“We’re doing great, even in what some describe as an ‘overly mature market,’” offered McKinney. “A supplier recently remarked he never thought the industry would get to a point where his raw costs would be going up, while his prices on goods going out the door were going down.” McKinney reminded one supplier concerned by flattening sales, that in this difficult market, flat sales are actually a sign of growth. Another supplier jokingly reported to McKinney it’s easier than ever to prepare his budget—simply slash 15 percent on everything from the year before. “Also, a distributor was saying he is finding less and less competition out there,” continued McKinney. “In a mature industry, when it starts to bottom out, a lot of players fall out. There will be those who survive, but who’s it going to be?”
The Battle for National Accounts
IBSA is leading independent distributors to victory