Shifting customer expectations, price transparency and other trends are forcing distributors with outdated business models to shift their approach to market in 2018. Acting defensively, though, isn’t enough. Distributors playing to win in 2018 – not just to not lose – must be proactive in the coming year. Fortunately, there are three disruptive forces at work that distributors on the offensive can take advantage of:
- Millennials' lower cost to serve. Millennials, who have taken the buying process online and into their own hands, are giving proactive distributors the opportunity to serve them at a lower cost than previous generations. Considering millennials' growing buying power, this is an area of opportunity for those who act now.
- The falling cost of technology. Distributors that want to serve customers more efficiently and effectively can do so without breaking the bank, thanks to increasingly affordable software options. This is leveling the playing field for smaller businesses. (Read how and why becoming a digital distributor goes beyond e-commerce.)
- Falling tax rates. The tax reform bill recently approved by the Senate would decrease tax liability for "pass-through" businesses and corporations. If those changes remain in the final reconciled bill, they will make it easier for small businesses to succeed in 2018.
Learn how Indian River Consulting Group's strategic advisory, sales compensation and speaking services can help you respond to and leverage disruptive forces in the coming year.