Member-only story

How to Increase the Value of a Distribution Business

Andre Abi Awad
The Freedom Owner
Published in
4 min readDec 18, 2024

Transforming a distributor or reseller into a valuable company may seem like a daunting task. Distributors are usually not worth very much, because an acquirer reasons that without a point of differentiation, a distributor is vulnerable to a price war. Rather than acquire a target company, a savvy potential acquirer of a distributor could temporarily lower their price for whatever is being distributed and woo most of the target company’s customers without acquiring the company.

However, the key to this transformation lies in setting yourself apart through innovation and the development of intellectual property (IP).

The Value of Developing Your Own IP

Look at the story of Miles Faulkner, the founder of Blended Perspectives, a reseller specializing in Atlassian products, which offer software solutions for large teams. Faulkner’s story provides a blueprint for how to punch above your weight when selling a business that distributes or resells other companies’ products.

Driven to create a more valuable reseller, Faulkner set his sights on creating a product of his own: the Marketplace Analytic Research Service, or MARS. This tool is designed to guide Atlassian users in selecting the most appropriate aftermarket apps to supplement their Atlassian software.

--

--

The Freedom Owner
The Freedom Owner

Published in The Freedom Owner

If you’re like most business owners, you aspire to have the freedom that comes from owning your own business. Unfortunately, growing a larger business gets you further from your ultimate goal of freedom. Read this publication to claim back your Freedom.

Andre Abi Awad
Andre Abi Awad

Written by Andre Abi Awad

Claim your Freedom as a Business Owner — Read more on “The Freedom Owner” publication on my profile. Helping Entrepreneurs in 54 countries since 2008.

No responses yet