Perspectives

In B2B distribution, the density of trusted customer relationships is a better unit of strategy than geography. Why route density and category adjacency beat country-by-country expansion.

Scale only creates value where it produces capability. A capability-by-capability look at where regional scale helps hospitality suppliers, and where it only adds complexity.

Neighbouring markets look similar in a spreadsheet and behave differently on the ground. What cross-border distribution actually costs, and why existing local capability changes the maths.

A regional company is not merely a larger local company. The three layers of a platform — local strength, shared capability and regional opportunity — and how to decide what belongs where.

Hotel customers increasingly operate regionally. Their suppliers usually do not. Why that mismatch matters, and why replacing local suppliers is the wrong response to it.

Europe’s hotel industry has become increasingly regional. Much of the specialist infrastructure serving it has not. Why local supplier relationships persist — and what that means for regional scale.