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  • Screen Shot 2019 05 21 at 2.25.45 PMEtailers escape
    from reality...

    Casual customer dating
    does not sustain growth

    Five years ago, we reported that the rapid OP etailer expansion was peaking, as a result of Amazon's aggression and the incidence of high customer churn from its disloyal 'casual dating' model. Progressive resellers exercising a deep customer intimacy model have achieved sustained success as etailers escape the market...

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  • Screen Shot 2019 05 21 at 10.44.17 AMStanley's Smart
    factory project

    New Craftsman tools plant
    opening in Summer 2020

    Stanley Black & Decker
    , the $14Bn tools, storage & OP maker plans to open a new Craftsman manufacturing plant in North Texas. This follows the launch of its Manufacturing 4.0 Centre of Excellence centre in Connecticut last month

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  • Screen Shot 2019 05 21 at 9.51.36 AMExertis Plugs
    bold progress

    International expansion
    drive v top broadliners

    UK Based tech reseller Exertis held its annual 'Plug In' partner event last week, in the illustrious surrounds of Silverstone race track. New group MD Tim Griffin outlined his differentiation plans v international powerhouses Ingram & TechData....


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  • menear craig.HDHome Depot's
    growth sliding

    PRO wholesaler model
    outpaces slow DIY sales

    Home Depot
    the $108Bn+ home & business improvement supplier again reported slower growth in direct sales. In contrast its $3Bn PRO (ex Supply Works) wholesale division is gaining strength with business service providers....

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  • HP death of the printerPrinters plunge
    in Europe Q1'19 

    Context research confirms
    brand leaders sales trends

    Sales of printer hardware through distributors in West Europe (WE) were sharply down by 4.2% in Q1 2019, according to the latest distribution data published by CONTEXT.

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florness don fastenalFastenal fast
forward growth

Vending sales stronger
espec. onsite locations

the $5Bn in sales, US reseller of MRO, vending supplies, maintained its double digit pace of growth in Q1'19. Can its momentum continue in the industrial sector through 2019?

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baker doug ecolab brandsEcoLab merger
in CMA probe

Regulator checks duopoly
high price risk w/Holchem

US market leader Ecolab’s purchase of UK cleaning chemicals maker Holchem is being investigated by the Competition and Markets Authority (CMA), after competition concerns were raised.

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Bezos amazons robin hood
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WHSmith slideWHSmith slide
slowed by 'slime'

Messy customer service
survives on cost cutting

High Street & Travel retail stationer WHSmith, continued its cost cutting agenda as its reputation for shoddy customer service deteriorates further. In denial, its complacent CEO Stephen Clarke commented on a 2% decline as its "best in a decade"!?

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PC market plungePC sales sink in
consumer market

Biz market boosted by final
Windows10 refresh year

Global PC shipments declined signifiantly in Q1'19 according to leading market researcher Gartner. The leading brands HP, Lenovo and Dell consolidated their leadership positions in business and consumer markets

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tesco booker brandsTesco turnaround
trend accelerates

Wholesaler Booker buy
boosts slow sales growth

UK"s biggest supermarket Tesco has posted its second year of rising sales, boosted by the Booker food supplies wholesaler buy in March 2018, as it defied the wider gloom over the retail market

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Screen Shot 2019 04 10 at 2.10.24 PMLogitech lifts
takeover talk

CEO Darrell ignites hype
& speculation on targets 

the IT accessories maker, is showing an appetite for acquisitions this year. "It could be 4 or a big one" stated bullish CEO Bracken Darrell after recently failing to acquire Plantronics. Which takeover targets are on its radar? 

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Screen Shot 2019 04 10 at 1.25.03 PMPC & mobiles set
to slowdown '19  

"Unless new experiences,
users don't want upgrade"

Global PC and mobile phone shipments are forecast to decline this year, according to market researcher Gartner. The recent buzz around foldable phones, is expected to inject innovation into the smartphone market, the analyst firm continued.

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gershwind eric msc duoMSC Industrial
momentum slows

CEO optimism dampened
on growth & acquisitions

MSC Industrial Supply,
a leading MRO distributor reported improving results for Q2'19 with CEO Erik Gershwind & customers more positive about the market outlook..

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UK economic recoveryFirm UKEconomy 
defies pessimists

#BREXIT mess fails to curb
SMB entrepreneurial spirits


The UK economy grew faster than expected during the three months to February, in spite of forecasts that #BREXIT uncertainty would dampen activity during Q1'19 writes the Financial Times Gavin Jackson 

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Pinnacle montageIndependent
Supplies Group

merger plans 

Confirmation of new name,
structure & synergies in Q2

David Guernsey,
for the steering committee guiding the merger between ISG, TriMega & Pinnacle dealer groups, today issued an update on progress. Details are expected to be finalised for the new 1000 members strong group later this quarter

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Screen Shot 2019 04 09 at 12.49.49 AMMarketing to baby

boomers mistake

'Forever Young' Gen prove
its about 'attitude' not age

Marketing segmentation this century has coralled consumers into age groups: Baby Boomers, 'GenY' aka 'Millennials' & 'GenZ'. Its not working its 'marketing mush'. It's more about attitude not age writes FT's Michael Skarpinker

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Screen Shot 2018 12 04 at 9.17.51 AMImperial return 
to roll-up mode?

