More about “The Distribution Trap”

MORE about the Distribution Trap

The Distribution Trap

It’s every manufacturer’s dream to get on the shelves of Wal-Mart and other mega-retailers. Too often, it turns into a nightmare

The Distribution Trap is the Best Marketing Book of 2010

The American Marketing Association Foundation (AMAF) announces The Distribution Trap: Keeping Your Innovations from Becoming Commodities (Praeger) as the recipient of the 2010 Berry-AMA Book Prize for the best book in marketing.

“Innovation’s Second Step” published in the Thunderbird International Business Review

Innovative companies often place their emphasis on invention, research, and new product development, even as they neglect the process of bringing products to the marketplace in a way that is advantageous over the long term. Small to medium-sized businesses that are scaling up are particularly vulnerable to entering into unfavorable distribution arrangements with large mass-market retailers. Often, managers assume their firm will automatically benefit from a technological or creative breakthrough. Rather than focusing solely on new innovations and viewing distribution as an afterthought, we suggest that innovative firms make channel management a priority as their products are discovered and they attempt to reach more customers. In this article, strategies are offered as paths managers should consider as they use their innovations to scale up from small or medium-sized firms into large companies. Steps for implementation as well as concurrent risks are also presented.

STHIL President Fred Whyte Discusses the Distribution Trap

Tim Wilkinson Publishes Volume Set on Strategic Management

Andrew Thomas Publishes a book about the Saturn V Rocket

The Saturn V can be considered one of mankind’s greatest achievements. The outcome of President Kennedy’s 1961 call to put a man on the moon, the Saturn V is a technological marvel that stood more than 36 stories tall. An enormous workforce of engineers, scientists, welders, barge captains, and computer programmers spent an untold number of hours on design, logistics, manufacturing, quality control, and more to launch the Saturn. Neil Armstrong’s “giant leap for mankind” was the culmination of a focused effort to beat the Soviets and prove American ingenuity and productivity was beyond doubt.

 Andrew Thomas Interviewed about New Book, Soft Landing

Andrew’s new book is an extensive look at the airline industry. In Soft Landing, he takes an open, honest look at this incredible business. Listen to this fascinating interview on The Sound of Ideas.

Berry-AMA Book Prize Winners for 2011 Announced

The Berry-AMA Book Prize for the Best Book in Marketing recognizes books whose innovative ideas have had significant impact on marketing and related fields.  Created by distinguished author and professor Leonard L. Berry and his wife Nancy F. Berry through generous contributions to the American Marketing Association Foundation (AMAF), the prize was awarded for the first time in Fall 2002.

Andrew R. Thomas Publishes New Book

Distribution Trap co-author has just published a new book on the airline industries that discusses, among other things, how the industry used technology to escape from the distribution trap.

 Another Great Article…

Another great article from our friends Andrew Thomas and Timothy Wilkinson that looks at what is wrong with current thinking in the marketing and distribution world. This, and there book “The Distribution Trap,” are must reads if you own a small business and dream of big things.

 Marketing Management article by Thomas and Wilkinson

The American marketing model is dysfunctional. Small and medium-sized companies, as well as large multinational !rms, have been lured into a misconceived form of producing and selling.

Companies Criticized in Book Strike Back! ( sort of)

A book co-authored by a University of Akron assistant marketing professor turns the tables on what professors and industry experts have said for years is the secret to product success.

TV Coverage of STIHL Inc. President 

BILLINGS – Despite a trend with consumers to shop at “big box” stores where you can buy in bulk, STIHL Incorporated is going strong– number one in the world when it comes to selling chain saws– by avoiding what Montana State University-Billings Interim Business School Dean, Dr. Timothy Wilkinson calls the “Distribution Trap”.

President of STIHL Inc. Comes to Montana State University Billing

BILLINGS – Despite a trend with consumers to shop at “big box” stores where you can buy in bulk, STIHL Incorporated is going strong– number one in the world when it comes to selling chain saws– by avoiding what Montana State University-Billings Interim Business School Dean, Dr. Timothy Wilkinson calls the “Distribution Trap”.

Sell Through Local Stores, STIHL Exec Says

With a quiet wit and plenty of stories and statistics, Fred Whyte, president of Stihl Inc., invited business students at Montana State University Billings Wednesday to ignore conventional business advice.

Lawn & Landscape Interviews Andrew R. Thomas

Business professor and author Andrew R. Thomas warns of the trappings landscapers face when being enticed by customers who give you too much of their business.

Sales & Marketing Management Excerpts The Distribution Trap

There is a right answer for how firms should distribute their innovative products and services.

Huffington Post Blog Discusses The Distribution Trap

As the surging demand for locally-sourced and organic food demonstrates, many of us are willing to pay a bit more for items made or grown close to home when the choices are easy to find.

Crain Recognizes The Distribution Trap

A book by an assistant professor of international business at the University of Akron has been selected as the recipient of the 2010 Berry-American Marketing Association Book Prize for the best book in marketing.

Industry Week Review of The Distribution Trap

By catering to the whims of the mass market, manufacturers are allowing their retail customers to dilute the value of their products and services.

Professor Wins Best Book Award

The American Marketing Association Foundation (AMAF) has selected “The Distribution Trap: Keeping Your Innovations from Becoming Commodities,” co-written by Montana State University Billings marketing professor Dr. Tim Wilkinson, as the recipient of the 2010 Berry-AMA Book Prize for the best book in marketing.

Economic Summit in Butte Montana

Panel of Entrepreneurs to discuss how they avoid the distribution trap!

The Trouble with Mass-Market Distribution

Niche manufacturers often seek out mass-market distribution as a way to increase sales. But is that always wise?

The Dealer Experience

The Magic of Profitability during Challenging Times.

Traps of Mega-Retailer Distribution Examined

The stores are huge. The signs are bright and colorful. Customers come in droves.

STIHL is Number One

VIRGINIA BEACH, Va., June 16 /PRNewswire/ — STIHL, already recognized as the number one selling brand of chain saws and cut-off machines worldwide, reached another milestone as the number one selling brand of gasoline-powered handheld outdoor power equipment in America.

Industrial Marketing Today

I read an eye-opening article by Andrew R. Thomas, PhD Assistant Professor of International Business, University of Akron and the Editor-in-Chief, Journal of Transportation Security. He has outlined what is wrong with the theory of mass marketing.

Red Ants Pants Blog Mentions The Distribution Trap

Welcome to our Red Ants Pants blog. This is a space where you can find out where we’ll be on Tour de Pants, when we’re riding the infamous bucking ant, and we’ll keep you up to date with all our excitement from the Ant Farm!

Billings Gazette Story on The Distribution Trap

New book from MSUB professor teaches entrepreneurs how to succeed without giant retailers such as Wal-Mart.

WSJ Interview with Andrew Thomas

Andrew Thomas discusses how the Internet has changed the balance of power between retailers and manufacturers.

Stihl has a fan in ‘Distribution Trap’ author

Stihl Inc. got a visit Friday from an unpaid cheerleader – Ohio professor Andrew Thomas.

Business Professor’s new book

Dr. Tim Wilkinson and colleague say innovators should think clearly about their options.

Customer Economics

I recently read a book, The Distribution Trap by Andrew Thomas and Timothy Wilsonson. Chapter 6 talks about STIHL’s dedication to its independent dealers.