Facing the Forces of Change®: Reimagining Distribution in a Connected World

Facing the Forces of Change® is the only major research study analyzing the future of wholesale distribution within multiple lines of trade. Since its inception in 1982, the landmark Facing the Forces of Change® series continues to provide insights about the overall future of wholesale distribution and the role of wholesaler-distributors.

As this 10th edition—Facing the Forces of Change®: Reimagining Distribution in a Connected World—highlights, there is no shortage of “forces of change” that will impact distributors over the next 3 to 5 years and transform the industry. There is also no shortage of opportunities for distributors to embrace and leverage these forces.


Specifically, distributors must


• capitalize on opportunities in e-commerce, mobility, and social networking


• embrace the full potential of advanced analytics


• reimagine both their role in the value chain and the structure and functions that comprise their organization.


This report can help you take steps to plan, prepare, and execute strategies to capitalize on the forces of change. Read and reread this report. Discuss it with your top executives, managers, and other staff. Develop short-term and long-term strategies that anticipate the trends and ultimately drive business growth and customer value.