Leveraging Human Capital

Human capital represents  a significant financial investment for every wholesaler-distributor.

The term "human capital" may seem overly formal and perhaps even a little clinical, especially for an industry still characterized by relationship-driven sales and strong ties to its employees.   As much as distribution is about products, services, customers, and vendors, it is also about human capital, which is at the heart of a distributor's capabilities.

In spite of the growing acceptance of online communication tools, people represent an essential part of a distributors capital base.  Indeed, the growing acceptance of online tools actually increases the importance of the human dimension by freeing employees form repetitive, routine non-value-added activities and allowing them to focus on tasks that can add value and differentiate the business.  Human capital represents  a significant financial investment for every wholesaler-distributor.

ACTION POINT: Human capital is an asset that must be thoughtfully and actively managed to ensure the benefits of productivity, effectiveness, value and profitability are met.