Gases And Welding Distributors Take Active Role With Suppliers - Business

Action steps distributors can take to manage the supplier relationship.

Gases and welding distributors have always had a tendency to focus most of their attention and resources on customers. However, a changing landscape is demanding that distributors refocus on supplier relationships--and develop a strategy to manage those relationships, instead of just "letting them happen," says Gary Moore, a distribution industry veteran. His article, "All Suppliers Are Not Created Equal," appears in the Spring 2011 issue of Welding & Gases Today, the leading magazine for the gases and welding equipment industry.

"Supplier relationship management is the responsibility of distributor top management, including the dealer principal," says Moore. Building and leveraging supplier relationships to enhance a distributor's effectiveness and survival must be top-down driven. A distributor's primary initial focus should be on relationships with your most important "A" suppliers. These are the suppliers which, if they disappeared tomorrow, would threaten the existence of your company.

Moore advises distributors to schedule planning meetings yearly or bi-annually with supplier top management. During these meetings, distributors can follow several action steps to manage their supplier relationships. Among the steps are participating in distributor councils, using performance reports and creating supplier awards.

To read all 20 action steps and find out how distributors can leverage their supplier relationships, view distribution veteran Gary Moore's article, "All Suppliers Are Not Created Equal," (/index.php/2011/03/all-suppliers-are-not-created-equal/) at Welding & Gases Today online. For more information, contact Devin O'Toole, contributing editor at Welding & Gases Today at or 315-445-2347.

Founded in 1945, the Gases and Welding Distributors Association (GAWDA) is the premier source for manufacturing knowledge, education and networking. Through its member journals (), e-magazines, newsletters and industry wiki (), 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 industrys 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.

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