Second ABAD panel on digitalization in the indirect channel



A major cultural challenge for the indirect channel

On April 18th Integration Consulting participated in the second event this year organized by ABAD (Brazilian Association of Wholesalers and Distributors), on the topic of digitalization in the indirect channel. This event included the participation of ten top-level executives from leading FMCG industries as well as the presidents of the largest distributors and wholesalers in the country.
After the first round of discussions about digitalization trends and opportunities for the indirect channel, this event focused on prioritizing these opportunities into a consolidated roadmap of digitalization for indirect channel agents.

Digitalization represents a major challenge for the indirect channel in terms of cultural change. The discussions made it evident that change will only be effective if links across the entire channel move in tandem. Roger Saltiel led the discussion with support from Solen Traynard and Vinicius Olivo.
The next steps include consolidating the lessons that have been learned, interviewing selected participants to gather practical success cases and finalizing input from the committee to be presented to the ABAD’s annual convention in June 2022.

  • On 22 April 2022