November 25, 2013 - Modern Distribution Management

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Day: November 25, 2013

Monthly Wholesale Trade Data: September 2013

Leave a Comment / Economic Trends, Research & Analytics, Subscriber Only / By

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

This article includes:

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

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following articles:

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

MDM Industrial Inflation Index: October 2013

Leave a Comment / Economic Trends, Research & Analytics, Subscriber Only / By

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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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM 3Q13 Pricing Trends Report
  • MDM-Baird Distribution Survey: Slow but Steady Growth in Third Quarter
  • Data Security Risks Grow

Auto Industry’s Return from Collapse

Leave a Comment / Economic Trends, Research & Analytics, Companies, Top Distributor Sectors, Power Transmission/Motion Control/Fluid Power, Subscriber Only / By

The U.S. automotive industry hit bottom in 2009, with total light-vehicle sales falling to 10.4 million units the lowest level since 1982. Chrysler and GM filed for bankruptcy that year; Ford, while avoiding the courts, had to make its own cuts.

Today, the industry is nearing full recovery, albeit with some significant changes. This article examines the current state of the automotive industry in North America, how the recovery has affected suppliers and distributors serving the market and the outlook.

This article includes:

  • Distributors' perspectives on the auto industry collapse and recovery
  • Lessons learned
  • Outlook for the auto industry in North America

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Wallet Share, Demands Drive Acceleration in Channel Convergence
  • Third Quarter MDM-Baird Survey: Slow But Steady Growth
  • Wind Market Grows; Challenges Remain

Commentary: The 20/80 Paradigm for Sales Today

Leave a Comment / Technology, Sales & Marketing, Subscriber Only / By

The norm is now people who walk around with two or three devices - phone, tablet, laptop. So why are so many salespeople still selling as though the Internet doesn't exist?

Publisher Tom Gale's perspective looks at why distributors need to think differently about the fact that most people have already does their research before they reach out to a supplier. How can that supplier fill in the information gaps and add value?

MDM Interview: Giving Up Control of Your Business

Leave a Comment / Human Resources in Wholesale Distribution, Operations, Strategy, Management, Top Distributor Sectors, Subscriber Only / By

Business owners procrastinate when it comes to succession planning for many reasons, including uncertainty over potential successors and concerns about how affected family members and key employees will react. But these obstacles aren’t insurmountable, according to Lawrence Gold, corporate attorney for law firm Carlton Fields and author of Passing the Torch Without Getting Scorched: Preserving Your Legacy With Smart Succession Planning.

This interview includes Gold's take on:

  • Why management and ownership succession are different
  • Why it's hard for owners to prioritize succession planning
  • How to decide whether to pass the company to family

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: Avnet's Roy Vallee Reflects on Changes in the Industry
  • Succession Planning: What's Next?
  • Strategic Planning for Distributors

Where Managers Blunder

Leave a Comment / Human Resources in Wholesale Distribution, Operations, Strategy, Management, Subscriber Only / By

This article presents the findings of a two-year industry study looking at where distribution industry managers blunder and what they could do better.

This article by William McCleave includes analysis of:

  • Which characteristics cause managers to blunder most
  • The best and worth characteristics of managers
  • Where managers should focus for possible improvement

Subscribers should log-in below to access. Not a subscriber? Subscribe below and you'll also get access to the following related articles:

  • Protecting Your Knowledge Base
  • The Hiring Disconnect in Distribution
  • Re-evaluate the Human Capital in Your Company

Download this Issue in PDF: Nov. 25, 2013

Leave a Comment / Full Issue PDF, Subscriber Only / By

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

Table of Contents:

  • The Auto Industry's Return from Collapse
  • Commentary: The 20/80 Sales Paradigm for Today
  • MDM Interview: Giving Up Control of Your Business
  • Where Manager Blunder
  • Distribution Financial Metrics & Trading Multiples
  • Monthly Wholesale Trade: October 2013
  • Industrial Inflation Index: October 2013
  • News Digest

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