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Strategy

What the Changing Role of the Master Distributor Means for the Industry

Like many functions in the realm of distribution, the role of a master distributor has become increasingly complex as lines continue to blur and end-user expectations force channel partners to rethink traditional models. Wholesalers are uniquely positioned to grow if they can figure out how to be more, says Consultant Mike Marks.

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February 25, 2020

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Images Source: Distributor Wire & Cable Co.

Like many functions in the realm of distribution, the role of a master distributor has become increasingly complex as lines continue to blur and end-user expectations force channel partners to rethink traditional models. Wholesalers are uniquely positioned to grow if they can figure out “how to be more,” says Consultant Mike Marks. 

For years, master distributors have positioned themselves in the value chain by selling distributors non-A items and reducing the cost-to-serve by stocking and drop-shipping product. That business model “worked well in…

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