Commentary: Prepare for a Turbulent 2006
As 2005 winds down, many distributors are about to close another good year. Many are reporting slower sales growth than 2004, but several have said they will take flat or small growth rates over the still-painful prior few years. But if your company is just reacting to good or OK current market conditions, reconsider your plan for the coming year.
The articles in this issue offer several tools to examine some key trends across distribution channels. The activity of likely consolidators and their interest in new or expanded channels this coming year may increase. There is cash and the quest for market share, but there are some other critical factors. In a recent MDM audio conference, excerpts of which begin on p. 6, Mike Marks commented on some key shifts at customers that ...