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Day: July 10, 2016

M&A in Distribution, Part 2: Navigating the M&A Landscape

With M&A poised for a strong finish this year, distributors on either side of a deal should strategically prepare now for the opportunities that will arise. Buyers must carefully examine how a targeted asset fits, and sellers must ensure maximum value before entertaining offers.

This article includes:

  • Strategies for sellers to get maximum value
  • What buyers should look for in an asset
  • M&A pitfalls to avoid

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  • M&A in Distribution, Part 1: M&A Mirrors Economy
  • Industry ‘Muddling Along’ in 2016
  • A Growing Competitive Threat

Mind the Training Gap for Negotiation

Distributors lag when it comes to follow-up or reinforcement training, and they woefully lack in negotiation training, even though a major part of a buyer’s role is negotiating with vendors. This article, based on the results of a recent Real Results Marketing survey, further examines the challenges distributors face around providing training.

This article is part three in our ongoing series on training in distribution. Part one looked at how distributors can shift their thinking about training, and part two examined the challenges distributors face around providing training

This article includes:

  • Why negotiation training is critical
  • The importance of viewing training in a new light
  • Training tools and techniques

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  • The Critical Role of Employee Training
  • How to Overcome Training Challenges
  • Training, Technology Take Front Seat in Employee Retention Strategies

Market Snapshot: Tool Storage Market Demand in the United States

The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Tool Storage (portable tool boxes and drawer chests) by end user in the U.S., plus the top end users by 6-digit NAICS.

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

  • Industry Muddling Along in 2016
  • Market Snapshot: Fluid Power Consumption in the United States
  • MDM Pricing Trends Report: First Quarter 2016

Download this Issue in PDF: July 10, 2016

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

Table of Contents:

  • M&A in Distribution, Part 2: Navigating the M&A Landscape
  • Commentary: Internet Redefines Competitive Landscape
  • Mind the Training Gap for Negotiation
  • Tool Storage Market Demand in the United States
  • News Digest

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