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10/11/2019

015 Distribution in a Post Amazon World

Presenter: J. Michael Marks

Date: Monday, March 9, 2020

Time: 8:00-11:30 am

Level of Complexity:
Advanced

Course Description: There will be digital versions of relationship and trust, there will be digital versions of order fulfillment and service, and there will be digital versions of capital structures and cash, and perhaps even Bitcoin or its replacement. There will even be digital versions of companies.  Yet, we are still analog beings living in an ever-increasing digital world. A manufacturer can eliminate a distributor in their channel, but they can’t eliminate the work and services they provide.  This course explores the forces of changes at work and explores several scenarios that may occur as a result.

Learning Objectives: 

  • Lead a discussion within their own firm on how the forces of change may play out in their market to support competitive positioning
  • Use the insight from these emerging trends to guide future investments increasing or strengthening their value propositions for customers
  • Understand their own business model that underlies any strategy and recognize structural weaknesses that exist in the old school distribution models

aeaJ. Michael Marks

Michael is a dynamic speaker, popular business author, and both an NAW Research Fellow and the Managing Partner of the Indian River Consulting Group. The boutique firm has worked with distributors of all sizes up to those over $40 billion in revenue per year. Mike sits on the boards of several distributors and provides arbitration and expert witness services for manufacturers and distributors in contract disputes.

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Customer Stratification: Best Practices for Boosting Profitability

F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran

UID Book Store CoversBest-in-class distributors categorize customers based on various factors, but customer stratification has long been an unexplored area for most distribution companies. Not anymore. At last, that gap is filled by this first-of-its-kind research study, Customer Stratification: Best Practices for Boosting Profitability.

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