Articles, White Papers and Reports

Frank Lynn & Associates' Reports

The Complete Market Coverage Guide: A Proven Eight-Step Process for Selecting the Right Sales Channels to Market Your Products

Selecting the right sales channels to effectively reach potential end-user customers is not a one time event. It is a complex process that must be managed. Markets change and evolve and end-user customer expectations and buying requirements shift as the market for a particular product matures.

Distribution Marketing Handbook

Reaching end-user customers through indirect sales channels is a growing challenge in today’s global marketplace. This handbook is designed to arm managers with an essential understanding of channel strategy and market life cycle coupled with the ideas, tools, and resources needed to drive sales and market share growth.

Industrial MRO Procurement in 2016

Our newly published, in-depth report looks at recent changes in the Industrial MRO market, and the implications to manufacturers and distributors of industrial MRO products. Among other findings the report addresses the expansion of Corporate-led (“center-driven” or “center-led”) procurement strategies, beyond very large organizations to a much broader segment of the market.”