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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...

    Read More
  • 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....

    Read More
  • 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.

    Read More
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Screen Shot 2019 04 24 at 1.18.58 PMJet Boosted
JB  O f f i c e

LA dealer on course
to double sales in '19

We met with Julian De Salay owner of JB Office the Chatsworth (CA) based office supplier at EPIC & Essendant's CORE events. We discussed his successful formula for rapid growth recognised by Inc. magazine and plans for the future in a highly competive market.... Updated

Read more ...

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

Read more ...

Screen Shot 2019 03 30 at 3.23.51 PMMeituan's modern
delivery  m o d e l

China's Food service apes
apes Deliveroo/Just Eats

Bloomberg Businessweek's
front cover splashes 'The Greatest Delivery Empire on Earth' referring to China's leading food & supplies delivery service, Meituan. We analyse the story and compare w/US & UK equivalents 

Read more ...

Screen Shot 2019 03 28 at 1.29.31 PMServiceNow stars
w/Compass Grp

Digital workflow NOW tool
unlocked lost productivity 

Leading digital workflow productivity provider to the enterprise market ServiceNow recently reported stellar results. We discuss with CEO John Donahoe his "make work better for people" mantra & report on Compass case study

Read more ...

Screen Shot 2019 03 15 at 11.04.53 PM"Don't ignore
the OP core!"

UK #1 wholesaler VOW
chief calls for balance

Steve Haworth CEO of EVO Business Supplies, the VOW wholesaler, & Banner contract stationer duo, last year separated operations. Last week, we discussed with him progress, new developments & VC owner Endless' investment plans. Complete

Read more ...

douglas sandy staples#STRESS Test!

Can Staples CEO double
down on dealer drive to
defend against Amazon?

Last Thursday, we spoke w/
Staples CEO Sandy Douglas & Essendant president Harry Dochelli to discuss the #STRESS strategy. Will the vulture Sycamore owned $15Bn combo provide the 'growth' support dealers need to counter attack v godzilla Amazon? Updated again


Read more ...

Screen Shot 2018 09 12 at 10.17.10 PMMills Office
P r o g r e s s 

Sustainability champion
powers 'greener' growth

Canada's most progressive business supply reseller
Mills Office Productivity (Vancouver) is celebrating  its 70th year. Sales have doubled since 2013 through organic and acquisitive growth. We talk with owners Brad & Blair Mills about their remarkable progress and future plans...

Read more ...

hindmarch simone commercial 2017Commercial's Eco
Eureka moment!

Simone Hindmarch reflects
on sustainability inspiration

Leading UK business services provider Commercial's MD Simone Hindmarch describes the company's sustainable ethos and how customers are now leading the environmental conversation

Read more ...

Screen Shot 2018 12 16 at 2.19.18 PMMighty M/Soft's
Nadella heads
towards Nirvana

Reaffirms core principles
personalised productivity

Alex Konrad interviewed CEO Satya Nadella on "How Microsoft got its groove back". He has transformed the software giant into a cloud, business enterprise software, unified comms & laptop leader.  

Read more ...

Screen Shot 2018 12 04 at 9.17.51 AMIs Imperial hubris
losing its lustre?

Top Jansan & Food Service
roll-up running out of gas

Imperial Dade Group
, a leading US Jansan & Food Service provider has rolled up 17 acquisitions in recent years to approach $2Bn in sales. Now its slip is starting to show with no integration plans evident, how long will PE backers prolong investment?

Read more ...

Screen Shot 2018 11 12 at 7.55.33 PMProgressive
Resellers at
EPIC Expo'18

Interviews with members
A&W Supply, AZOR & Pulse

At EPIC Event & Expo for ISG/TriMega members we were struck by the buoyant mood despite the perfect storm of the Amazon attack, wholesalers' withdrawal, STRESS disruption & the OPocalypse. We interviewed 3 progressives on future prospects....Later today

Read more ...

wayfai conine shah officeThe Wayfair Way
designed for Lucy

Ethos: imagining workspace
"innovating better together"

Is Boston’s Wayfair the next Amazon in its specialty space?The home & office furniture etailer harnesses customer metrics to personalise a broadline service that has produced explosive sales growth forecast to reah $6.6Bn in 2018. We speak with CMO Ed Macri

Read more ...

best buy mts provider

Best Buy battles
back v Amazon 

Personalised tech services
differentiate bigbox giant

Bigbox electronics retailer, Best Buy was dying, but now its bouncing back. It's not just selling electronics. It's providing “personalised technology services' to consumers at home and in business....

Read more ...

naphtali gary anglo faceAnglo advances
managed services

Gary Naphtali talks about
fall & rise of London's best

Gary Naphtali
has been a progressive name in the UK OP market for 30 years. In 2016 he led a management buy out of Anglo Office. After losing some large contracts, he's powering back pursuing his single source 'managed productivity services' vision. We met with him on Tuesday.... later today

Read more ...

phaure hawkins oracleOffice  O r a c l e
symbolise success

London's most progressive
business services provider?

Last Wednesday, we visited the progressive business services reseller Office Oracle in Charlton, SE London. Its positive spirit and energy was infectious, a typical throwback to the glory days of Copygraphic, Dudley & Cartwright Brice. We met with dynamic duo Matt Phaure & James Hawkins ...

Read more ...

fellowes john jamieFellowes' Family
of Reinvention 

A continuous commitment
to innovative 'productivity'

John Fellowes
is the 4th generation leader of Fellowes Brands founded by Harry back in 1917. Originally the Bankers Box storage company and now reinvented via organisation, shredding, purifiers and now ergonomic furniture into a modern day productivity powerhouse ...Complete

Read more ...

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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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