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November 10, 2004
Rethinking Integrated Supply
Evolving IS market requires more than simply applying fee-for-service as a cure-all.
By Adam J. Fein
Integrated supply, once championed as an engine of growth for distributors, now stands at a crossroads. Some suggest the evolution of integrated supply will require no more than the adoption of a fee-for-service business model. But conversations with senior executives at some of the largest integrators suggest these executives vastly underestimate the challenges of moving beyond their distributor roots.
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