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Wholesale and distribution — where customer is king

White Paper Published By: Sage
Published:  Oct 17, 2019
Type:  White Paper
Length:  12 pages

The customer is king

This is the reality for all distributors and wholesalers in the modern
economy. Today’s distributors face multiple challenges, mainly driven by the impact of online sales and new delivery channels.
Distributors face:

  • A rise in customer demand and expectation. As the e-commerce experience improves for shoppers, the more likely it is for a customer to be online and the better service they expect. 
  • Tough competition. Businesses are entering new markets and expanding their operations, which means that it’s becoming necessary to modernize business processes, become more efficient, and use resources more effectively. The top performers need to get the right products, at the right price, to the right customers, when they need them.
  • Technical issues. Distributors often need the know-how to deal with specifying and sizing components, efficiency improvements and troubleshooting. They need to engineer and source solutions for complex problem —and this needs money, talent and the right participants in the value chain.

According to Aberdeen Group, the top wholesale and distributions challenges are the need to reduce costs, manage growth expectations, cope with customer needs and increased competition, and prevent delays in decision-making due to a lack of timely information.

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