While productivity gains in America's wholesale distribution industry have been driven in large part by rising commodities prices, future industry growth will require stepped-up investments in information technology, according to a new study sponsored by Lawson Software and conducted by Pembroke Consulting.

Of the 906 wholesale distribution executives surveyed in mid 2006 for the report, seven out of 10 are looking primarily to existing customers for growth over the next five years. But according to Adam J. Fein, Ph.D., president of Pembroke and lead author of the report, these distributors will need superior operational marketing execution to identify the best add-on sales opportunities with their current customers.

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