Redistribution of Sanitary Supply products has evolved to the point that most channel manufacturers and distributors recognize its value. Many Jan-San distributors, both large and small, purchase from wholesalers; and many manufacturers are taking advantage of the benefits offered by wholesalers.

 At the same time, there are distributors and manufacturers who are not yet taking full advantage of the benefits offered by wholesale redistributors, often due to uncertainty and concern about the wholesaler’s role. 

 This guidebook outlines the business impact of wholesaler redistribution for both manufacturers and distributors, and explores the key questions and issues raised by both.