The 2020 Mid-Year Economic Update_long

MDM Interview: Disintermediation & Channel Conflict

Principia Consulting’s Building Products Distribution 2012 study identifies the best growth opportunities in the sector through 2014 and provides strategies for value creation and competitive advantage.

Ken Jacobson, partner at Principia, spoke with MDM staff writer Angela Poulson about the study’s findings, including increased disintermediation and how distributors can stay competitive despite e-commerce’s role in accelerating this trend.

MDM: In Principia’s 2011 survey, 50 percent of building products distributors expected industry-wide growth of at least 5 percent in 2012. What are distributors’ expectations for 2013?

Ken Jacobson: It depends on the day of the week that you’re asking. It depends on the still-looming status …

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