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What Distribution Executives Don’t Understand About Profitability and Pricing

Mike Hockett distills takeaways from a NAW Executive Summit session that featured distribution executives discussing what leading companies do differently when it comes to profits and pricing strategy.

March 1, 2023

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Despite the significant fragmentation of the wholesale distribution industry, individual sectors of it still involve hundreds of similar distributors serving the same markets with more or less the same customers with the same products and services. But amid all that sameness, we see radically different outcomes in terms of these distributors’ profitability.  So, what is the hidden element that makes some distributors more profitable than others? That question was the center of a great panel discussion I attended at the recent

NAW Executive Summit

, held Jan. 31-Feb. 2 in Washington D.C.…

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