Chapter 12. What Does a Ceramic Tile Distributor Expect from a Manufacturer?
- John B. Wachtman Jr.
Published Online: 26 MAR 2008
Copyright © 1989 The American Ceramic Society, Inc.
Materials & Equipment/Whitewares: Ceramic Engineering and Science Proceedings, Volume 10, Issue 1/2
How to Cite
Nakduzzi, D. (1989) What Does a Ceramic Tile Distributor Expect from a Manufacturer?, in Materials & Equipment/Whitewares: Ceramic Engineering and Science Proceedings, Volume 10, Issue 1/2 (ed J. B. Wachtman), John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470310526.ch12
- Published Online: 26 MAR 2008
- Published Print: 1 JAN 1989
Print ISBN: 9780470374832
Online ISBN: 9780470310526
- ceramic tile distributor;
- market protection;
- wholesale distribution;
- customer services;
- market share
Let me first qualify distribution by saying that in a recent report published by the NAW, independent wholesale distribution is the most efficient and cost-effective vehicle for a manufacturer to bring products to market on a national scale. The distribution business, simply put, is buying and selling product for a profit. Moreover, it is purchasing various ceramic tile lines and related products, grouts, setting systems, thresholds, fixtures, etc. to formulate a product mix for that specified market area that the distributor will service. To be successful the distributor must define a market niche, define his customer services, and market both, his product mix and his customer services, intensely.