This Year's Top 10 Articles Reflect Distributors' Mindset in 2011

When we look back on 2011, the articles we published that were the most popular on mdm.com reflected the growing attention distributors are paying to profitability and maintaining a competitive edge in a changing industry.

We Deliver Distribution News to Your Inbox Sign up below to receive MDM Update, your free weekly distribution news update by email.

More distributors are taking new sales and marketing approaches, as well as using technology to better target profit opportunities. Strategic pricing, e-commerce and online marketing were especially hot topics over the past year with readers.

Readers also continue to be interested in articles that provide perspective on the strategies and market approaches of the largest distributors who in many cases are leading the way in these areas; articles on MSC Industrial Supply, Grainger and Lawson Products made our Top 10 this year.

We've compiled a list of the Top 10 most popular articles in 2011 at mdm.com. If you missed them, click on the headlines below and log-in to read them now or print them to read them later. Not a subscriber? Subscribe today. These articles are also available in pay-per-view. Enjoy!

1. Price vs. Value: How Distributors Position Their Businesses
When it comes to positioning and messaging, the overwhelming majority of distributors in a recent MDM survey focus on the same things. 

2. The Growing Role of Master Distributors
Over the past three years, the role of master distributors has grown more critical as distributors have pared back on inventory and investment in logistics.

3. The Distributor Marketing Imperative
This article explores approaches to sales channels by distributors, based on an in-depth survey of MDM readers. It compares approaches the largest distributors take vs. smaller and mid-sized distributors.

4. The State of Distributor Catalog Marketing
Despite the growth of e-commerce, print remains a key channel for wholesale distribution. This article looks at what’s driving attitudes about print marketing among distributors in an increasingly digital age.

5. MDM Interview: MSC’s Plans for Long-Term Growth
(Also popular: MSC’s Plans for Product Expansion)
MDM Associate Editor Jenel Stelton-Holtmeier spoke with MSC Industrial Supply President & CEO David Sandler and COO Erik Gershwind about trends in the industry, MSC’s succession plan, company culture, and plans for expansion.

6. Grainger’s E-Commerce Evolution 
Grainger has long been known as ahead of the curve in its e-commerce initiatives. Here's an in-depth look at the $6.2 billion MRO distributor's journey and the lessons it learned along the way.
 
7. When You Should Charge Separately
Many distributors are wary of charging separately for items such as small orders or fuel, but experts say what’s known as price partitioning can be a successful part of a distributor pricing strategy.

8. Private Equity Drives Deal Demand 
This article examines the role private equity – economic buyers looking for a high rate of return on their investments – is playing in the consolidation of distribution markets.

9. The Transformation of Lawson Products
Lawson Products CEO Thomas Neri and COO Harry Dochelli talk about the changes they are making to better compete in the market, including a new SAP system and a reorganized sales force.

10. A Compensation Strategy Review 
To manage this sensitive area in these difficult times, a smart, proactive approach is needed to effectively manage human capital.