Negotiating After A Merger

For years manufacturer mergers have been peppered with rosy promises. But as jan/san distributors can attest, not every arrangement has proceeded as smoothly as promised.

In fact, recent mergers have stripped some distributors of their exclusivity and preferred market arrangements. Needless to say, it's complete devastation for a distributor.

Rick Hazard, vice president of marketing for Waxie Sanitary Supply in San Diego, explains why negotiating market arrangements after a merger is so important for distributors.

Rick Hazard, vice president of marketing for Waxie Sanitary Supply in San Diego