FEWA Wholesalers Mean Business

Overview of North American Market  |  How Equipment is Marketed
What Wholesalers Do  |  What Wholesalers Need from Manufacturers
How to Find the Wholesalers

How Equipment is Marketed

Several distribution channel options are
available to manufacturer:

• Sell Direct to End-User

• Sell to Retail Dealers

• Sell through Manufacturer's Representatives

• Sell through independent Wholesaler-Distributors

Market Product Direct to End-User or Direct to Dealer	Market Product through independent Wholesaler-Distributors
Manufacturer performs all functions, for each individual dealer/end-user. Cost to a supplier of covering all customers with its own in-house direct sales force is prohibitive, especially if the products are sold to a large number of customers spread out over a wide geographical area	Wholesaler-Distributors perform channel functions more effectively and efficiently than either manufacturers or dealers Manufacturer deals with one wholesaler-distributor, instead of 600 dealers (average number of dealer accounts each FEWA member supports)

There are many marketing decisions to make,
no matter which channel is used:

• Where is my product best suited?

• Safety Decals

• Literature

• Parts

• Warranty

• Product Liability

• Advertising

You can bypass the distributor,
but you can't replace the cost of distribution