Delivering for Best-in-Class Wholesaler-Distributors
While working for IBM, Paul St. Germain was responsible for managing IBM’s business and strategic initiatives within the global wholesale distribution industry. He researched critical issues and trends, developed IBM’s point of view on industry imperatives; guided IBM’s industry offerings and solutions; and engaged with wholesale distribution executives to help them transform their organizations.
Leveraging Relationships in a Customer-Centric World

Leveraging Relationships in a Customer-Centric World – Wholesale Distribution Trends #4

Some of the most turbulent seas wholesaler-distributors encounter today come from their relationships with customers and suppliers. The disruptive forces discussed in previous blogs permeate these relationships, contributing to the changing face of the industry. Although this discussion primarily focuses on customer relationships, many of its tenets apply to supplier interactions as well. Ultimately, managing [...]

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NAW-Branding and Image: Distributors as Service Providers - Wholesale Distribution Trends #3

Branding and Image: Distributors as Service Providers – Wholesale Distribution Trends #3

The Need for a Defined Brand When a customer, prospect, or supplier hears your company’s name, what is the first thought that enters his or her mind? How well does it match what you would like it to be? In general, the wholesale distribution industry has spent less time and effort in developing brand awareness [...]

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NAW-Unpacking the 6 Disruptive Forces in Wholesale Distribution - Wholesale Distribution Trends #2

Unpacking the 6 Disruptive Forces in Wholesale Distribution – Wholesale Distribution Trends #2

In the first article of the Wholesale Distribution Trends series, six disruptive forces that are shaping the wholesale distribution marketplace were introduced: business disruption process disruption people disruption technology disruption mergers and acquisitions disruption government regulations disruption. Understanding how these forces may affect wholesale distribution businesses is key to surviving in this age of disruption. [...]

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NAW-Wholesale Distribution at a Watershed Moment - Wholesale Distribution Trends #1

Wholesale Distribution at a Watershed Moment – Wholesale Distribution Trends #1

Wholesale Distribution Treading Unfamiliar Waters The wholesale distribution industry is at a watershed moment. Technological advances are creating massive upheavals, with industries converging, new forms of competition surfacing, and new business models emerging as never before. Wholesaler-distributors must navigate these uncharted waters and position their organizations to prosper in this disruptive age—a time when distributors [...]

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