Elevate Your RGM Strategy: Monetizing Your Distributor Data
Transform Your Data into Durable, High-Margin Revenue Streams
In the relentless pursuit of growth and profitability, distributors often overlook one of their most potent but underutilized assets: their data. Every transaction, inventory movement, service call, and customer interaction generates a digital footprint. While typically relegated to operational reporting or the occasional pricing fire drill, this vast information holds the key to unlocking significant, sustainable monetization opportunities.
The conventional distribution model, frankly, focuses too heavily on optimizing logistics, managing inventory, and competing – often destructively – on price. Market leaders, however, are shifting their strategic focus. They understand that the real competitive advantage lies not merely in moving products but in leveraging the intelligence surrounding those products and their usage patterns. By transforming raw data into actionable insights and architecting them as value-added customer solutions, distributors can forge powerful new Revenue Streams, deepen customer loyalty, and build a far more resilient business model grounded in predictable Recurring Revenue (or in Premium Pricing!).
The Strategic Imperative: Why Data Monetization is Non-Negotiable
Many distributors hesitate, viewing data monetization as overly complex, resource-intensive, or perhaps peripheral to their "core" business of moving boxes. Let's be direct: this perspective is increasingly dangerous. Embracing data-driven value creation isn't just a nice-to-have; it's rapidly becoming table stakes to become leaders in your industry and to differentiate yourself from the rest. Here’s why:
Pervasive Margin Pressure & Commoditization: Intense competition perpetually forces distributors into price wars, steadily eroding margins on core products. Data-driven, customer-facing solutions, however, represent higher-margin services that powerfully differentiate your offering beyond the lowest price.
Forging Customer Stickiness: Providing valuable insights and indispensable tools integrates your business far more deeply into your customers' daily operations. This significantly raises the switching costs and makes the allure of rival suppliers far less compelling.
Unlocking Latent Revenue Potential: Your data holds answers to your customers' most nagging challenges – optimizing inventory, preventing crippling downtime, and understanding key market trends. Packaging these answers systematically creates entirely new Revenue Streams, often with attractive margin profiles (think the margin profile differences of a software vs. a distribution business).
Achieving Competitive Differentiation: Distributors already skillfully leveraging data (as the examples below illustrate) are quietly but demonstrably, gaining market share. Those delaying risks being relegated to the status of mere logistics providers with tight margin pressures from suppliers and customers, losing ground to competitors perceived as strategic partners.
Shifting Towards Predictable Recurring Revenue or Premium Pricing: Subscription Models and ongoing data services furnish predictable, Recurring Revenue, smoothing out the often-volatile cyclicality inherent in distribution. This not only stabilizes cash flow but demonstrably increases business valuation (again, think Software vs. Distribution business multiples). While not purely Passive Income – requiring ongoing maintenance, support, and innovation – these models also enable distributors to justify premium pricing differentials on regular product sales.
Identifying Your Monetization Opportunities
The crucial first step isn't rushing to build a complex algorithm; it's developing a deep, empathetic understanding of your customers' most pressing operational and strategic pain points. Ask yourself, and more importantly, ask your customers:
Where do they consistently grapple with inefficiency (e.g., chaotic inventory management, cumbersome procurement processes)?
What events trigger costly disruptions in their operations (e.g., unexpected equipment downtime, profit-killing stock-outs)?
Where do they suffer from a lack of critical visibility (e.g., murky total cost of ownership calculations, fragmented spend analysis, opaque market trends)?
What strategic decisions could they execute more effectively with reliable data (e.g., optimizing product assortment, refining pricing strategies, engineering more profitable menus)?
Once you pinpoint these high-impact challenges, carefully examine your internal data sources:
Transactional Data: Sales history, order frequency and velocity, invoice details, pricing structures, and returns data.
Operational Data: Real-time inventory levels, warehouse movements and throughput, delivery performance metrics, service logs, and fill rates.
Product Data: Stock Keeping Units (SKUs), attributes, specifications, product lifecycle information, associated item data.
Customer Data: Firmographics, segmentation details, contact history, support interactions, feedback scores.
(If applicable) Internet of Things (IoT)/Sensor Data: Equipment usage patterns, machine health diagnostics, environmental condition monitoring.
(Sometimes) External Data: Market trends, competitor benchmarks, supplier lifecycle information.
