Disintermediation Strategy: A Fact of Our New Lighting Life by Chris Brown - Energy Watch News


Disintermediation Strategy: A Fact of Our New Lighting Life by Chris Brown

The recent discussions regarding disintermediation should be stirring conversation on how distribution deals with a fact of our new lighting life: Some manufacturers will choose to (or feel forced to) deal directly with our end users. Disintermediation is here, and we need to deal with it. There is some inevitability at play here. Some users demand it and some manufacturers offer it. And more will feel forced to sell direct in the future. Planning for this creates an opportunity to focus on the two key distribution relationships, our vendors and our clients. Distribution must constantly search for new ways to add value (and be prepared to prove it). But what does “adding value” actually mean… http://www.tedmag.com/News/features/Disintermediation-Strategy-A-Fact-Of-Our-New-Lighting-Life.aspx

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