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Day: January 10, 2016

Chasing Profitability

After following a yo-yo pattern in the wake of the Great Recession, distributor performance appears to have leveled off. The following analysis by Al Bates, director of research for Profit Planning Group and principal of the Distribution Performance Project, examines key profit drivers in wholesale distribution across 31 lines of trade. This article includes historical data from the past five years and trends in 2014, the latest year for which full data is available.

This article includes:

  • Distributor ROA by line of trade, year & segment
  • Sales growth & gross margin for distributors
  • Inventory turnover & days sales outstanding for distributors

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  • MDM-Baird Distribution Survey: Grinding to a Halt
  • MDM Interview: Beyond Change Management
  • Top Trends for 2016

Commentary: Lessons from Lyft & GM – Adapt

Distributors can benefit from rethinking how they do business. And General Motor's investment in Lyft provides a few timely lessons on this.

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  • 3 Keys to a Successful Digital Strategy
  • Integrated Supplys Next Phase
  • Rebranding Road Map

2016 State of Distribution Inside Sales: Strive to be Proactive

A joint MDM-Real Results Marketing survey revealed that inside sales teams struggle in balancing proactive and reactive sales activities. This article examines how distributors can streamline those activities to make their inside sales teams more effective and increase revenue.

This article includes:

  • How inside sales teams spend their time
  • Ways distributors' measure inside sales teams
  • Tips for improving effectiveness of inside sales

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  • Who's My Coach? The Changing Role of Sales Managers
  • Industry 4.0: Technology-Driven Change
  • AJ Adhesives Takes Service to New Level

Market Analysis: Janitorial Supplies Consumption in the United States

The MDM Market Analysis, based on data from MDM Analytics, includes consumption of janitorial supplies by end user in the U.S., plus the top end users by 6-digit NAICS.

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  • MDM Pricing Trends Report: Third Quarter 2015
  • Market Analysis: Safety Products Consumption in the United States
  • Forecast: Continued Growth in 2016

Download this Issue in PDF: January 10, 2016

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

Table of Contents:

  • Chasing Profitability
  • Commentary: Lessons from Lyft & GM - Adapt
  • 2015 State of Distribution Inside Sales: Strive to be Proactive
  • Market Analysis: Janitorial Supplies Consumption in the United States
  • JLL Industrial Outlook: More Ships, More Investment
  • News Digest

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