The real work starts when you skillfully map your data assets to your customers' identified challenges. The end result can be a variety of customer-facing analytical solutions that help your customers become more efficient and profitable. And no, 99% of the time they will NOT be “Generative AI” solutions.
Enhanced Reporting & Analytics Dashboards: Providing customers with intuitive, self-service access to their purchasing history, spend analysis across categories or locations, usage trends, and critical key performance indicators (KPIs).
Predictive Analytics Services: Forecasting customer demand with greater accuracy, predicting equipment failures before they cause outages (predictive maintenance), anticipating stock-outs to ensure continuity, or identifying potential compliance risks proactively.
Benchmarking Services: Enabling customers to compare their operational performance (e.g., spending patterns, inventory turns, fill rates) against anonymized, aggregated data drawn from statistically relevant peer groups.
Inventory Optimization Tools & Services: Offering solutions that recommend optimal stocking levels, automate replenishment workflows, or manage consignment/vendor-managed inventory (VMI) based on real-time usage data and predictive algorithms.
Assortment & Pricing Optimization Insights: Providing data-driven recommendations on product mix for specific customer segments, identifying high-probability cross-sell/upsell opportunities, or delivering dynamic pricing intelligence based on prevailing market conditions.
Compliance & Sustainability Reporting: Assisting customers in meeting complex regulatory requirements or tracking environmental sustainability goals using data derived directly from their purchase history and product attributes.
How To Build Your Monetization Engine
Having identified the potential customer-facing solutions, the next critical phase involves commercialization – designing the mechanism to capture fair value for the insights delivered. This necessitates selecting the appropriate monetization model(s):
Direct Monetization Models: Charging explicitly for the data-driven solution itself.
Subscription Model: Often the most attractive path to generating predictable Recurring Revenue. Consider offering tiered access (e.g., Bronze, Silver, Gold or Basic, Pro, Enterprise) with escalating levels of data depth, feature functionality, analytical power, and dedicated support. This can function similarly to a Membership Site, granting subscribers exclusive access to premium content and tools.
Usage-Based Fees: Billing based on quantifiable consumption metrics like data volume processed, number of API calls made, active user count, or specific premium reports generated.
One-Time Fees: Selling discrete analytical outputs like standalone market intelligence reports, custom analytics projects, or specific Digital Products tailored to a unique customer need.
Platform Licensing: Licensing access to a proprietary analytics platform or a curated, high-value dataset for a defined term.
If you want to take it a step further, you can create a “newco” out of your “software or analytics business” as many distributors have done in the past, as SaaS companies will receive far greater valuations as the parent distribution company.
Indirect Monetization Models: Leveraging data solutions strategically to enhance the core offering or stimulate other revenue-generating activities.
Value-Added Service Bundling: Integrating basic analytics or reporting capabilities into a premium service tier or as a component of long-term contracts, thereby justifying a higher overall price for the core distribution relationship.
Driving Core Product Sales: Utilizing data insights to personalize product recommendations and improve the effectiveness of cross-selling and upselling initiatives, leading directly to larger average order values and increased share of wallet.
Amplifying Customer Retention: Offering valuable, embedded data tools significantly reduces customer churn and increases lifetime value (CLV), even without assigning a direct fee to the analytics component itself.
Strategic Partnerships & Supplier Collaboration: Leveraging aggregated data insights in negotiations with suppliers (e.g., demonstrating category growth potential to secure better terms) or forming mutually beneficial data-sharing alliances (akin to PepsiCo's Pepviz program). Affiliate Marketing principles might even apply in curated partner ecosystems.
Pricing Considerations:
Value-Based Pricing: Anchor your pricing firmly to the quantifiable economic value delivered to the customer (e.g., documented cost savings from reduced equipment downtime, and projected profit uplift from optimized menu engineering). This approach typically yields the highest, most defensible price points.
Tiered Pricing Structures: Design distinct offerings to cater to different customer segments, needs, and budgets, clearly delineating the features and capabilities included at each level.
Pilot Programs & Proof-of-Concept: Offer introductory pricing, limited-time free trials, or paid pilot programs to early adopters. This validates the solution, gathers crucial feedback, and builds compelling case studies.
Transparency and Clarity: Articulate precisely what the customer receives at each price point. Avoid ambiguity, as it erodes perceived value.
