PCI recently asked key personnel at four distribution companies questions regarding the value that distributors bring to the industry, as well as the challenges they face in the modern global climate. Dan Gruber, President CASE, KODA Distribution Group; Joey Gullion, Vice President Marketing, Chemicals, Nexeo Solutions; Larry Krock, Director of Development, Paints, Coatings and Plastics, RE Carroll Inc.; and Earl Tveit, Executive Vice President/Owner, McCullough & Associates, participated in our Q&A.
Gruber: The greatest value distributors bring to suppliers is the ability and professionalism to service the second- and third-tier customers so that suppliers can focus their attention on the large accounts and ship in truckload quantities. Distributors work closely to the marketplace, and often provide accurate and timely industry intelligence to suppliers as well as discover the high-potential start-up opportunities. Distributors also often have complementary product lines, which allow them to offer bundling of multiple products that a customer needs.