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Changing Face of Personal Protective Equipment Distribution

  • March 2016
  • -
  • Frost & Sullivan
  • -
  • 69 pages

End-user Preferences and Manufacturer Dynamics Transforming Distributor Landscape

Distributors constitute a key link in the personal protective equipment (PPE) market as they account for 80% to 90% of PPE sales globally. In light of the rapid global expansion of PPE manufacturers and changing customer preferences, PPE distributors are pushed to adopt new innovative business solutions that can serve customers better. Various distributor competitive strategies such as emergence of specialist distributors, globalization, e-commerce, rise of private labels, buying consortiums, and vending solutions are discussed in detail in the study. This report also discusses the various market forces that are driving distributors to change their business models.

PPE Market—Distribution Structure
- Less than % of PPE is directly sold to end users, while the rest of PPE sales are carried out through various distribution channels, demonstrating the significance of supply chain management in building a successful PPE business.
- Distributors are sometimes the only providers in emerging regions such as Africa and South America.
- It is important for PPE manufacturers to have distribution partners who can ensure seamless market entries.
- Larger manufacturers lose perspective at the end-user level and the distributor plays a key role in communicating customer feedback to the manufacturer.
- The distribution structure of the PPE market is fairly simple, with distributors being the most important route from the manufacturer to the end user.
- Because of low barriers to entry, many types of distributors ranging from small resellers to large industrial distributors crowd the market.
- The exclusive distribution of PPE is more likely to be profitable only when distributors either sell large quantities or sell to large customers such as the public sector.
- All end-user companies in hazardous sectors need a wide range of different types of PPE to protect their employees. Most PPE manufacturers are not able to meet all of the PPE needs of a company.
- Thus, if end users are to source all of their equipment from a single partner, they choose to do so from a distributor. General industrial distributors who sell a wide array of products such as tools and chemicals that could find use in different industries also tend to sell PPE.
- Moreover, local distributors are able to offer end users many types of services that manufacturers cannot provide themselves. Distributors are, therefore, a critical link in the chain of how end users acquire PPE.

Table Of Contents

Changing Face of Personal Protective Equipment Distribution
1. EXECUTIVE SUMMARY

Executive Summary
Key Research Findings—CEO's Perspective

2. PPE MARKET—DISTRIBUTION STRUCTURE

PPE Market—Distribution Structure
PPE Market—Distribution Structure
Importance of a Distributor to the PPE Industry

3. CHANGING FACE OF PPE DISTRIBUTION

Changing Face of PPE Distribution
PPE Market is Evolving—Which Trends Impact Distributors?
Changing Face of PPE Distribution—Distributor Competitive Strategies

4. SPECIALIST DISTRIBUTORS

Specialist Distributors
Emergence of Specialist Distributors
Distributors—Levels of Specialization
Types of Specialist Distributors
Success of Distribution Models in Select Industry Verticals
How are General Industrial Distributors Responding to Increasing Strength of Specialist Distributors?

5. GLOBALIZATION OF DISTRIBUTORS

Globalization of Distributors
Distributors are Going Global
Regional Identifiers of Distributors
Benefits and Challenges of Globalization for Distributors
Consolidation of PPE Distributors
Bunzl's Global Expansion Snapshot—2010-2016
Global PPE Distribution Consolidation—Snapshot of Other Key Acquisitions

6. E-COMMERCE IN PPE MARKET

E-commerce in PPE Market
Drivers and Challenges for E-commerce in PPE Market
Potential of E-commerce in the PPE Market by Product
Success of E-commerce in the PPE Market by Region
Amazon Business—A Potential Game Changer
What Does Amazon Business Mean for PPE?

7. RISE OF DISTRIBUTOR PRIVATE LABELS

Rise of Distributor Private Labels
Rise of Private Labels
Supply Chain for PPE Private Labels
Ease of Developing Private Labels by PPE Type
How Brand Manufacturers Cope with Private Labels?

8. STRENGTH OF GPOS

Strength of GPOs
Group Purchasing Organizations
How Do They Work?
Benefits of GPOs
Some Safety GPOs around the World

9. PPE VENDING MACHINES

PPE Vending Machines
PPE Vending Solutions
PPE Vending Machines: Supply Chain
Workings of a Typical PPE Vending Machine
Ease of Vending by Products and Industries
PPE Vending Solutions are a Win-Win at All Stages of Supply Chain
Examples of Vending-friendly PPE Packaging

10. IMPORTANCE OF SERVICES

Importance of Services
Value-added Services
Stand-alone Services

11. CONCLUSION

Conclusion
The Last Word
Legal Disclaimer

12. THE FROST and SULLIVAN STORY

The Frost and Sullivan Story
Value Proposition—Future of Your Company and Career
Global Perspective
Industry Convergence
360º Research Perspective
Implementation Excellence
Our Blue Ocean Strategy

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