Decisive Action for an Uncertain Economy

Striking the right balance will require an intense focus on getting much closer to the customers

Facing the forces of change: Decisive action for an uncertain economy contains a central message about confronting the challenges facing wholesaler-distributors today: charting a successful course in this new economic environment will require a combination of bold initiatives and prudent investment.  

Striking the right balance will require an intense focus on getting much closer to the customers--to better understand their product and service needs; leveraging advanced analytics--to identify and prioritize cost reduction and revenue growth opportunities; and building a highly motivated, capable, energized, and enabled workforce to effectively leverage the latest technologies and methods to delight customers.

As they consider decisions in each of these areas and contemplate the "right" information technology (IT) infrastructure to enable those capabilities, wholesaler-distributors must look beyond the next two to three years.

ACTION POINT: Only by considering longer-term implications now--while aggressively managing today's business--will distributors position themselves for success in the new economic environment.