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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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Screen Shot 2019 04 18 at 11.05.23 AMSteelcase Flex
dynamic spaces

Extends leadership in
on-demand collaboration

Leading collaborative furnituremaker Steelcase launched Flex, an integrated collection of furniture designed to facilitate on-demandteamwork and drive increased productivity

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Screen Shot 2019 02 15 at 7.14.56 PMPepsi powers
#FaB growth...

Super snacks sales in
US, Euro & Americas

the giant food & beverages marketer to consumers and business with $64Bn in sales continued to outperform its rivals in excellence, innovative snacks & ethical trading in Q1'19

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bunzl driver loadsBunzl build up
slows down

Acquires Dutch packaging
supplier to supermarkets

the international business supplies distributor today announced its trading statement for the Q1'19 to 31 Mar'18. Both the rate or organic growth and acquisitions has slowed down consderably over the past year

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rometty ginni ibm cloudIBM strategic

Sales resume 7 yr slide
Cloud/tech services sink

International Business Machines (IBM) resumed its 7 years revenue slide in Q1'19. Can CEO Ginni Rometty survive the continuing downward pressure after years of tryting to transform the old tech giant?

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commodity cliffPaper price hikes
halt; demand dips

Paper& packaging market
cap falls as inventories rise

Paper and packaging public company market capitalisations fell today on weak industry demand data. The 20% price hikes over the past year have suppressed demand even more and analysts expect the latest price increase proposals to be reversed...

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Screen Shot 2019 03 12 at 12.16.43 PMW e s t c o a s t 's
wholesale wave 

Doubles warehouse space
to provide logistics services

Leading independent UK technology wholesaler Westcoast, that surpassed $3Bn sales in 2018 with double digit growth rates plans, to expand warehouse space with a major new facility in Andover. We spoke with MD Alex Tatham 

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jones phil brother handsBrother in arms
w/dealer channel

Jones describes progress
from SMB to enterprise mkt

Europe MD Phil Jones
has reinforced his channel commitment and opens up about taking advantage of consolidation by competitors and battling imitation supplies. 

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guernsey trucksECi delivers
service tracker

Dealers' route optimizer

to boost productivity

ECi Software has launched a new Fleer Optimisation tool to its Proof of Delivery software. This should result in greater productivity and facilitate 'same day delivery' service opportunities for progressive dealers....

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Screen Shot 2018 12 04 at 9.17.51 AMImperial bags
NE clean deal

Rolls up 19th buy serving
NY, NJ, CT, PA markets

Imperial Dade
the $1.7Bn in sales, US paper, packaging & jansan distributor, largely serving Eastern Seaboard markets, confirmed its 19th acquisition today after a recent pause in its rapid roll up programme.

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Screen Shot 2019 04 15 at 10.44.53 AMNew Chief steps
up at Best Buy

Strategic growth initiatives
bring leadership succession

Leading US electronics retailer Best Buy has announced that the board elected CFO Corie Barry  (left) to become the company's new CEO effective in June...

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Screen Shot 2019 04 14 at 6.16.36 PMP&G warns off
FBook & Google

Call for more quality, civility,
transparency and privacy

P&G’s brand boss Marc Pritchard (pic left) believes the digital media industry needs to move beyond “endless retrofitting and clean-up” to creating a “new media supply chain” focused on quality, civility, transparency, privacy and control. About time and well stated...

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doomed catalog retailRetail retreat
runs rampant 

Buying habits change
puts bigboxes in peril

The NYTimes reported yesterday that "planned retail store closures in the US already exceed 2018 total". A similar story applies in bigbox business supplies, with Staples & Depot expected to merge or accelerate closures this year...

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Screen Shot 2019 04 13 at 12.15.02 PMEx-Xerox spinoff
in Icahn X-hairs

Activist's designee resigns
in Conduent board coup?

Xerox spin off Conduent's market cap dropped 6% yesterday after activist shareholder Carl Icahn's (pic left) designee Michael Nevin resigned from the board and cited chairman Bill Parrett among his reasons for leaving. The typical Icahn incited board battles rage on...

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Screen Shot 2019 04 14 at 8.16.01 PMSycamore sign
Goldman veteran

Specialist retail banker to
bolster profit performance

Vulture capitalist Sycamore Partners owner of Staples & Essendant have appointed a new president to "partner with management teams to improve profitability" of its network of retail companies. Will this signing accelerate investments or divestments?

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Screen Shot 2019 04 02 at 2.59.13 PMStaples rebrand
draws skeptics

Forbes writers: 'Complex
solution...simple challenge'

ebrand of its logo, webstore and 5 new private labels under the 'WorklifeFulfilment' byline has attracted much interest in marketing circles e.g. Forbes. We discuss the comments, criticisms and conclusions ...Updated

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Beaumont tim nemoUK Dealer Groups

NEMO merges Office Club.
Next: Integra & Superstat?

Following the big consolidation moves in OP dealer groups in the US, as many have predicted defensive moves are afoot to merge UK dealer groups. The first announcements were made today, expect more to follow in the months ahead... 

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"Tomorrow's News Today,

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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