“It’s time to rethink our alliances.”
A New Declaration for Independents, Tom Wolf, CEO, WOLF
With those words, Tom Wolf redefined WOLF’s business model in 2010 – and launched a revolution in our industry. This excerpt from A New Declaration for Independent explains WOLF’s new approach – and renewed commitment as a sourcing company focused solely on dealers:
For years, WOLF operated successfully as a two-step distributor of kitchen and bath cabinetry and building materials. WOLF committed itself to providing superior logistics, service and technology, and now reaches into 18 East Coast states. But as a traditional two-stepper, WOLF was forced to serve two masters: manufacturers and dealers.
In 2010, WOLF determined that, because the independent dealer is our ultimate customer, we would recast our entire program to focus exclusively on them. Here’s what it means:
- A new commitment WOLF will no longer allow manufacturers to dictate terms that may have negative consequences for independent dealers. We will only work with manufacturing partners who demonstrate that they share our new focus.
- New products WOLF is developing new products that enable dealers to compete on both quality and price. These include proprietary company-branded products, such as WOLF™ Decking and WOLF™ Railing, along with products from like-minded vendors, including TAMKO and Aristokraft.
- New benefits WOLF has redefined value, providing products that allow independent dealers to positively differentiate themselves. In addition, WOLF’s ability to increase the reliability of the supply chain offers dealers improved lead times, faster turns on inventory and the potential for greater profitability.
No WOLF-branded products will be made available to big box stores. Instead, dealers will gain the competitive advantage of decking, railing, trim and other products that offer equal or greater value ― and lower cost. That, in turn, offers an opportunity for enhanced margins and the ability to stand out in a cluttered marketplace….
The bottom line: Now is the time for independents to act. Dealers must do everything in their power to retain their current customer base, to differentiate themselves from competitors, and to create new opportunities for revenue. WOLF is dedicated to helping dealers achieve those goals – and to reassert their independence.
