Moving industrial gas products from the supplier to the distributor to the end user is a complex operation. In a recent poll of industrial gas companies conducted by the Gases and Welding Distributor Association (GAWDA), results indicated that many communication protocols and rules of engagement within this supply chain have changed. 
Given the rapid evolution of information technology, wireless communications, internet accessibility, and web-based commerce, together with a challenging economy, this is not surprising. In this article, we look at changes within distribution channels and provide insight on how to manage your business relationships on the new playing field.
Relationship Management
Relationship management involves identifying, recognizing, and working with the business expectations of those you serve. Company forecasts and stocking levels, lead times, payment terms, end user marketing strategy, sales and marketing support, and rebates all enter into the supply chain equation, and the supplier, distributor, and end user each have their own role in this process.
Picking up on trends or changes in supply methods is critical to good relationship management. For example, the recent deep recession forced many companies to cut back on employees and, therefore, services. As services are an integral part of the industrial gas supply chain, the lack of adequate technical support can quickly halt a project.
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