Eyes on the Regional Players?
Some say national TSD consolidation is opening up the door for smaller distributors to pick up disaffected partners.
The big opportunity is for the smaller distributors that are still privately held to go after those local partners and say, “Look, you won’t get lost with us,” JS Group CEO Janet Schijns told Channel Futures.
Rad-Info president Peter Radizeski agreed, adding that the regional TSDs will need to work in tandem with the supplier community to make up that ground.
“Vendors will need to help them. After years of pushing partners to the big brokers, they now have to help the Tier 2 brokers in order to help themselves,” he said.
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