This article was originally featured in the March 2025 issue of MDM Premium Exclusive. Nelson Valderrama is the CEO of Intuilize, helping mid-size distributors transform data into profits with more than 25 years of experience in the industrial distribution industry.
Recent MDM research revealed a striking insight: 63% of distributors see business model innovation as a top priority, with 73% ready to invest in making change happen. Yet despite this recognition, many struggle to implement meaningful innovation.
Those who continue "business as usual" risk falling behind in today's rapidly evolving marketplace. Your business model—how you identify customers, satisfy their needs, and create value—needs to evolve beyond traditional approaches.
While many distributors are scrambling to respond, the most successful companies are implementing systematic approaches to protect their profits. Industry analysts predict that over 60% of distributors are woefully unprepared for the current tariff environment, creating a clear opportunity for prepared businesses to stand out.
Remember the trade tensions of 2017-2018? Companies that adapted quickly gained an average of 4.2% market share. This is your chance to shine.
Recent research with distribution executives identified these key obstacles:
Many distributors propose solutions before clearly defining problems. A successful business case requires a data-driven plan that identifies impacts, risks, metrics, and accountabilities.
Best Practice: Create a detailed project charter that establishes direction, framework, timelines, and risk assessments.
Organizations worry about their internal systems and people aren't equipped to manage transformation. Internal teams often resist change with "if it ain't broke, don't fix it" thinking.
Best Practice: Leverage external expertise through trade associations and buying groups to supplement internal knowledge.
Most distributors lack three essential capabilities:
Best Practice: Secure external resources trained in developing and executing change to complement internal teams.
The most significant barrier exists across three areas:
Best Practice: Evaluate organizational readiness in these dimensions and address gaps systematically.
Boston Consulting Group research categorizes distributors by technology readiness:
Mid-sized distributors who don't prepare now for emerging trends risk missing significant opportunities to delight customers, disrupt competitors, and drive sustainable growth.
Date: June 11, 2025
Time: 11 AM EDT
Duration: 45 minutes + Q&A
Presenters: Nelson Valderrama (CEO) and Phil Samuels (VP of Sales)
The workshop includes workshop materials, implementation frameworks, and 30-day access to the recording.
At Intuilize, we specialize in helping distributors overcome these critical barriers to business model innovation through:
Strategic Assessment: Our team evaluates your organization's readiness across all four dimensions, identifying specific gaps and opportunities for improvement.
Data-Driven Decision Making: We leverage AI and advanced analytics to build compelling business cases with clear ROI projections.
Change Management Expertise: Our proven methodologies help guide your teams through transformation while minimizing resistance.
Technology Integration: We streamline your technical infrastructure to create the capacity needed for successful innovation.
Schedule a complimentary 30-minute consultation: