November 10, 2012 - Modern Distribution Management

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November 10, 2012

3 Marketing Moves Distributors Should Make in 2013

This article looks at fundamental shifts in business over the past couple of decades and what they mean for how distributors approach marketing. Jonathan Bein of Real Results Marketing uses past MDM surveys and his experience working with distributors to highlight the top three marketing moves distributors must make to grow in the new year.

The vast majority of distributors who are still in business today have good direct salespeople without whom they would not be in business. Yet the distribution world is changing – it’s not your grandfather’s distribution business anymore. Your grandfather’s distribution business relied almost exclusively on strong relationships between direct or in-store salespeople and the customer.

The first big change is that in today’s world, your competitor could be ...

Commentary: The Ongoing Strength of U.S. Manufacturing

“U.S. manufacturing has never been stronger.”

That’s a comment from an article in the Nov. 4 edition of The New York Times Magazine. The piece is a combination essay/photo survey of the corridor between Washington, D.C. and New York City. In it they featured what you see riding the train between the two cities and how it provides a true picture of the U.S. economy.

Citing the United Nations Statistics Division, the article says that the dollar value of goods made in America is at an all-time ...

How to Get Sales Reps to Do What You Want

Steve Deist of Indian River Consulting Group says that getting sales reps to do what you want starts with figuring out what your customers want. In this exclusive MDM Webcast summary, Deist talks about steps distributors can take to segment, target and position more effectively – the first steps to building out a better sales force structure and sales compensation program.

How can you get sales reps to do what you want them to do?

Before jumping right into sales compensation or structure as the answer, Steve Deist of Indian River Consulting Group recommends taking steps to understand the ... 

Distributors Respond to Superstorm Sandy

The devastation left in the wake of Superstorm Sandy will be felt for a long time in communities along the East Coast, with the greatest damage in New Jersey and New York where Sandy made landfall just after being downgraded from a hurricane. There it collided with a cold front to create unprecedented storm conditions.

More than week after the storm, many communities were still without power, even as stretched crews worked to remedy the situation. And fuel shortages in the hardest hit areas added to the challenges as people and businesses tried to keep their generators running.

The problem wasn’t lack of fuel in the area, according to New Jersey Governor Chris Christie in a press conference on the Saturday following the storm. Rather it’s a problem of ...

MDM Pricing Trends Report: Third Quarter 2012

This report was formerly called the Inflation by Commodity Group Report.

This report is researched and produced by MDM editors. View the Second Quarter 2012 pricing trends report here.

These product groups provide a snapshot of inflation trends based on the Producer Price Index from the U.S. Bureau of Labor Statistics. Third quarter 2011 pricing levels are compared with third quarter 2012, and second quarter 2012 with third quarter 2012.

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  • Abrasives
  • Adhesives & Sealants
  • Metal Cutting Machine Tools
  • Metal Forming Machine Tools
  • Pumps, Compressors, & Eqmt
  • Ind. Material Handling Eqmt
  • Rubber & Plastic Hose
  • Rubber & Plastic Belts & Belting
  • Ind. Rubber Products, nec
  • Metal Valves (not fluid power)
  • Personal Safety Equipment & Clothing
  • Steel Mill Products


  • Softwood Lumber
  • Hardwood Lumber
  • General Millwork
  • Gypsum Products
  • Hardboard, Particlebd, Fiberbd
  • Plywood
  • Plastic Construction Products
  • Wood Ties, Siding, Shingles,
  • Shakes


  • Electrical Machinery & Eqmt
  • Electronic Components & Accs
  • Integrating and Measuring Instruments
  • Motors & Generators
  • Wiring Devices
  • Transformers & Power Regulators
  • Switchgear, Switchboard, etc., Eqmt
  • Communications & Related Eqmt
  • Electric Lamp Bulbs & Parts

Other Related Electrical

  • Lighting Fixtures
  • Nonferrous Wire & Cable
  • Fabricated Ferrous Wire & Cable

Power Transmission/Bearing

  • Mechanical Power Transmission Eqmt
  • Ball & Roller Bearings
  • Plain Bearings & Bushings
  • Speed Changers, Drives & Gears

Fluid Power

  • Fluid Power Eqmt
  • Fluid Power Valves
  • Fluid Power Hose/ Tube Fittings
  • Fluid Power Pumps & Parts
  • Fluid Power Actuators/ Accum/ Cylinders


  • Plastic Resins & Materials
  • Plastic Products (Overall)


  • Nuts, Bolts, Screws, Rivets, Washers (overall)
  • Aircraft Fasteners
  • Externally Threaded Fasteners
  • Internally Threaded Fasteners
  • Nonthreaded Metal Fasteners


  • Hardware (overall)
  • Builders’ Hardware


  • Hand & Edge Tools
  • Power-Driven Hand Tools
  • Tools, Dies, Jigs, Molds, Fixtures
  • Cutting Tools & Accs (overall)
  • Precision Measuring Tools
  • Small Cutting Tools


  • Industrial Gases
  • Welding Machinery/ Equipment


  • Pulp, Paper & Allied Products (overall)
  • Sanitary Paper Products
  • Boxes
  • Packaging Products from Plastic


  • Air Cond. & Refrigeration Eqmt
  • Heating Eqmt
  • Plumbing Fixtures & Fittings

To view this report, log-in and click on Download pdf below the product listing.

Not a subscriber? Subscribe today for immediate access. Or purchase this report in this MDM Store.

Remodeling Market Index Up in Third Quarter

The Remodeling Market Index (RMI) climbed to 50 in the third quarter of 2012, up from 45 in the previous quarter, according to the National Association of Home Builders. The RMI is at its highest point since the third quarter of 2005, tracking the positive trends recently seen in the rest of the housing sector.

The RMI component measuring current market conditions rose to ...

Download This Issue in PDF: Nov. 10, 2012

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • 3 Marketing Moves for Growth in 2013
  • Commentary: The Strength of U.S. Manufacturing
  • How to Get Sales Reps to Do What You Want
  • Superstorm Sandy's Impact
  • 5 Common Strategic Planning Mistakes
  • Third Quarter 2012 Pricing Trends

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