The Great Unbundling of B2B Distribution

Distributors have put up with the analogy that they are just box movers for years. It is important to remember that B2B distributors do much more than just move boxes! We negotiate pricing, offer value-added services, maintain customer relationships via industry specific insight, fulfill orders, and provide financing. B2B distribution has a lot of physical infrastructure and assets that cannot be easily displaced, unlike the B2C sector where Amazon disrupted retail.

The challenge that B2B distributors face is the process of The Great Unbundling. Through tech-enabled disruptors, the value propositions of distributors are slowly being eroded. This could result in a future where distributors are left with just a warehouse full of product but no longer have control over pricing, customer relationships, or sales.

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Видео The Great Unbundling of B2B Distribution канала Applico