Are building and construction distributors missing a growth opportunity?
Summary
Glance at the modest growth projections for the U.S. building and construction industry, and you could be forgiven for thinking distributors might struggle to achieve stellar performance. They enable the joint cultivation of a loyal customer base, and they provide an important source of revenue through trading agreements like rebates and special pricing allowances. Revenue from these agreements can help distributors improve their bottom line, return greater value to shareholders—and of course—fund growth initiatives like market expansion and efficiency-driving digital transformation projects. When distributors struggle to manage their trading agreements, they regularly run into other problems too, from inaccurate budgeting and forecasting, to misleading accounts, regulatory penalties, and disputes with suppliers. Distributors who take strategic control of trading agreements stand to minimize risk and create a new, dynamic engine for business growth.
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