Tip: Don’t Let Risk-Aversion Prevent Growth

Too much focus on fear can keep distributors from making critical decisions.

The unclear economic outlook has made many distributors leery of investing in their businesses, but focusing too much on fear can prevent growth and heighten the risk of disintermediation, according to industry executives in Don’t Be Frozen by Fear.

Many distributors are waiting for a clear sign – or even a hint – of what is to come before making any major business decisions or investments. Unfortunately, the current signals aren't clear and waiting too long could lead to a missed opportunity, according to Mike Marks, principal for Indian River Consulting Group.

Customers are changing, which means distributors must also change in order to grow with the market and not get left behind, he says.

In this new competitive environment, customers seem more willing to exercise their “out clauses” if a distributor doesn’t meet their demands 100 percent of the time, says Bill Moore, president of Industrial Profit Strategies LLC.  

“Both buyers and sellers need to sharpen their skills and their decision-making processes in order to survive,” he says.

Read more about overcoming the challenges of uncertainty in Don’t Be Frozen by Fear.

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access