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Modern Distribution Management

MDM Premium: Aug. 25, 2014

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Volume 44, Issue 16: Aug. 25, 2014 - Changing Role of Sales Managers

Volume: 44
Edition: 16
To download this issue in PDF, scroll to the bottom of the Table of Contents, and click on Download This Issue in PDF.


Who's My Coach? The Changing Role of Sales Managers

Younger sales teams looking for ‘coaches,’ not ‘dictators.’
Baby boomers are retiring, and sales managers are recognizing that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team ...
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Commentary: The Trouble with Rebates

Rebate structures are still driving dysfunctional behavior, making distributors vulnerable. The article addresses how today's rebate structures make individual companies, and in most cases entire channels, more vulnerable in current market conditions. Subscribers should log-in ...
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MDM Interview: Operations as a ‘Lever for Innovation’

Methods for business model innovation that embrace risk
Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and ...
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U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’

Consumer and business confidence is high, but aversion to risk still strong
The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment ...
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MDM Industrial Inflation Index: July 2014

Modern Distribution Management's Industrial Inflation Index measures a cross-section of industrial supplies
Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies. This index includes: Abrasives Products Cutting Tools Power Transmission Equipment Fasteners Valves, etc. Power Tools Material Handling Equipment Belting Hand Tools Misc. ...
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Monthly Wholesale Trade Data: June 2014

Sales and inventories data for wholesaler-distributors in June 2014. This article includes: Wholesale trade revenues for durable and nondurable goods in June 2014 Monthly inventories/sales ratio for the industry Sales & inventory trends for durable ...
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MDM News Digest 4416

News briefs from August 11-August 25
News briefs from August 11-August 25.
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Download this Issue in PDF: August 25, 2014

This is the PDF of this issue of Modern Distribution Management. Table of Contents: The Changing Role of the Sales Manager Commentary: The Trouble with Rebates Interview: Operations as a 'Lever for Innovation; U.S. Economy: ...
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