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Commentary: Distribution Software Roll-ups

What should distributors expect?

May 10, 2005

What is a distributor to think about the very rapid consolidation among distribution software providers? More importantly, what is a distributor to do about it? Over the last 24 months an extraordinary number of distribution software companies have been acquired, most often by financial buyers pursuing a "roll-up" strategy.

The consolidators have generally been Private Equity Groups (PEGs) that have wide experience in doing "roll-ups" in many industries. In general, their strategy is to consolidate the industry and then to exit via a stock market issue or by selling to a larger technology company.

Because the consolidation strategy has been used in so many different industries (with widely varying degrees of success), it is possible to analyze the forces ...

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