And distributors will choose suppliers who can help them best serve their clients, which may turn out to be companies that historically brought product to market with a direct sales force. In some cases, distributors are joining together on projects. Finding the right partner and forging a mutually beneficial relationship could lead you into new markets and generate untapped revenue streams. Merger and acquisition activity remains strong, with consolidation at many levels, including the industry's major players. Reynolds acquired Duplex last year and recently announced plans to finalize its acquisition of Vanier, an operating company of American Business Products.
Speculation continues about further consolidation among the industry's largest firms.
At the same time, some manufacturers are using acquisitions to broaden their product lines under a larger corporate umbrella. Distributors, too, have bought firms that have allowed them to sell new products or enter new geographic markets. Understanding The Process Industry leaders like Tornabene and Siadak are turning to business process analysis to lead them into the future. Process analysis, once known as work simplification and work improvement, has its roots in industrial engineering. The idea of analyzing how work gets done and finding ways to shorten, simplify or change the steps involved to save time and money was practiced early this century on the factory floor, then gradually made its way into the service sector.