The customer base can be expanded by wholesalers diversifying into other sectors and by improved customer services. Customer care is vital for retaining customers. Packaging is a supplier not a wholesaler problem. There is a trend towards central warehousing. The dismantling of EC trade barriers has impacted little upon UK wholesalers.
Wholesalers are suspicious of new product launches.
They believe that most fail. Some wholesalers believe that there will always be a hard core of independent retailers. Others see the industry polarising between a handful of giant generalists and a large number of small specialist wholesalers with nothing in between. Some wholesalers see the growth of petrol station shops and shopping as a future threat to their business. The factors influencing this forecast are mainly positive in terms of stimulating sales, i.e. improvement in the economy, polarisation, diversification, increased customer care and the blurring of the distinction between wholesaling and retailing.