Technology will help transform the distribution market model.

Today, dramatic changes are underway in terms of how business-to-business products go to market. The key challenge for wholesalers is to understand the forces creating these new dynamics and include them in plans that will drive business results.

Finding opportunity in times of change and uncertainty is a realistic and attainable goal. The wholesaler can achieve this goal if he understands the new realities in the market, examines the changes in market models that these new realities are causing, and then analyzes business models and manufacturer relationships within this context.