Real-World Examples: Distributors Winning with Data Monetization
Let's examine how leading distributors are already successfully executing data monetization strategies in the field:
Customer Problem: Inefficient MRO inventory management leads to excessive carrying costs, stock-outs, and decentralized purchasing across facilities.
Data Solution: KeepStock offers inventory management technology (vending, lockers, scanning). Managed MRO is a premium, outsourced service leveraging this data (across all suppliers) for deep analysis, process redesign, and cost savings identification.
Monetization: KeepStock basics are often bundled; Managed MRO is a direct Subscription Model (multi-year contracts) creating significant Recurring Revenue. This functions as its own business unit.
Value Proposition: Tangible reductions in inventory levels, elimination of stock-outs, streamlined procurement, and overall cost reduction often exceeding the program fees. Grainger quantifies the savings.
Fastenal – FAST Solutions Vending & FAST 360° Analytics:
Customer Problem: Lack of control over consumption of frequently used supplies (PPE, tools), leading to waste and difficulty tracking usage. Poor visibility into inventory across sites.
Data Solution: On-site automated vending machines and bin stock systems capture transaction data. The FAST 360° cloud dashboard provides customers visibility into usage, spending, and inventory levels.
Monetization: Primarily a Subscription Model embedded within supply contracts (product purchase commitment through the machines/bins) or via explicit service fees, generating consistent Recurring Revenue (ARR). Relies heavily on subscription-based income.
Value Proposition: 24/7 point-of-use availability, documented reduction in product consumption (often ~30%) through accountability tracking, detailed usage reporting for cost allocation, and optimized replenishment.
MSC Industrial & Ferguson Integrated Supply:
Customer Problem: Similar to Grainger/Fastenal – managing MRO spend, inventory complexity, and ensuring part availability efficiently.
Data Solution: Vending, VMI programs, on-site storeroom management, often coupled with software providing spend dashboards, consumption forecasts, and multi-site inventory visibility via online portals.
Monetization: Typically structured as multi-year service contracts (generating ARR) or included as a value-add for top-tier customers, effectively justifying a premium overall price or management fee.
Value Proposition: Lowered inventory costs (often cited 20-40% reduction), spend visibility, improved operational efficiency through reliable parts access.
Graybar – SmartStock® Inventory Management:
Customer Problem: Inefficient management of electrical parts inventory on job sites or in facilities, causing project delays, waste, and high carrying costs.
Data Solution: Tiered suite (SmartStock Select, Plus, Vending) using cloud software, mobile scanning apps, and vending machines to track materials (even non-Graybar items). Provides 40+ customizable reports via a web portal.
Monetization: Tiered model – basic functions may be bundled for key customers, while advanced setups (managed storerooms, vending) likely involve monthly fees or volume commitments, justifying a price premium and driving wallet share.
Value Proposition: Claimed inventory reduction up to 40%, reliable automated supply availability, reduced downtime waiting for parts, data-driven prevention of overstock/shortages, labor savings.
Wesco (Anixter) – Data-Driven Facility & Supply Chain Solutions:
Customer Problem: Need for integrated supply chain visibility for electrical/MRO items; managing complex building systems (data centers, smart buildings) efficiently.
Data Solution: Integrated Supply programs offer custom spend analytics portals under long-term contracts. Separately, the entroCIM platform (acquired SaaS solution) monitors facility operational data (power, environmental, security) providing predictive insights.
Monetization: Integrated Supply via management fee (ARR). entroCIM sold directly as a SaaS subscription, creating a new Recurring Revenue stream from software/analytics.
Value Proposition: End-to-end supply chain visibility and cost savings for Integrated Supply clients. For entroCIM users, optimized energy use, reduced downtime via predictive alerts, and advanced facility management capabilities.
Rexel – Installed Base Evaluation (IBE) & Asset Analytics:
Customer Problem: Manufacturers lack visibility into the condition, obsolescence status, and failure risk of their installed electrical equipment base.
Data Solution: Consulting service where Rexel experts analyze customer assets, combining customer data with external data (manufacturer lifecycles), delivering an analytics report with actionable intelligence on risks, upgrades, and spare parts strategy.
Monetization: Typically via one-time consulting fees or bundled into larger supply contracts. Effectively selling data analysis expertise.
Value Proposition: The fee is positioned as an investment against much larger potential losses, preventing costly unplanned downtime through optimized maintenance planning and budgeting and informed technology upgrade decisions.
