Key Takeaways from the Panel on Distribution at ECS 2025

Moderated by Sarah Custer of Distribution Management, the panel explored the evolving role of distribution in the office equipment channel. Topics ranged from operational efficiencies to the financial and customer benefits of leveraging distribution partners.

Panelists:

• David Concors, Distribution Management
• Karl Boissonneault, Xerox
• Laura Blackmer, Konica Minolta
• Brian Murphy, UBEO Business Services
• Tim Renegar, Kelly Office Solutions
• Scott Stahl, Novatech

Discussion Highlights:

Opening Insights:

• Deterministic Concurrency: A term described using a soccer analogy—ensuring the right products reach the right place at the right time, much like players passing the ball accurately.
• Changing Distribution Models: A growing trend of manufacturers allowing distributors to bypass traditional stocking requirements, resulting in streamlined three-tier distribution models.

Industry Perspectives:

1. Karl Boissonneault (Xerox):

1. • Xerox’s shift to leveraging distribution partners for efficiency, inspired by European models and early U.S. ventures.
   • Focused on aligning distributor relationships with dealer needs for better operational results.

2. Brian Murphy (UBEO):

1. • Highlighted the trust and reliability of partners like Distribution Management.
   • Emphasized cost savings, streamlined operations, and “just-in-time” toner deliveries.
   • Stressed the importance of eliminating inefficiencies like excessive UPS charges and packaging costs.

3. Tim Renegar (Kelly Office Solutions):

1. • Shared benefits of transitioning to distribution, including labor reallocation, inventory reduction, and cost predictability.
   • Praised Distribution Management for shipping accuracy and timeliness.

4. Laura Blackmer (Konica Minolta):

1. • Discussed Konica Minolta’s adoption of distribution models due to dealer input.
   • Underlined improvements in cash flow, reduced warehouse needs, and enhanced customer experiences.
   • Introduced automation tools like V-care and K-Pax to optimize the supply chain.

5. Scott Stahl (Novatech):

1. • Detailed how distribution partnerships helped Novatech reduce inventory, improve cash flow, and enhance customer satisfaction.
   • Highlighted unexpected benefits like faster delivery times due to distributors’ strategic warehouse locations.

Key Themes:

Financial and Operational Efficiencies:

• Reduction of warehouse space (e.g., 20% reclaimed by some dealers).
• Eliminating obsolete inventory and reducing overhead costs.

Customer Benefits:

• Enhanced delivery reliability with products arriving on time, correctly labeled, and bundled as needed.
• Improved customer satisfaction through seamless order fulfillment.

Strategic Shifts:

• Encouraging dealers to think creatively about reinvesting savings in marketing, training, or technology.
• Automating processes to minimize human intervention and errors.

Future Outlook:

• Integration of tools like V-care and K-Pax to automate supply chain operations.
• Focus on using accurate data to manage inventory and optimize fulfillment.

Closing Advice:

Each panelist encouraged attendees to:

• Prioritize upfront automation for smoother transitions.
• Collaborate closely with manufacturers and distributors to streamline processes.
• Consider reinvesting savings in growth-oriented initiatives.

SOURCE Industry Analysts Inc.