Adjacent categories boost United

17 February 2012

United, once the nations most forward thinking and technologically advanced wholesaler has lost "the magic touch". Looks like Gotchnauer was so focused for years with his "war on waste", seems he may have just lost his way ( and should have gone to war on growth). Kinda like he retired just in time and left Cody Phipps with the hard part. Doesn't take a stellar top level CEO to cut cost, compress facilities, reduce benefits and shrink staff. So now, the "easy stuff" is done and he is gone along with his finely feathered nest. Good luck Cody! You are off to a great start by being more transparent and it's finally refreshinf to see someone finally telling the truth. Time to stop trying to be a company for all comers and start by treating your (first call) customers like true partners. Almost like non-contracted franchises. Bring strong programs to them (like individual pricing for their larger customer contracts) and teach them how to really compete commercially with the big boxes as your national account business dwindles. Replace it through the existing independent channel by really growing that large customer base. It is about time for your programs to favor all those who brought you to the party over the years. So maybe (if) Staples is moving business away now, who are you afraid of alienating. A big box? SP Richards first call customers? Come on United swing some of that awesome weight. A big "monkey" needs a lot of banannas to grow. Stan Feldman, Senior Vice President, East, Retired

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