For many of us, the past five years have played out as a once-in-a-career disruption in an industry lifecycle where business model transformation is accelerating — specifically across sales process, digital, data analytics and culture. It’s been redefining the rules to compete in a marketplace with high noise-to-signal and distortion ratios.

Wholesale distribution is in a generational SHIFT from top-down, command-and-control organizational structures to flatter, more networked, collaborative teams. It’s been a bumpy road for most distributors with aging sales teams and a tougher competitive environment. But as in any time of uncertainty and transition, there are mountains of opportunity for distributors to mine over the next several years. Just not by doing the same stuff and expecting better results.

This is why MDM’s 2025 SHIFT conference — coming May 13-15 in Denver — is not merely an event but a critical convergence point for leaders in distribution looking to shape the future of their businesses and the industry at large.

Building on a Legacy of Innovation

Since 2017, with the launch of our annual Sales GPS conference series and rebranded three years ago, SHIFT has been synonymous with forward-thinking and transformation. Our journey began with a laser focus on reengineering the sales process, challenging the traditional dominance of field sales in distribution. As digital platforms and data analytics continued to redefine the landscape, our community’s focus expanded, embracing these new tools to foster more dynamic, efficient and customer-centric selling and business models.

The pandemic in 2020 accelerated the challenges to traditional selling, with a massive shock to work culture and traditional customer engagement methods. In response, we’ve continued to evolve the focus of our research and annual conference themes to connect distribution leaders who leverage the common denominator of disruption to differentiate their value and grow market share.

This year, at SHIFT 2025, we’re taking a bold step further by integrating artificial intelligence deeper into the core of our discussions. AI is not just a tool of the future — it’s a transformative force reshaping our present operations and strategies. Kevin Reid-Morris’s lead keynote on the practical adoption of AI in distribution — based on his comprehensive two-year study — will not only provide insights but also practical paths forward for integrating AI into our businesses. Attendees get a first-look at the more than 50 distribution-specific, practical-use AI applications his research has documented.

Why Attend SHIFT 2025?

Collaborative Learning: SHIFT 2025 is structured to foster a collaborative learning environment with your peers. Perhaps more importantly, it’s an opportunity to bring your leadership team together to challenge their thinking and create a common vocabulary around innovation and productive change within your organization (we highly encourage the many leadership teams that attend to split up and talk to others — compare notes when you get home!). With an increased focus on roundtable discussions this year, you can share challenges and explore new ideas across the four dimensions crucial for modern distribution strategies: hybrid sales, digital, data analytics and culture.

Benchmarking Opportunities: Our unique kickoff session — “Benchmark Your Innovation & Transformation Levers Workshop” — uses a comprehensive assessment tool designed for SHIFT. This session provides you with direct feedback on how you compare with other innovators, which is invaluable in measuring your progress and refining your strategic approach.

Expert Insights and Peer Networking: Engage with industry leaders and peers in discussions that promise to extend beyond theory into managing the inevitable challenges of any change effort. The conversations at SHIFT are about generating tangible outcomes — equipping you with the insights and tools necessary to move forward now.

What’s New in 2025?

Alongside the roundtables, our SHIFT 2025 agenda is packed with sessions that reflect the priorities of today’s distribution executives. From mainstage presentations that tackle the future of business model innovation to breakouts that delve into specific tactical areas like digital transformation journeys and data-driven decision-making, each segment is designed to address the immediate and future needs of our community and your market.

Furthermore, our focus on AI this year is more than just a theme. It’s about embedding intelligence into every layer of your operations, from inventory management to customer engagement. The insights from our speakers, drawn from both within and outside the industry, will provide a fresh perspective on how to leverage AI to not just compete but lead in a rapidly evolving marketplace.

Join Us at SHIFT 2025

SHIFT 2025 isn’t just another industry conference; it’s a strategic platform and a resource for clarity, designed for leaders who are ready to challenge the status quo and drive meaningful change within their organizations and the wider industry. For many companies, it’s been a launchpad that has unlocked tens of millions of dollars in growth and profit. Your participation is more than attendance — it’s an investment in the future of your business.

I invite you to join us, to share your challenges, contribute your insights and to collaborate on the strategies and tactics that will define the future of distribution. Let’s SHIFT together towards a future that’s not only possible but is being shaped by our collective efforts today.

Register now and be part of shaping the future of distribution.