Adam J. Fein, Ph. D. is the founder and president of Pembroke Consulting, a firm that provides business and marketing strategy advice to executives operating in channel-intensive industries. He can be reached at 215-523-5700 or on the Web at www.PembrokeConsulting.com. This article is adapted from the new "OUTLOOK 2006: An Executive's Companion to Facing the Forces of Change," which is available for purchase at www.nawpubs.org.
The American Supply Association is pleased to
present this first in a series of articles designed to provide information and
promote ongoing dialogue among all participants in the wholesale channel of
The past few years have delivered a long-awaited turnaround for the wholesale distribution industry. The United States continues to expand at a sustainable rate. In 2005, Pembroke Consulting estimates that total sales of wholesaler-distributors will reach nearly $3.6 trillion, representing a 7% increase over 2004. Pembroke Consulting forecasts continued growth in 2006, with industry revenues growing by 6.5%.