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