Consolidates NJ market
w/Ohio based distributor

Imperial Dade the $1.6Bn NJ based jansan & foodservice distributor recently made its first buy since June'18, after a rapid roll-up of 17 acquistions. Is this a resumption or a reality check?

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Screen Shot 2019 03 04 at 11.56.31 AMBatten down for
global slowdown

Corp growth decelerates
in US/EU, B2B/B2C mkts

Economic data across advanced global economies have deteriorated since Q3'18, indicating fading growth and the need to prepare for slowing demand reports the Financial Times. Gear your business to help customers save money & time... Provide Managed Productivity Services! Here's how....

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Screen Shot 2019 04 11 at 8.24.35 AMFiducial: Flat
& fading profits

New CEO Sebaoun yet
to spark reseller's revival

Leading French office supplies dealer Fiducial Office Solutions continued its declining revenue and profits trend for the 10th year. Can Ex-Spicers new CEO Jean-Yves Sebaoun appointed in June'18 turn the tide?

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Screen Shot 2018 12 02 at 5.31.27 PMTop FoodService
resellers rising

Insightful market analysis
into business supply rivals.
FaB growth opportunity...


The US FoodService market (exc. food) is estimated at $300Bn and grew at 3-4% over recent years. Some of the leading progressive business suppliers are making early inroads. We study the Top 20 players and rising stars. 

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not yesterday's news tomorrow."

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Latest Frost Bites

Etailers escape from market reality

Screen Shot 2019 05 21 at 2.25.45 PMEtailers escape
from reality...

Casual customer dating
does not sustain growth

Five years ago, we reported that the rapid OP etailer expansion was peaking, as a result of Amazon's aggression and the incidence of high customer churn from its disloyal 'casual dating' model. Progressive resellers exercising a deep customer intimacy model have achieved sustained success as etailers escape the market...


Etailers maul Mall retailers

Bezos godzillaEtailers maul
mall retailers

Death by 1000 cuts
for department stores

Seeking Alpha analyst Wolf Richter reports on the rise and rise of ecommerce at the expense of retail stores especially, the mall locations. We discuss and analyse his findings... Later today


Is it all clicking for Wayfair?

Screen Shot 2019 02 22 at 9.25.47 AMIs it all clicking
for Wayfair?

Skyrocketing sales. What
about service & profits?

, the #1 US furniture reseller is a newly minted Fortune 500 entrant. It has two visionary founders, 2,300 data geeks, and skyrocketing sales. Now it just needs to turn a profit" writes contributgor Jeffrey O'Brien. We discuss his article plus its growing delivery service issues weighing on the brand


Amazon v Walmart War - Who's winning?

Amazon v walmart sumoAMZN v Walmart
War. Who wins?

US #1 retailer online sales
tiny compared w/Godzilla

 steady growth trend has attracted praise from financial press. However, its important to get real when comparing progress v #1 Amazon. Godzilla's US sales online are 6X v Walmart from faster webstore experience & delivery service. We compare the key metrics.....Updated


Will tariffs trump private label lemmings?

Screen Shot 2019 05 14 at 8.35.32 AMWill Tariffs trump
PLabel lemmings?

China Trade War threatens
price hikes for bigboxes

The huge hike in tariff rate to 25% proposed on Chinese imports will almost certainly be passed on where possible to consumers. However, will businesses resist particularly on paper-related private label products? Updated



Disconnected dealers - 2019 Update

disconnected dealer2Disconnected
dealers act now!

Old motive: High GP's;
New: User productivity

Late last century, normal OP dealer motivation was maximising margins and maintaining relationships with stationery buyers. Enter the digital 2000's, Amazon has led the market with personalised service beyond the buyer to Lucy, the typical user chooser, with faster delivery service across a broader business supplies selection. Time to go beyond the buyer! Complete



Will Bain expand hygiene further or flip?

Screen Shot 2019 05 02 at 6.13.13 PMWill Bain expand
hygiene interests
further or flip? 

Bought & IPO'd HDSupply;
Next: Diversey & Imperial?

VC Bain Capital an original investor in Staples has invested in the FM/Hygiene supply market in recent years. In 2017, it bought a top hygiene brand Diversey from Sealed Air and last week took a majority stake in Eastern US jansan reseller Imperial Dade. What's the plan? We look at the options to invest further or flip? Complete


Alibaba to grab Office Depot?

Screen Shot 2019 04 29 at 1.05.04 PMWill A l i b a b a
grab  D e p o t?

China partner to rescue
desperate one cheaply?

, the Chinese based global ecommerce marketplace giant, formed a 'collaborative partnership' with Office Depot last month. What is Alibaba's intent given that it has yet to penetrate the US market successfully? Complete



Fastest delivery speed winner? WMT, TGT or AMZN?

amazon prime deliveryFastest delivery 
speed winner?

Analyst: "WMT & TGT
steps ahead of Amazon"

"Traditional  retailers "Walmart and Target are a step ahead of Amazon in delivery moving to same-day" according to retail equity analyst John Zolidis. Keep up, Amazon have been delivering same day to the world's major cities progressively since 2014.


Will Amazon's CRaP strategy crater?

Bezos unhappy stretchedWill AMZN's CRaP
strategy crater?

Do private label ex-China &
split delivery plans bode ill?

etail growth rate has slowed dramatically over recent quarters. Meanwhile, it's cutting its 'CRaP' defined products; shifting to imported private label; cutting back on small vendors; and splitting deliveries into multiple drops. We discuss the consequences...Updated


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