared and resilient. After all, few vaccines can be delivered without syringes and needles . . . right?!