David Gordon, Channel Marketing Group

Speaking Out: Mega Agencies Vs. Smaller Reps

While mega rep agencies are gaining strength in many markets, the author believes the future of small and mid-sized rep agencies is bright.

In an industry built on customer, influencer and channel relationships and where agility, local insights and stability are important, consolidation to gain an advantage remains an elusive goal for many. Ask yourself the following questions:

  • After years of distributor consolidation, why do the top five distributors only represent 33% of industry revenues?
  • Why is there not more manufacturer consolidation? And have those who grew through acquisition been actively support
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