As we look broadly around the distribution world and see many activities taking place that have nothing to do with traditional distribution. Recent articles in THE EAGLE suggested that traditional dealerships were in transition and that, except in the case of smaller communities/markets it was either time to sell, or to radically change the dealership model. While also looking broadly around the rest of our industry, we see that similar advice applies to all three legs of the print channel/digital imaging marketplace: printer, distributor/dealer and manufacturer!

Each of these actions results from a recognition that the pure model of the past isn’t working and “revolutionary” changes are necessary to set things up for future profitability. These mutations from the “normal” world are increasing daily. By changing the models by which a company can make a profit, it probably means that they will impact others in the channel, who may be, or have been, partners. Since profit is a respected free market goal, it seems prudent to understand how such changes affects each company, and decide, on the basis of all the implications how to react. Below, we will try to put some of these concepts into such a perspective.

What are some of the opportunities?

According to Scott Benfield, writing in Progressive Distributor recently, he suggested that we brand these ideas, so that people will be better able to understand what’s really happening. He has chosen: