In 2018, MDM readers responded most strongly to news about what to watch for in a changing industry. Tips for improved customer relationships and marketing also struck a chord. Here, we present our Top 5 most-read blogs for 2018:
March 5, 2018 – By Ian Heller
MDM President Ian Heller breaks down why Warren Buffett is struggling to find good companies to buy at a reasonable valuation. According to Heller, Buffett believes that good acquisition targets have “durable competitive strengths; able and high-grade management; good returns on the net tangible assets required to operate the business; opportunities for internal growth at attractive returns; and, finally, a sensible purchase price.”Based on those criteria, Fastenal and Grainger could be acquisition targets.
July 17, 2018 – By J. Michael Marks
Most distributors are offering customers products that they really don't want or need. Mike Marks, managing partner of Indian River Consulting Group, lists five things that matter less to customers than most salespeople think — and what to sell instead.
June 26, 2018 – By Tom Gale
Every year Modern Distribution Management releases its ranking of the top 40 wholesale distribution companies in North America. The ranking, which covers 14 industry sectors, is sponsored by Epicor. In 2018, W.W. Grainger, Inc., Lake Forest, IL, was No. 1, followed by Airgas, Radnor, PA, at No. 2 and HD Supply, Atlanta, GA, at No. 3. The big news for 2018: Amazon Business made its debut entry on MDM’s list at No. 6.
January 3, 2018 – By Ian Heller
The median tenure for CMOs at U.S. consumer brand companies is 27 months, according to a March 2017 report from executive recruiting firm Spencer Stuart. MDM President Ian Heller believes the tenure for distribution marketing leaders may be even shorter. For those interested in long and happy career paths, Ian compiled the “10 Commandments of Distributor Marketing.” Ignore them at your peril!
October 30, 2018 – By Keith Reinhard
In mid-October, MDM published a two-part blog series on Grainger’s future. In response, Keith Reinhard, who was employed by Grainger for over twelve years, including three and a half years as a Director of Corporate Sales, offered his own take on why the company will be challenged moving forward.