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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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poncin herve antalis ceoAWiggins owner
enters liquidation

Uncertainty over Antalis as
ex-parent Sequana dies

Sequana, parent company of papermaker Arjowiggins and currently the majority shareholder in Europe's #1 paper merchant Antalis is to be liquidated, a French court has ruled. How will CEO Herve Poncin restructure Antalis?

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managed services man cloudRise & Rise of the
Mega MTS dealer 

Top 7 Managed Productivity
Service Providers' profiles

MPS is dying! Long live "Managed Technology Services' providers that drive productivity improvement for customers. We profile the Top 7 independent resellers that are leading the US market and making regional acquisitions to fuel expansion... Complete

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martin geoff CCLCCL's ascent

Acquisitions and price
increases boost Avery

CCL Industries,
the $5Bn in sales specialist labelmaker, including Avery, reported stronger sales growth for Q1'19 fuelled by acquisitions

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smith jennifer innovative 17Industry awards 
the leading lady

Innovative CEO recognized
for 10X growth in 10 years

Jennifer Smith,
CEO of Innovative Office Solutions, the rapidly growing business services US reseller, will be honoured at BSA's Leadership Award dinner in September. We speak with Jennifer... Updated


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Screen Shot 2019 05 15 at 3.26.26 PMAlibaba amasses
50% growth gains

China's buoyant economy
aids dominance in MCom

Alibaba Group,
the $56Bn+ in sales, Chinese Mcommerce giant accelerated sales growth in its Q4'19 report by adding millions of new users, driving local delivery services, plus its rapidly growing Cloud Computing division...

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Screen Shot 2019 05 16 at 12.49.57 PMOverstock over
& out of biz?

Lossmaking, deceptive
captain of sinking ship?

Failing furniture & business etailer, $1.8Bn in sales, Overstock again reported heavy losses in Q1'19 as continued to seek withdrawal from its core ecommerce business. How much longer can its CEO Patrick Byrne survive, especially after dumping his shares ?

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tillis jason robert imperial smileImperial bags
21st acquisition

VC Bain boosts buying
spree to Midwest cities


Imperial Dade, the largely Eastern Seaboard US reseller of paper, hygiene, food service and packaging supplies, resumed its rapid roll up of regional specialists following the new capital injection of Bain Capital, announced recently

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Screen Shot 2019 05 14 at 12.51.38 PMDCC/E x e r t i s
expands rapidly

Triple acquisition plays in
VComms boosts growth

UK IT & OP wholesaler Exertis' parent company DCC Group today announced full year results to 31 Mar'19. CEO Donal Murphy (pic left, on left) reported impressive growth via 3 acquisitions (inc. 2 in the NA), plus steady organic growth

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Lynch Mike HP hot potatoAutonomy CFO
jailed in HP fraud

Will Lynch follow in High
Court trial over $11Bn sale?

The former CFO of UK software company Autonomy was sentenced  to 5 years in prison, after a U.S. jury found him guilty of fraud over its $11Bn sale to Hewlett-Packard in 2011.

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yamana shoie konica ceoKonica contracts
in print demand

Slower sales trends drives
shift to digital MPS services

Konica Minolta the $9.6Bn Japanese MPS/printer group published steady Q4'19 results today. Will it accelerate Its acquisition drive to compete with HP's moves for large MPS providers?

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salespeople touch csrsAmazon Sellers
sales share soar

Small Biz Impact report
reveals average revenues

reported last week that its global marketplace sellers sold $160Bn on its platform in 2018. The 2019 Small Business Impact Report provided insightful analysis into market trends and top product categories. We discuss...

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Screen Shot 2019 05 16 at 3.04.41 PMSigns of Kodak
cracking deeper

Losing sales volume in
print & ink jet systems

Eastman Kodak reported declining results again for Q1'19. The new Chairman reports for the first time with an inevitable focus is on maximising short term cash flow....

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Mason Central Screen Shot 2019 05 08 at 5.32.57 PM
DC up & running

Doubles facilities to serve
'One Source Wonderful'

Last August, WBMason CEO Leo Meehan announced plans to double up distribution capacity in the NYC, NJ, PA and DC region. In mid March a new 400k+ sq.ft Central NJ DC was opened in Cranbury (NJ) ahead of schedule. We spoke with regional chief Eric Gervais about plans to fulfil a faster, more personalized 'one source' customer experience. Updated

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yamashita Yosh ricohRicoh reacts to
printer plunge

Can it Ignite itself in 3D &
managed office services

Leading printer brand maker Ricoh is considering its future plans under a 'Ignite' tag, given the sliding demand in its core printer sales. Can it truly transform itself into a managed 3D/MPS/workspace design services powerhouse?

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da silveira diogo navigatorNavigator Paper
on price roll up

Lower paper demand
offset by big price hikes

Leading quality brand papermaker The Navigator Co. of Portugal reported strong sales growth in Q1'19 boosted by more sales to US from favourable $/Euro exchange rates and big paper price hikes

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Screen Shot 2018 11 20 at 4.55.29 PMSappi's sapping
paper volumes

Packaging push fails
to offset demand drop

Sappi, the South African based papermaker, reported another complacent 'in line with expectations' Q1'19 set of disappointing results. What is CEO Steve Binnie's (pic left) reinvention strategy?

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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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