VIRGINIA BEACH , Va. – STIHL Inc. recently welcomed Dr. Andrew R. Thomas, author of “The Distribution Trap: Keeping Your Innovations from Becoming Commodities,” to its Virginia Beach headquarters. Thomas took part in a documented discussion with STIHL Inc. President Fred J. Whyte on the recent release of the book, which features a chapter examining STIHL’s unique dealer-only distribution strategy.
Nearly 50 STIHL managers and other distinguished guests from the local community were present to welcome Thomas and listen to his discussion with Whyte on why STIHL chooses not to sell to big-box stores such as The Home Depot® or Lowe’s®. Both men agree that manufacturers who choose to sell to so-called “megas” often face weakened product control that can hinder quality and innovation. Whyte also discussed the STIHL stance on selling solely through independent servicing STIHL dealers and the benefits this practice has to consumers, such as the ability to educate customers on safety procedures and equipment.
“The story of STIHL is a story of invention, creativity, and quality coupled with service, loyalty, and vision,” said Thomas in his book. “It is the last of these, a remarkable clarity of vision, that has kept the firm out of the distribution trap.” He also made a point to mention that he has received no funding from STIHL for his work. Thomas also revealed he and his co-author’s interests were piqued after reading an article in the Wall Street Journal headlined “Too Good for Lowe’s and Home Depot?,”which discussed the decision by STIHL to stay away from big-box store sales.
About Dr. Andrew R. Thomas
Andrew R. Thomasis assistant professor of Marketing and International Business at the University of Akron. He is a New York Times bestselling business writer and a successful global entrepreneur who has conducted business in more than 120 countries on all seven continents. He is a regularly featured analyst for CNBC, FOX and BBC, and has also been featured in the Wall Street Journal and MIT Sloan Management Review. He also serves on the visiting faculty of the International School of Management and EmmanuelUniversity in Oradea, Romania. “The Distribution Trap: Keeping Your Innovations from Becoming Commodities,” co-authored by Timothy Wilkinson, can be ordered nationwide through independent bookstores and is also available on Amazon.com.
About STIHL
STIHL Inc. manufactures the world’s largest selling brand of chain saws and produces a full line of powerful, lightweight, and versatile handheld outdoor power equipment for homeowners and professional users. STIHL products are sold through servicing power equipment retailers from coast to coast— not mass merchants. STIHL products sold through U.S. STIHL dealers are for distribution in the United States only. For more information or for the name of the closest STIHL retailer call toll free 1-800-GO STIHL (1-800-467-8445) or visit the STIHL Web site at http://www.stihlusa.com.
STIHL is pleased to support the Tree Research and Education Endowment Fund (TREE Fund), International Society of Arboriculture (ISA), the Tree Care Industry Association (TCIA), National FFA, Professional Landcare Network (PLANET), the American Tree Farm System (ATFS), and the National Association of State Park Directors (NASPD).
For information on job opportunities with STIHL Inc., please go to http://www.stihlcareers.com. STIHL is an EEO and drug-free work environment.
The Home Depot and Lowe’s are registered trademarks of their respective companies.
