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NAW's Facing the Forces of Change report provides a good framework
for taking a look your company and some future scenarios. It doesn't provide a crystal ball for the future. It won't give
you the answers or predict the future. However, it will challenge your thinking about what your customer segments may be demanding,
and how you should be changing what you're doing today to respond to customer needs.
MDM is constantly seeking to provide
tools for thinking differently about strategy and operations: what customers and competitors are doing. Perhaps more importantly,
what non-competitors are doing well ...
NAW's Facing the Forces of Change report provides a good framework
for taking a look your company and some future scenarios. It doesn't provide a crystal ball for the future. It won't give
you the answers or predict the future. However, it will challenge your thinking about what your customer segments may be demanding,
and how you should be changing what you're doing today to respond to customer needs.
MDM is constantly seeking to provide
tools for thinking differently about strategy and operations: what customers and competitors are doing. Perhaps more importantly,
what non-competitors are doing well that might trigger an idea for improving your business.
The profile on p. 6, the
second in an ongoing series this year, details how a 'traditional' distributor has built over more than three decades an expertise
focused around a select customer segment. And it has created an extremely hard-to-copy strategy that has customers treating
the company like a critical extension of their internal operations. That's a great strategic positioning.
As the article
explains, this company has built a clear set of skills, services and bottom-line value beyond the products it sells. The company's
mission statement, shown in the article, includes a phrase about maintaining 'ownership' of the products it sells long after
title passes to the customer. That type of commitment, backed up by the company's processes, really defines the unique niche
this distributor now owns.
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| Title | Company | Location |
|---|---|---|
| Purchasing Manager | PCA SKIN | Scottsdale, AZ |
| BUSINESS DEVELOPMENT MANAGER | Graybar Electric Company | Denver, CO |
| INDUSTRIAL OUTSIDE SALES REPRESENTATIVE | Graybar Electric Company | Phoenix, AZ |
| General Manager | Applied Industrial Technologies | Norfolk, VA |
| Rubber Specialist | Applied Industrial Technologies | Baltimore, MD |
| General Manager | Applied Industrial Technologies | Amarillo, TX |
| Account Manager | Applied Industrial Technologies | Middletown, OH |
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