Ever since end users were allowed through the ISSA show’s doors in 1999, there have been a few distributors who maintain steadfast opposition to the move. They guard their relationships with suppliers and don’t want end users barging in on price discussions, or finagling a direct deal for themselves.

My guess is there will always be some of that apprehension out there. Fortunately, many distributors, after a few shows with end users, have had their worst fears dispelled.

In this month’s issue of SM, we feature an article by industry veteran Allen Rathey that concerns the debate. In “Fair Game,” Rathey talks to some distributors who are extremely positive about having their customers share the floor — and a couple who aren’t.

What’s your take? Why? Let me know.


We also look at the changing role of buying groups in this industry. Due to various pressures, they’ve shifted from a buying focus to offering members a whole array of marketing goodies.

We also offer exclusive coverage of the acquisition of Bockstanz Bros. by Kellermeyer Co. — key news for those who are tracking consolidation among some of the industry’s oldest and most influential independents.

Also, please watch next month for your complete Sanitary Maintenance “ISSA Show Guide” (it’s inside the September issue).




POSTED ON: 8/1/2002