Sonepar – Predictive Maintenance & IoT Solutions (Emerging):
Customer Problem: Unplanned industrial equipment downtime remains a major operational cost and risk.
Data Solution: Leveraging acquisitions and partnerships to provide sensor-based data tools and AI/ML platforms for predictive maintenance alerts on factory equipment.
Monetization: Primarily via direct, subscription-based software services (licenses, training, support), representing a clear Recurring Revenue stream from Digital Products (software and insights).
Value Proposition: Significant reduction in downtime, optimized maintenance schedules, lower operational costs. Positions Sonepar as an advanced technology solutions provider.
Sysco – Restaurant Analytics and Advisory Services (Sysco Studio):
Customer Problem: Independent restaurants often lack the resources and expertise for sophisticated business analytics, particularly around menu profitability and cost management.
Data Solution: Sysco Studio platform enables analysis of menu item profitability, recipe costing using current ingredient prices, and provides data-driven menu engineering advice. Leverages aggregated benchmarks and customer purchasing data. Also powers predictive ordering recommendations.
Monetization: Primarily indirect – offered as a value-added perk tiered by customer purchase volume (loyalty driver). Higher tiers receive services valued at significant dollar amounts if sold standalone. Drives retention and share of wallet. Potential for supplier-facing data products (like Sysco PGI) sold via subscription.
Value Proposition: Increased restaurant profitability through smarter menu decisions, better cost control, and operational insights typically unavailable to smaller operators. Deepens reliance on Sysco as a strategic advisor.
McLane – Retail Consumer Insights & Planogram Services:
Customer Problem: Convenience stores and other retailers need insights into consumer trends and optimal product placement (planograms) to maximize sales in limited space.
Data Solution: Leverages vast aggregated retail sales data to provide customers (retailers) with insights on hot products, consumer behavior, and data-backed planogram recommendations tailored by store type/region. McLane Link portal provides retailer-specific analytics.
Monetization: Largely indirect – included as a value-added service for retail customers to encourage loyalty and position McLane as a category expert. Potential for premium consulting fees. Also monetizes data directly via supplier-facing insight reports/platforms sold to CPG manufacturers.
Value Proposition: Increased sales for retailers through optimized assortment and merchandising. Access to sophisticated insights otherwise unavailable. For suppliers, detailed market performance data.
UNFI – Supplier Insights Platform (UNFI Insights):
Customer Problem (Supplier): CPG brands lack timely, granular visibility into how their products are selling through retail distribution channels, hindering production planning and marketing effectiveness.
Data Solution: A dedicated data analytics platform (sold as a digital product) giving subscribing suppliers near real-time access to comprehensive sales, inventory, and promotion data for their products across UNFI-served retailers.
Monetization: Direct – Sold via Subscription fees to CPG suppliers, creating a new, distinct Recurring Revenue stream by packaging internal transactional data for external sale.
Value Proposition: Actionable retail intelligence for suppliers to optimize production, logistics, promotions, identify stock-outs, and ultimately increase their sales through the channel.
Sysco’s analytics solutions for Restaurant customers (SaaS model)
Graybar’s analytics solution for customers (one of many), enabling the distributor to charge Premium prices and drive greater customer stickiness
Comparison of Approaches: Industrial vs. Consumer/Foodservice
While the underlying principle is the same – leveraging data for value – the focus often differs by sector. Industrial and electrical distributors typically emphasize operational efficiency and cost reduction (inventory, downtime). Consumer goods and foodservice distributors lean more towards market insights and revenue optimization for their customers.
