Day: August 25, 2013

MDM Industrial Inflation Index: July 2013

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. Metal

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  • MDM 2Q13 Pricing Trends Report
  • MDM Interview: Countering Price Pressure in Distribution
  • Data Security Risks Grow

The Counterfeit Challenge

The prevalence of counterfeit products has grown in recent years, as the Internet and a global marketplace have increased their accessibility. The impact goes beyond financial. In several sectors, serious safety risks come with counterfeit goods. This article examines the scope of the problem, as well as how distributors and manufacturers can work together to combat it.

This article includes:

  • The scope of the counterfeit problem
  • Risks associated with counterfeits
  • How distributors and manufacturers can work together against the problem

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  • Data Security Risks Grow
  • Why Online Marketing is Essential for Distributors
  • Global Competition on a Local Level

Commentary: Slowing Down to Grow Fast

Today it is easier to monitor financial metrics with better technology tools, but you have to understand, commit and prioritize the key drivers for your company."You're better off slowing down and capturing expense dollars you're losing than flying too high, too fast."

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  • Survey: Distributors 'Shake Off the Dust'
  • Distributor Collaborations Add Value, Build Local Influence
  • Commentary: Better Questions, Simple Analytics

MDM Interview: Building a Collaborative Culture

Evan Rosen’s latest book, The Bounty Effect: 7 Steps to the Culture of Collaboration,addresses how companies can build an internal culture of collaboration, moving away from the traditional command-and-control setup to a collaborative approach to effectively compete in rapidly changing market.

In this interview, Rosen talks about:

  • Challenge distributors might face in building a culture of collaboration
  • Why it is critical to change how you think about your work force structure
  • Using technology to improve your results

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  • The Shifting Competitive Landscape
  • How to Counter Objections to CRM
  • Hiring in Distribution Complicated by Lack of Visibility, Shifting Needs

The Case for a Radical Sales Overhaul

As customers’ buying behaviors change, so too must distributors’ selling priorities. Mike Marks and Steve Deist of Indian River Consulting Group say that despite the challenges, radically re-organizing sales structure can create higher customer value and switching costs while improving margins.

This article includes:

  • How to assess total selling costs, as opposed to just transactional costs
  • Tips of overhauling a traditional sales structure
  • The value of a market-base model

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  • From Sales-Driven to Customer-Driven
  • New Definitions of Partnership
  • Bridging the Value Gap

Monthly Wholesale Trade Data: June 2013

Sales and inventories data for wholesaler-distributors in June 2013.

This article includes:

  • Wholesale trade revenues for durable and nondurable goods in June 2013
  • Monthly inventories/sales ratio for the industry
  • Sales & inventory trends for durable and nondurable goods

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  • The Extended Value Index
  • Distribution Profitability Case Study
  • Support a Differentiation Strategy