Breaching The Threshold of Change

Key Ideas: Building products distribution can continue to evolve and prosper–ifit will find its new role in the channel. Distribution must be ready to extend itself either up or down the supply chain (offer more services to dealers and end-users, or source/manufacture products themselves). Distribution need not sell around their customers, but rather provide a tier of “fee” services as […]

Read more

A Case for Focus

For six years from 2001 and 2007—I was privileged to have been a part of the management team at Hampton Distribution Companies (HDC) in Sacramento, CA—a wholesale building products distributor. I was hired by Chris Walton, one of the brightest talents I’ve met in my career—and under his leadership—we succeeded in re-designing the sales organization, restructuring or eliminating non-performing business […]

Read more
1 14 15 16