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Posted October 30, 2013

New Facing the Forces of Change research released

The NAW Institute for Distribution Excellence has released Facing the Forces of Change: Reimagining Distribution in a Connected World.


Facing the Forces of Change 2013

The 10th edition in a series has been recognized over the last 30 years as the finest research to look at the future of wholesale distribution. Quantity discounts apply when ordering two or more copies. Pricing and order information are available at http://www.naw.org/ftf13.

This 10th edition is authored by Guy Blissett, Wholesale Distribution Lead at IBM, and NAW Institute for Distribution Excellence Fellow. The study provides wholesaler‐distributors, their suppliers, customers, and other stakeholders with strategic insights into the key business and economic trends affecting the wholesale distribution supply
chain through 2018. It also describes innovative strategies and tactics that distributors can use in response to these trends.

As the study highlights, there is no shortage of “forces of change” that will impact wholesaler-distributors over the next 3 to 5 years and transform the industry. There is also no shortage of opportunities for distributors to embrace and leverage these forces.

Specifically, distributors must

  • capitalize on opportunities in e‐commerce, mobility, and social networking
  • embrace the full potential of advanced analytics
  • reimagine both their role in the value chain and the structure and functions that comprise their organization.

These existing and future trends will transform the industry, changing the way wholesaler‐
distributors interact with customers and suppliers, altering the role of individual functions
within the distribution business, and driving the imperative for true business‐model innovation.

This report can help distributors take steps to plan, prepare, and execute strategies to capitalize on the forces of change. Distributors are encouraged to develop short‐term and long‐term strategies that anticipate the trends and ultimately drive business growth and customer value.

What’s inside this brand‐new study:

  • For the first time—a macroeconomic outlook from NAW Senior Economic Advisor Alan Beaulieu
  • A straightforward presentation of the major trends
  • In‐depth management discussion questions
  • Time‐bucketed action ideas that executives and managers can implement in their companies right away
  • Data from surveys and research focused on trends in wholesale distribution
  • Insights from a broader range of industry leaders in six key functional areas:

CEO, President,Owner
„Operations
„Sales and Marketing
„Finance
„Information Technology
„Human Resources.

Dan Blaylock, president of Adams‐Burch, Inc., said this after reading the new research study: “I expected to blast quickly through this latest Facing the Forces of Change report. However, the number of ideas crammed into every paragraph and reinforced with real‐world distributor examples forced me to slow down and really think about what was being said and how it was potentially applicable to my business. That’s exciting because today it is all too rare for business books to fire the imagination the way this one does.”

Guy Blissett will review some of the report’s key findings during two sessions with panel
discussions featuring leading wholesaler‐distributors at the NAW 2014 Executive Summit: “Reimagining Distribution,” January 28–30, in Washington, DC. Attendees will hear success stories from these distribution executives who will describe how they are delivering value to their customers and engaging with their customers consistently across multiple marketing channels

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