Everyone wants loyal customers. That is what database marketing is all about. That is the question one company, Panduit Company, of Tinley Park, Illinois, has answered with a highly innovative method using Electronic Data Interchange which can be used in a wide variety of business situations. Panduit is one of the largest manufacturers of components for the electrical industry, with more than 60,000 SKUs in stock. There is a lot of competition in the industry.
Profits are down.
The picture since then is no better. The distributors are plagued with low market growth rate, rising operating costs, and low profitability. When their customers hurt, Panduit hurts. Something had to be done. Panduit Corp. worked directly with several of their largest distributors to analyze their problems.