Why Now is the Right Time to Transform Your Sales Model
Mike Marks outlines the reasons companies should attend MDM’s Sales GPS conference in Chicago this November.
August 2021
Don’t Let Conventional Wisdom Hurt Your Customer Relationships
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
Download this Issue as a PDF: August 25 2021
The August 25 issue of MDM Premium examines the conventional wisdom on everything from sales team relationship development, post-pandemic technology preferences and digital transformation to the future of the sales model.
3 Ways to Rethink the Sales Model
Industry leaders share how distributors can transform their sales processes.
Amazon Business GM Defines Digital Transformation
E-commerce opportunities abound, says Petra Schindler-Carter.
Unpacking Distribution’s Digital Transformation Inflection Point
Three of the biggest challenges distributors face to better understand how companies should proceed with technology investment.
Commentary: Don’t Let Conventional Wisdom Hurt Your Customer Relationships
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
Are Distributors Still the Future of Distribution?
Not if they don’t adapt to the changing marketplace dynamics.
SiteOne Acquires Green Brothers Earth Works and Southern Landscape Supply
The company, known collectively as Green Brothers, serves the greater Atlanta market with four locations focused on the distribution of landscape supplies and hardscapes to landscape professionals.
Evolve from Yield Management to Revenue Management
By including costs, revenue management can balance profit, and by including ancillary revenue streams it also evaluates total customer value. It is this wide focus that makes revenue management essential for any high-performing organization.
Chicago Fed National Activity Index Up in July
The Chicago Fed National Activity Index (CFNAI) was +0.53 in July, up from –0.01 in June.
Global Industrial Appoints Alex Tomey as SVP, Chief Merchandising Officer
Industrial and MRO distributor brings on merchandising, product development and sourcing veteran.
How Bad Has Distribution Channel Erosion Become?
As a result of new channel “tributaries,” distributors have begun to see both their customers’ mindshare and share of wallet decrease as customers adjust to different, often more convenient modes of obtaining product.
Weyerhaeuser Names Keatley as SVP of Timberlands
Keatley’s promotion followed the planned retirement of Adrian Blocker, who will stay on through mid-October to serve as a senior advisor.
Wajax Expands Direct Distribution Agreement With Hitachi
The expansion of the relationship between Wajax and Hitachi is expected to strengthen the competitive positioning of both companies in the Canadian construction and mining markets.
DSG to Open New Facility in Rogers, Minnesota
The new branch will be Dakota Supply Group’s 12th location in Minnesota and 44th across six states.
Valin Corporation Acquires Sun Automation
Arizona-based Sun Automation expands Valin’s footprint and automation product portfolio.
Sonepar USA Promotes Scott Jansen to President of QED
Currently VP of sales and marketing for Quality Electric Distribution, Jansen will take over as president on Sept. 1.
Yes, You Can Use Supplier Cost Increases to Improve Your Profitability
Your sales team can use customer-level cost increases to grow sales and customer profitability if you have the processes and analysis to support them.
Applied Industrial Technologies Buys R.R. Floody Company
R.R.Floody adds a range of automation technologies and services to Applied Industrial Technologies’ portfolio.
