Bring More to the Table

In many ways, the reasons behind the shrinking of the distribution channel during the past two decades are based on common sense.

Industry, business and environmental trends have shifted the role of a jan/san distributorship as well as its sales reps. Therefore, many supply house owners have elected to sell, become acquired or simply give up. Throughout the 1990s, less than 30 percent of all jan/san distributors survived during turbulent and, for many, opportunistic times.

These enduring companies were able to thrive by bringing more value to the end customer. While market reach and broad product offerings are the strength of many larger ...

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