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Day: November 25, 2016

The Future of Relationship Selling: The Gorilla in the Room, part 2

The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor. Part 1 examined what’s driving the shift and why distributors should act.

Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.

This article includes:

  • The difference between market-makers and market-servers
  • Relationship disruption in distribution
  • The sales rep of the future

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  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

Distribution Training Ground

While distributors often lament the growing talent gap, industrial distribution programs like the one at the University of Nebraska at Kearney are preparing students for a wide range of industry jobs. This story examines how UNK connects distributors looking to hire with students looking to work.

This article includes:

  • The ideal distribution candidate
  • Students as industry ambassadors
  • Importance of distributor commitment

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

  • What Millennials Want
  • College Connection, Part 2: Deepening the Relationship
  • 2016 Distribution Remodel: Deepen Talent Development

‘Baptized by Hydraulic Fluid’

The University of Nebraska at Kearney Industrial Distribution program's branch simulation lab lets students handle real-world scenarios. This is a sidebar to the article Distribution Training Ground.

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

  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

MDM Industrial Inflation Index: October 2016

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 Pricing Trends Report: Third Quarter 2016
  • Listen to Customers or Lose Them
  • Market Snapshot: Abrasives Market Demand in the United States

Download this Issue in PDF: November 25, 2016

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

Table of Contents:

  • The Future of Relationship Selling: The Gorilla in the Room, part 2
  • Commentary: How to Fight the Noise
  • Distribution Training Ground
  • Baptized by Hydraulic Fluid
  • Monthly Wholesale Trade Data: September 2016
  • MDM Industrial Inflation Index: October 2016
  • News Digest

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