The challenges to finding growth are both increasing and changing. Wholesaler-distributors have typically found growth from three sources: underlying market growth, inflation, and share acquisition. Structural market growth rates for most B2B markets are down to single digits and likely to stay that way. Many distributors have chosen to significantly expand their product offerings by moving into adjacent industry verticals. This has worked for some, for a while, but it has increased margin pressures on everyone. Inflation is going to remain low for a long time, and share growth is becoming more challenging due to the increasing scale and competence of competitors.
Having said all of that, wholesaler-distributor executives need to find growth anyway. In a public company, failing to grow becomes career limiting. Even a privately held firm's failure to grow jeopardizes its ability to maintain key supplier relationships.
Michael Marks is a Research Fellow of the NAW Institute for Distribution Excellence, and is also the Managing Partner of the Indian River Consulting Group. He will lead this webinar and provide participants with six specific pathways for consideration. The strategic concepts shared have been developed through both research and industry practice. Many leading wholesaler-distributors are already actively pursuing several of these pathways.
At the conclusion of this webinar you will be ready to:
- Think critically about your firm and how you are positioned with respect to the six major pathways.
- Engage your executive team in a thoughtful discussion around the best path forward to find growth in your specific situation.
- Have a serious conversation with your leaders about whether you have the resources and executive resolve to win within the current disruptive market forces changing your industry. The reality for some may even be to consider a sale of the firm.
Participants will receive copies of handout materials and slides which include multiple web links for those who choose to go further in their investigation. Time will be provided for questions, and follow-up email conversations will also be available.
This is one webinar you don't want to miss. Start 2016 with a focus to win!