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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

    Read More
  • 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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Screen Shot 2019 04 25 at 2.33.15 PM

CMA block WMT
Sainsbury's deal

Reg: Merger would lead
to high prices less choice

UK supermarket Sainsbury’s takeover of Asda (UK subsidiary of Walmart) was blocked today by UK’s competition regulator CMA. Inconsistent & strange decision given it allowed the #1 supermarket Tesco to takeover Booker food service wholesaler in March 2018? 

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sundstrom karl stora LRStoraEnso: prices
boost paper sales

Top maker transforms to
packaging, board & bioref.

Global #2 papermaker Stora Enso reported strong sales & profits in Q1'19 exc. papermaking. CEO Karl Sundstrom described transformation 'repurposing' plans to cut paper capacity and investment in new growth opportunities in renewable packaging materials ...

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Screen Shot 2019 03 28 at 1.29.31 PMServiceNow's 
star performance

Digital workflow tool
unlocks lost productivity

Leading digital workflow productivity provider to corporationsServiceNow reported stellar results in Q1'19. We discuss how CEO John Donahoe's "make work better for people" principle has delivered success...

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nadella satya msoft cloudMighty Microsoft
higher on Cloud

Dynamics biz soaring &
Azure accelerating fast

reported strong results for Q3'19. Since CEO Satya Nadella took over 5yrs ago the reinvention and focus on cloud computing via Azure & Dynamics business software has produced powerful results

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Depot sinking shipDepot deception
deludes analysts 

Bullish view re:Workonomy,
Compucom ignores reality

Seeking Alpha
analyst Value Adventurer
 headlines 'Office Depot: Oversold on short term executional issues'. Has VA been living under a stone? Since 2007 Depot/Max core sales have plummeted from $25Bn sales to a current $9Bn in 2019. Moreover, all recent moves made by CEO Gerry Smith have failed to lift off, as sales/customer service standards decline...

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productivity stairway to heaven 2017Death of Indie
dealers greatly 


Market trends turn against
impersonal, cold bigboxes

Does size matter? The office market over the past 35yrs has been dominated by bigboxes & Amazon #1 in business supplies, points to a continuation. But emerging trends show the big guys in deep decline & Godzilla grinding. The rise of progressive resellers providing 'personalised productivity services' embracing mobile technology, can & will succeed.. Updated

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Screen Shot 2019 04 20 at 11.25.07 AM'Industry Week'
plan quashed 

Plan B? Go for IDC
'Biz Productivity' show

The Business Supplies Asctn (BSA) plan to rationalise vendors' heavy schedule of 20+pa shows & create an 'Industry Week' has been quashed. Understandably, leading wholesalers & resellers wouldn't cooperate. Great idea, so what's Plan B?  We feel thought be given to a more customer centric 'Business Productivity Show'  for the IDC. We spoke w/BSA presBarry Lane... Updated

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loree james stanley toolsStanley tools
up in storage

Innovation drives double
digit growth in US market

Stanley Black & Decker, the $14Bn tools, storage & OP maker maintained strong sales & profits growth in Q1'19 but expects slower growth for the full year

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bezos amzn meds supplyAmazon starts
to serve meds

PillPack service to Prime
members gets underway

has begun to market its PillPack medical supplies service to its 100m Prime members. We expect this to revive the slowing etail growth trends reported in recent quarters. Get Q1'19 results analysis first here tomorrow 

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antalis truck taillightsAntalis' adversity
disguise & denial

Huge price hikes hide paper
volume plunge. Resilient?

Europe's #1 paper merchant, ailing Antalis continued its deep decline in Q1'19 in spite of c20% paper inflation during 2018. The CEO is in denial: "resilient" rhetoric and blaming Brexit uncertainy; with no growth or reinvention strategy, as it steers towards the sunset

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dorsey jack twitter micTwitter #1 News
broadcaster &
top performer

Users respond w/greater
engagement less abuse

is not a social network" said founder Jack Dorsey, we want to be the #1 fastest live & interactive news broadcaster. The huge events over recent years have proven his claim to be correct with improving growth & profitability results in Q1'19

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Screen Shot 2019 04 23 at 3.04.28 PMHP subscription
service soars 

EMEA chief in Q&A on
PC/Print developments

HP's EMEA chief Nick Lazaridisinterviewed  with CRN recently on the vendor's PC/print strategy including 'Device as a Service (DaaS)' and future developments. We discuss....

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Screen Shot 2019 04 23 at 1.44.50 PMAmazon's Key
to biz delivery

Now available to Prime
customers in 50 cities

has launched its Key in-house delivery service to Prime customer homes, garages, warehouses & businesses first announced at CES in January. 

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Screen Shot 2019 04 23 at 10.17.26 AMP&G gains in
care & hygiene

Growing brand force in
biz supply marketplace

Procter & Gamble (PG), the leading personal, home & business care brand maker reported powerful Q1'19 results. Continuing action to win market share has succeeded v K-C and margin pressure

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quincey james cokeCoke growth
loses sparkle

ZeroSugar, water & price
hikes drive sales growth

sales volume growth slowed boosted by by higher prices and favourable mix shifts. The US/Europe markets buoyed results, but the beverage giant was out performed in business supply by PepsiCo. We compare progress...

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Screen Shot 2019 04 22 at 9.07.10 PMPepsiCo plans
beyond plastic

Earth Day 2019 launch
to cut carbon emissions

Today PepsiCo the food & beverage giant announced a new beverage dispenser for the food service sector—a 'hydration platform' rollout that attempts to reduce plastic usage by prompting consumers to fill up their own reusable bottles.

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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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