The Distributor’s Dilemma: Selecting a Cutting Tool Company to Represent, or Providing Multiple Lines Based on Customers’ Current Preference

Since my career in cutting tool sales will reach 50 years next spring I feel qualified to offer a historical perspective which will comfort some, frustrate some and have little or no impact on a great many. What it will do is, I hope, is provide distributor managers insight as to why distributor associations have constantly stressed the importance of partnerships, value added selling and technical representation.