External factors should play a role in your strategic plan, says Brent Grover in The Little Black Book of Strategic Planning for Distributors. In the newly released 2013 Distribution Trends with Brent Grover video (watch below), Brent examines specific factors distributors should consider when planning for 2013.

The European debt crisis and the slowdown of growth in Asia are affecting demand for the products wholesale distribution companies sell. Further complicating things, Brent says trend researchers are predicting an economic slowdown in the U.S. in the latter half of 2013.

Despite global complications, Brent says U.S. housing starts will increase next year, and domestic vehicle production will continue to be strong. Natural gas exploration, which has given a great deal of lift to the economy, will continue to benefit distributors, especially those catering to the right customer segments in the right geographic markets.

Another trend that will affect businesses next year is an aging salesperson demographic. Brent says during the recession, few new hires were made, and those already on staff tended to stick around often due to deferred retirement plans.

Brent also discusses vending trends, the emergence of distributor “coopetition” and the need for strategic pricing in the video below. Watch now.