The Industrial Supply Association is keeping up with a fast-changing industry. The organization launched a strategic initiative called Channel 2.0 earlier this year, and its incoming board is committed to further the progress of this mission critical initiative.
The purpose is to help distributors, manufacturers and independent manufacturing representatives adapt so they can all work better together by providing more strategic value for each other while satisfying the end customer. “It’s focused on the end user first and their evolving needs and the waterfall effect it has on all stakeholders in the channel,” says ISA President Ed Gerber. Distributors, manufacturers and independent representatives each form a different piece of the puzzle, fulfilling different roles. As one evolves, that impacts the other pieces.
Channel 2.0’s initial offering includes comprehensive business intelligence and analytics for Distributors and Manufacturers, industry standards like POS (point of sales) as well as an industry first standardized sales process and pipeline platform better connecting Independent Reps and Manufacturers increasing their collaboration to win opportunities faster through the channel. “And it’s is only the beginning” says Gerber, we are focused on our next set of deliverables which will move the initiative to Channel 3.0 and beyond.
For ISA’s members, “It’s no longer about transactions anymore. It’s about the value add aligned to what the End Customer cares about,” he explains. “It’s about moving from a transactional organization to a solution-centric organization focused on the end customer.. Driving that cultural change throughout the entire organization is a huge challenge for most organizations but one that has to happen in order to survive and thrive as the channel continue to evolve says Gerber.
ISA has about 700 corporate members, mostly in the United States and Canada. It has four new incoming board members this year:
- Maria Ford, Vice President of commercial marketing at Stanley Black & Decker
- Rob Keenan, President of SECO Tools
- Joyce Lansdale, Vice President of national accounts at Vallen
- Greg Polli, Senior Vice President of product management and global sourcing at MSC Industrial
ISA’s 13 board members represent organizations of various sizes and types, including public companies, private companies and family businesses. Each board member serves a three-year term.