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Manufacturers View the Channel
By Dennis Mason
In late 1996, NAGASA surveyed its manufacturer members to determine their views of the dealer/VAR channel. Unlike previous NAGASA surveys, which polled dealers to gather statistical information, this survey sought more subjective information from manufacturers regarding how they administer their dealer/VAR policies and how they view their relationships with their distribution channel.
Some 92 manufacturers responded to the survey. Of these, 45 were manufacturers of consumable products; 21 were suppliers of prepress equipment, computers and software; and 26 were pressroom, bindery, and mechanical prepress equipment manufacturers. The responding manufacturers represented nearly 60 percent of the NAGASA manufacturer membership at the time the survey was conducted.
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