To survive, we must change
Distributors need to focus on growth and evolution during these turbulent times
By Bud Pritchard -- Industrial Distribution, 5/1/1999
Yes, yours truly is on the same bandwagon as one of my predecessors, Jack Meizlish, president of I.D.A. in 1997-98. And that is the continuing saga of our industry and how each day seems to bring us new challenges. For each of us to grow, we need to change the way we run our business.The odds are that our industry will never be the way it once was. Things may settle back down as time goes on, but they'll settle down differently. The only thing you can count on to go away is the way things were before all this started. Sure, it's possible that business will level out again and you'll see less turmoil. Time may clear up some confusion. Things might run smoother. However, chances are more big changes will come along before the old ones are put to bed. In my opinion, there is not much letup in sight. I look at the industry today like a game of basketball, and the market place has us all under a full court press.
The pressures we all feel from our customers were not stirred up for the heck of it -- what you're seeing are reactions to the outside world. Customers are dealing in a global market and their alternatives are to adjust -- to change -- or die.
The key point is that if our channel is consistently changing, then I.D.A. also needs to change the way it serves the membership in these turbulent times.
The leadership of I.D.A. feels the association should provide even more value to its membership and the entire industrial channel. I.D.A. has the potential to be more responsive and focused in its approach to the sweeping changes in this industry. Even though the organization is fundamentally sound, it can achieve more by refining its vision for the future and better focusing its direction and the day-to-day work of its volunteers and staff.
Based on the current strength of our membership and our industry reputation, I.D.A. is in a unique position to help the entire channel innovate. Through I.D.A., we can tap the resources available through an expanded membership to resolve common concerns. We can be a conduit for an interchange of ideas, knowledge and networking opportunities where all players can add incremental value to our channel. To accomplish this, the input of all channel members is needed. The ultimate goal, of course, is to keep our channel the channel of choice.
In the coming year, become involved in your association. Attend your conventions and give the input needed to make I.D.A. an even stronger partner in this effort to become a true value-added channel.
I look forward to seeing you in San Francisco. And by the way, happy selling!
Bud Pritchard is president of the Carolina division of The Ross-Willoughby Co.
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