Issue link: https://www.e-digitaleditions.com/i/919877
4 FEDA News & Views route to the end user? In speaking with several distributors, within and outside of our industry, many say distributors should most certainly stand up for the value they provide in the channel. But, then there are others who see disruption as an unstoppable force of change motivated by economics and the customer's insatiable appetite for more, greater and faster. It's a challenge to the traditional model of distribution, but a phenomenon that innovators can overcome by leveraging their position in the value chain and becoming an indispensable partner in both the customer's and the manufacturer's eyes. At least, that's what the experts are saying. As the publisher of Modern Distribution Management Tom Gale put it in a recent conversation when referring to a Walmart slogan, " You can't out-Amazon Amazon but you can out-distributor Amazon." And where do competing manufacturers stand? They smell an opportunity to do business with likeminded distributors. How have distributors in other industries handled similar change? What are FEDA distributors doing to differentiate themselves? And what about the expert opinion? These are a few of the questions we've set out to answer in this issue of News & Views. Speaking of News & Views, as you flip through the pages of this issue, you'll notice several changes. Most notably the cover, which highlights an industry standout and will do so in future issues. For our first, we chose Melting Pot franchisee Cory Wagner. He's got some interesting thoughts on the morphing act he'd like to see distributors undergo to proactively respond to his change. Customers should be part of the discussion, so expect to see more articles in News & Views that express their point of view, their challenges and their expectations. To quote Chris Brown, a longtime owner of a lighting distributor featured in the "Looking at the Big Picture" article, "If a distributor has added clear, provable value to the customer—and has stayed relevant in the selling equation—the smart, well-informed customer is the distributor's best ally in preventing disintermediation." The change we're most proud of is the overhaul of our content. As noted in the table of contents, every issue will be driven by a theme, "Stronger Together," "The Critical Link," "Generation Next," and "Designed to Win." Each is an extension of FEDA's new strategic plan and reflects the Association's focus on advocacy and engaging the next generation of foodservice equipment professionals. Look for News & Views to play a more prominent role in elevating the distributor's role in the channel. We will address what's top of mind in the distribution community and facilitate the discussion around pivotals like direct selling. Showcase the next generation of thought leaders and serve as a platform to promote channel unity and collaboration. Expect to hear more from focus group leaders and committee leaders. They will be frequent contributors. Columns and articles will no longer jump to the back of the magazine but will appear on consecutive pages for a more user-friendly read. The design is more sleek, simplistic and modern, which are all changes for the better. We look forward to your feedback and any thoughts you would like to share on doing business in the midst of this era of complicated change. Please send your comments to stacy@feda.com and help us move the dialogue forward. ■ See page 50 for FEDA's Strategic Vision and Mission In the Midst of Change From the Editor L et's have a conversation. Surely, we're due considering the level of uncertainty that's overtaken our industry. There's an uncomfortable sense of unease working its way through our channel that's become even more pervasive ever since Amazon's Dan Park headlined a panel discussion at the NRA Show earlier this year. Now, some FEDA distributors are trying to figure out how to work with a manufacturer that's become a competitor, while others have decided to partner with suppliers that share their views on how to go to market. In the meantime, everyone— distributor, manufacturer, rep and intrigued observer—is wondering about the end game and contemplating trigger words like disintermediation and demand creation while working through their own contingency plans. This is the backdrop for the November/ December issue of News & Views, aptly themed "Revolution or Evolution?" What should be the distributor response when a manufacturer decides to gravitate toward an alternative Stacy Ward EDITOR IN CHIEF stacy@feda.com