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* Top priorities for wholesalers No more margins, fair ground competition may totally eliminate any advantage a w/s previous have or may sudden make another w/s super-competitive. Large scale distributor fall-out likely. entry of new international, regional player will speed up. New elements of competition 2nd-tie network geographic coverage cost-efficient infrastructure well align, well balance strong execution implementation calibre of people collaborative relationship Are you really in the distribution business?How do you measure cost profit? The cost of distribution is a rather complex as it contain many variable and components Every w/s has different weight on individual element Today, few w/s actually work towards an industry benchmark Efficient and eliminating fats in a cost structure is the first step to better profitability. To understand which element is within control and which is not. Are you really in the distribution business?Do you have the right type of partners? How do you know you if you can resolve an internal price issue or be profitable? Understand who are their 2nd-tie by types take # of last-tie vs 2nd-ties/sub-distribution if vol of last-tie vs 2nd-tie/sub-d over the last 3months is less than 50% of your total business, them bother, you maybe in trouble Go for the last-tie Move out from sub-distribution Are you really in the distribution business?Are you a distribution or corporate logistic company? How much of your business is aligned to competition in the distribution area? Understand who are their 2nd-tie by types and the volume. Take # of resellers that your do bit deal fulfillment vs those you sell to who sell to SME customers. Measure Vol of fulfillment vs own distribution . If Vol of fulfillment over the last 3 months is more than 50% of your total business, them bother, you maybe in trouble. On these volume that you fulfill, what value do you add? Do you do simple hardware solution configurations? Do you do software optimization