| Distributor | Sector (Customers/Target) | Data‑Driven Service | Monetization Model | Value Proposition | Focus |
|---|---|---|---|---|
| Grainger | Industrial MRO (B2B) | KeepStock® inventory management + Managed MRO service | Freemium + Premium Subscription (ARR via contracts) | Lower inventory/procurement cost, guaranteed availability, usage optimization (Cost Reduction Focus) |
| Fastenal | Industrial MRO (B2B) | FAST Solutions vending + FAST360 analytics portal | Embedded Subscription (contracts/fees – ARR) | Reduced consumption/waste, 24/7 availability, less downtime (Efficiency & Cost Reduction Focus) |
| Graybar | Electrical (Contractors, OEMs) | SmartStock® tiered inventory management | Tiered Model (Bundled value / Potential fees / Premium price justification) | Reduced inventory, avoid stockouts, labor savings via automation (Efficiency & Cost Reduction Focus) |
| Wesco (Anixter) | Electrical/Network (B2B) | Integrated Supply analytics; entroCIM facility IoT platform | Mgmt Fee (ARR) for Supply; SaaS Subscription for entroCIM | Supply‑chain visibility; Facility optimization (energy/maintenance) (Efficiency & Capability Focus) |
| Sysco | Foodservice (Restaurants) | Sysco Studio platform (menu/recipe analytics) | Primarily Indirect (Tiered loyalty perk); Potential supplier subscriptions | Higher menu profits, better cost control, business success insights (Revenue & Profitability Focus) |
| McLane | Retail (C‑stores) | Consumer trend insights, planogram services, portal | Primarily Indirect (Bundled value); Direct via Supplier Insights | Increased retailer sales via optimal assortment/merchandising (Revenue Focus) |
| UNFI | Grocery (CPG Suppliers) | UNFI Insights analytics platform | Direct Subscription Fees from suppliers (ARR) | Optimized supplier production/marketing via retail demand visibility (Supplier Sales & Efficiency Focus) |
Success Factors: What Separates Leaders from Laggards
Analyzing these successful implementations reveals several common threads critical for effective data monetization:
Deep Integration into Customer Workflows: The most potent data solutions become embedded in the customer's daily operations – the vending machine employees rely on, the dashboard reviewed in weekly planning meetings. This operational integration creates significant "stickiness," raising switching costs and bolstering the willingness to pay. Fastenal's vending program is a prime example, placing a digitally connected mini-storeroom directly within the customer's four walls.
Crystal-Clear Financial Impact & ROI Narrative: Leading distributors don't just offer features; they articulate and quantify the value delivered. They build compelling case studies showing precisely how their data service reduced inventory costs by X%, prevented Y hours of downtime translating to Z dollars saved, or enabled a restaurant to boost margins by N%. Regular value review reporting, demonstrating the achieved ROI transparently, is paramount for justifying fees and securing renewals.
Thoughtfully Tiered Offerings (Freemium to Premium): Providing a baseline level of data access or reporting as a complimentary benefit can be a powerful adoption driver. More advanced analytics, deeper insights, or dedicated support can then be monetized through premium tiers or add-on modules. This tiered strategy caters to diverse needs, incentivizes customers to increase engagement (and potentially spend) to unlock more value, and captures revenue from those willing to pay directly for advanced capabilities.
Commitment to Technology and Talent: Let's be frank: building robust, scalable, customer-facing analytics services requires significant investment. This includes the right IT infrastructure, sophisticated Business Intelligence (BI) and analytics tools, potentially AI/ML capabilities, and crucially, skilled personnel – data analysts, data scientists, platform developers, and product managers. Grainger's dedicated inventory services division underscores this point. While the upfront investment can be substantial, the marginal cost of adding subsequent subscribers to an established platform is often low, paving the way for potentially high-margin Recurring Revenue. This fundamentally transforms distributors into tech-enabled service providers.
Cultivating a Data-Driven Ecosystem: Monetizing data often creates positive feedback loops that strengthen the core business. Customers deeply integrated with a distributor's analytics platform are less likely to defect. Suppliers receiving valuable insights (like via UNFI's platform) may offer preferential terms or collaborate more closely. Data products can thus act as a powerful multiplier, enhancing relationships across the value chain.
Implementation Roadmap: Architecting Your Data Monetization Strategy
Transitioning from a concept to a revenue-generating reality demands a structured, pragmatic approach:
Secure Executive Sponsorship & Forge a Cross-Functional Team: Data monetization is a strategic imperative, demanding C-suite buy-in and genuine collaboration across Sales, Marketing, IT, Operations, and Finance. Siloed efforts are recipes for failure.
Establish a Rock-Solid Data Foundation:
Assess & Inventory: Understand precisely what data you possess, where it resides, its current state (quality, completeness), and accessibility.
Cleanse, Consolidate & Govern: Proactively address data quality deficiencies. Break down detrimental data silos, potentially implementing a data warehouse or data lake. Institute robust data governance practices – clear ownership, defined standards, ongoing monitoring. Garbage in, garbage out remains an immutable truth.
