The seemingly daily rate of change in lighting technology coupled with the equally fast-paced development of the internet are necessitating new and innovative ideas for manufacturers to get their products to market. The traditional model of manufacturers’ representatives building long-term relationships with distributors, who in turn deploy a sales force to capture end-user market share, is like everything else — open to question as it should be. But is changing that model the
A Light that Still Burns Bright
The author makes a convincing case for why distributors still matter in the lighting market.