CHICAGO—The North American Association of Floor Covering Distributors (NAFCD), in partnership with The Distributor, a research/consulting firm specializing in wholesale, has launched a comprehensive research study on “Understanding the Needs of the Floor Covering Distributor.”

The purpose of the study is to help all NAFCD members—manufacturers, distributors and allied members—develop a deeper understanding of the pressure points of distribution so they are better equipped to serve the needs and wants of the channel.

“Oftentimes, there occurs a lack of understanding between manufacturing and distribution,” said Jack Lindenschmidt, NAFCD’s 2008 Annual Conference chairman and director of product management for ISC Surfaces, St. Louis. “By better understanding the needs of their distribution partners, manufacturers will be ready to modify their selling behavior, distribution policies and technology offerings to better align with distribution’s ability to implement their objectives in the marketplace.”

Al Maghes, vice president of sales for Erickson’s Flooring in Michigan and president of NAFCD, added, “We hope this study and presentation will help facilitate better communication and understanding between the members of NAFCD and the distribution channel.”

The study will focus on: The good, bad and ugly of manufacturer sales reps; best practices for both manufacturers and distributor policies and processes; what’s important in the buying decision for a distributor, and how to strengthen the relationship.

“Hearing about what makes a pro sales rep from the distributor perspective will help our manufacturing and allied partners know what to expect and what is desired from their reps,” Lindenschmidt said. The study will also reveal what decision criteria is used by distributors when deciding what new lines or products they are willing to take on, what makes this potential new alliance attractive to a distributor as well as how does an existing manufacturer and its sales representative expand its current relationship with its vendors.

The study will be conducted via electronic survey and personal interviews and will be reviewed by a panel of distributors and manufacturers and other industry parties with the research/consulting firm prior to release at the NAFCD’s Annual Conference in October.

NAFCD’s 37th Annual Conference is scheduled for Oct. 29 to 31 outside Chicago (Schaumburg). As part of the study/presentation, a moderated roundtable discussion will take place between manufacturers and distributors to open lines of communication and enhance relationships between business partners by addressing specific issues that both parties face on a regular basis.

For more information on NAFCD and its programs, call 312.321.6836.