Select the Right Enabling Technology Stack: Choose BI tools, analytics platforms, visualization software, and potentially AI/ML engines that align with your strategic goals, technical capabilities, and budget realities. Cloud-based solutions frequently offer superior scalability, flexibility, and faster deployment cycles.
Develop a Minimum Viable Analytics Product (MVAP): Resist the urge to build the "perfect" solution from day one. Start lean. Focus on a specific, high-value customer pain point for a defined segment. Launch an MVAP quickly to test hypotheses, gather real-world feedback, demonstrate value, and iterate rapidly. Prove the concept before attempting to boil the ocean.
Commercialize with Precision:
Craft clear, compelling value propositions and supporting marketing collateral that resonate with target customer needs.
Define transparent pricing tiers, unambiguous service level agreements (SLAs), and robust contract terms.
Invest heavily in training your sales force to confidently articulate the unique value proposition and effectively sell the solution, not just the core product.
Implement a Rigorous Feedback Loop: Continuously monitor adoption metrics, track usage patterns, actively solicit customer feedback, measure key performance indicators (renewal rates, customer satisfaction/NPS, upsell conversion), and use these insights to systematically refine and enhance your offerings. Data products are living entities requiring ongoing nurturing.
Overcoming the Inevitable Roadblocks
The path to successful data monetization is rarely linear or frictionless. Anticipate and proactively plan for these common hurdles:
Data Quality & Integration Nightmares: Poor data quality is the silent killer of analytics initiatives. Invest heavily upfront in data cleansing, standardization, and integration. Establish unambiguous data ownership and track quality metrics rigorously.
Internal Resistance & Skepticism: Sales teams might fear disrupting existing relationships or perceive analytics as "free consulting." IT departments may be resource-constrained. Overcome this by relentlessly emphasizing the tangible benefits (higher margins, competitive insulation, new commission opportunities), involving key stakeholders early and often, providing thorough training, and showcasing early wins and success stories.
Sluggish Customer Adoption: Clearly articulate the "What's in it for me?" for the customer. Ensure the solution is intuitive, user-friendly, and demonstrably solves a pressing problem. Pilot programs are invaluable for proving value and building internal champions within customer organizations.
Pricing & Packaging Paralysis: Start with simple, value-aligned structures. Be prepared to experiment, gather market feedback, and adjust pricing iteratively. Clearly define entitlements at each tier to prevent scope creep and confusion.
The Analytics Skills Gap: You may lack the necessary in-house expertise in data science, analytics translation, software product management, or SaaS sales models. Plan strategically for targeted hiring, internal upskilling programs, or partnerships with specialized external experts like Revology Analytics to bridge these gaps, especially in the initial phases.
Fear of "Giving Away the Secret Sauce": Reframe the objective. You're typically providing actionable insights, tailored recommendations, or efficiency tools derived from data – not exposing raw, sensitive competitive information. Employ aggregation, anonymization, and robust security protocols where necessary. Focus on enabling customer success, not divulging proprietary algorithms.
Your Data Holds Untapped Value – It's Time to Unlock It
Distributors are custodians of an incredibly valuable, yet frequently dormant, asset. By fundamentally shifting perspective – treating data not as an operational exhaust but as a core strategic resource – you can unlock potent new avenues for profitable growth, sustainable margin expansion, and durable competitive differentiation. The journey involves developing intimate customer understanding, identifying relevant data streams, architecting value-added solutions, selecting the right monetization models – often anchored by Recurring Revenue from Subscription Models or Membership Site structures – and executing with discipline (and regular feedback loops).
The real-world successes of Grainger, Fastenal, Graybar, Wesco, Sysco, McLane, and others provide incontrovertible proof that this is not theoretical conjecture; it's a practical, battle-tested strategy for generating substantial returns and deepening customer partnerships. While challenges undoubtedly exist, they are entirely surmountable with clear strategic vision, unwavering executive commitment, genuine cross-functional collaboration, and an unyielding focus on delivering measurable, tangible customer value.
Don't allow your data's potential to languish unseen in databases and siloed systems. Initiate the strategic conversation internally. Identify a compelling pilot opportunity. Take the crucial first step towards transforming your inert data into a strong financial lever. The future unequivocally belongs to distributors who evolve beyond being merely efficient movers of goods to become indispensable providers of intelligence.
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