The Greatly Exaggerated Death of Distribution
It turns out two-tier distribution is not dead after all. In fact, if you turn to our distribution package beginning on page 38, you’ll see it’s very much alive.
Each year since I began covering distribution (mainly on the IT side) well over a decade ago, a handful of pundits would begin digging a fresh grave for two-tier disties, saying manufacturers can serve their customers better, faster and cheaper. “Who needs a middle man?” they’d ask.
Well, it seems a lot of companies do. This year’s Dealerscope Distributor Profile includes close to 75 companies, from global powerhouses and national strongholds to smaller regional and local players. Most have been in business for decades and most will be around for years to come.