Together or Not at All, Part 2

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In a previous column, “Signal to Noise,” I discussed the ever-increasing amount of marketing communications besieging our end-users/customers. And while that trend in and of itself has a multifaceted impact on the industry, there is an underlying issue that has a much, much, much larger potential impact and is truly the dark side of the […]

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Together or Not at All, Part 3: The Other Direct Problem

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In two previous columns on the regular rAVe Blogsquad feed, I explored the issues surrounding both manufacturer communications and the increasing perceived problem of direct sales by manufacturers and suppliers to end users, essentially going around the establish dealer/integrator/retail distribution structure. However, there is another side to this story, one that is often being treated […]

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What Will You Do?

I see a significant shift in market dynamics coming, quickly. Product development, distribution changes and even new manufacturers are all of a sudden having an impact on all sorts of market conditions — all driving change. Historically, we, as a market, have done well dealing with any ONE of these changes — but all three […]

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