MDM News Digest 4416
News briefs from August 11-August 25.
August 25, 2014
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: Out of 'Surviving' and on to 'Thriving'
- MDM Industrial Inflation Index: July 2014
- Monthly Wholesale Trade Data: June 2014
- News Digest
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Who’s My Coach? The Changing Role of Sales Managers
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 is the first important step to take when shifting a management culture.
This article looks at reasons why the change is happening and what sales managers can and in some cases, should be doing to improve their management styles.
This article includes:
- Why sales managers should consider being proactive, not reactive
- Important first steps to take when shifting a management style
- How technology tools can help (and hurt) the sales team
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- Commentary: The Trouble with Rebates
- Interview: Operations as a 'Lever for Innovation'
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
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 and nondurable goods
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- 2Q14 MDM-Baird Distribution Survey Results
- 2Q14 MDM Pricing Trends Report
- Building on Already Profitable Business
MDM Industrial Inflation Index: July 2014
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 2Q14 Pricing Trends Report
- MDM/Baird Survey: Distributors See Measured Growth in 2Q
- The State of Analytics in Distribution
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.
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Who's My Coach? The Changing Role of Sales Managers
- Interview: Operations as a 'Lever for Innovation'
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
MDM Interview: Operations as a ‘Lever for Innovation’
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 professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.
This article includes:
- How to change the decisions made in your company
- Why to change those decisions
- Innovative operations strategies for better management and return
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Who's My Coach? The Changing Role of Sales Managers
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’
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 than just a few months ago.
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Who's My Coach? The Changing Role of Sales Managers
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
Risk-Aversion Keeps Economy from Growing Faster
MAPI: Confidence is high, but consumers and businesses want to avoid debt-driven growth.
Berlin Packaging to be Acquired by Oak Hill Capital
Oak Hill is investing in partnership with Berlin Packaging's current management team.
HD Supply Waterworks Opens New Headquarters & Training Facility
The move to the 60,000 square foot facility provides a new operations base.
Chicago Fed National Activity Index Up in July
Employment-related indicators contributed 0.13 to the CFNAI in July, down from 0.26 in June.
Sonoco Agrees to Acquire Weidenhammer Packaging Group
Acquisition expected to increase Sonoco's consumer-related packaging and services business to $2.8 billion in annual sales.
