Issue link: https://www.e-digitaleditions.com/i/919877
November/December 2017 3 November/December www.feda.com Features Looking at the Big Picture 18 Disruption, channel confl ict—what E&S distributors can learn from others who've faced similar change The Future Starts Here! 24 The latest on the 2018 E&S Industry Summit Guiding Evolutionary Channel Change 26 Hubert's Chief Digital Offi cer Greg Banks on vision, strategy and embracing digital to enhance the customer experience High-Tech and High-Touch 32 Bargreen-Ellingson offers customers the best of both worlds with its new online ordering system Out of the Box 38 HVAC Distributors cfm on Developing a Mobile Strategy Operations Distributors in the Digital Era 40 NAW's research report provides key insights on where we should be moving as a channel Omnichannel Options in B2B Durable Goods 44 A comprehensive look from Scott Benfi eld on emerging e-commerce models and how they're affecting traditional distribution Views 4 From the Editor By Stacy Ward 6 President's Message By Joe Schmitt 8 Industry Insights By MDM's Thomas Gale 10 Mission Forward By Tracy Mulqueen On The Cover 12 Great Expectations Foodservice E&S distributors have a huge opportunity to change the conversation, says Melting Pot franchisee Cory Wagner. For one, he would like to hear more about how they can help solve the issues that are pounding restaurateurs— like problems with labor—or how to stretch the front of the house to accommodate 10 more customers on a Friday night. "I see the industry moving so far beyond supply and design," he says. Revolution or Evolution? Regardless of where distributors stand on the activity in the channel, most agree that it warrants a more innovative strategic response. Having experienced an onslaught of new entrants looking to exploit the potential in his industry, lighting distributor Chris Brown can attest to that. We go "Big Picture" and connect the dots with distribution expert Mike Marks, MDM's Tom Gale and others.