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Distribution Interviews

MDM Executive Briefing: Making 'Value' Mean Something to Customers

In the May 2013 episode, Tim Underhill talks about effectively documenting value-add, and Angela Poulson interviews Hydradyne EVP David Parks.
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MDM Interview: Redefining Competitive Advantage

Author: People often ‘cling’ to advantages that have faded
InThe End of Competitive Advantage: How to Keep Your Strategy Moving as Fast as Your Business, Columbia Business School Professor Rita Gunther McGrath argues that it’s time to go beyond the concept of sustainable ...
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Recommended Reading: 3 Ways Big-Box Stores are Impacting Distribution Channels

Distributors are facing increased competition from retailers' focus on professional markets.
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MDM Interview: As Manufacturing Evolves, Learn & Adapt or Be Left Behind

Bishop-Wisecarver’s Pamela Kan on preparing for and responding to changes in the manufacturing industry.
Manufacturing has seen significant significant shifts in techology and skill needs in recent years. Pamela Kan, president of Bishop-Wisecarver Group, a manufacturer of linear and rotary motion products, spoke with Associate Editor Jenel Stelton-Holtmeier ...
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MDM Interview: Disintermediation & Channel Conflict

How the building materials sector is responding to a changing marketplace
Principia Consulting’s Building Products Distribution 2012 study identifies the best growth opportunities in the sector through 2014 and provides strategies for value creation and competitive advantage. Ken Jacobson, partner at Principia, spoke with MDM ...
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MDM Interview: Wanted - A U.S. Manufacturing Renaissance

Harvard professor, author on why domestic production & innovation are linked
In Producing Prosperity: Why America Needs a Manufacturing Renaissance, Harvard Business School professors Gary Pisano and Willy Shih explain their view that when U.S. companies outsource their manufacturing operations, much of the country’s ability ...
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Tip: Don't Stop Learning

No matter how long you've been in the industry, the pace of change dictates you open yourself to ongoing education.
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MDM Interview, Part 2: Vallee Reflects on Changes in the Industry

Avnet chairman caps 35 years in industry, provides advice to next generation
In November, Roy Vallee, executive chairman of electronics distributor Avnet (NYSE: AVT), will retire after 35 years with the company. He served as COO and then president from 1992 until July 2011. Vallee saw ...
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Lessons from Avnet's Rapid Growth

Roy Vallee on being at helm of a distributor that grew from $2B to $26B
In November, Roy Vallee, executive chairman of electronics distributor Avnet (NYSE: AVT), will retire after 35 years with the company. He served as president and COO from 1992 until 1998, when he was promoted ...
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MDM Interview: Get Strategic Clarity Before a Sales Compensation Change

Mike Emerson on steps to take before redesigning your sales compensation plan
In the recent MDM-Baird Distribution Survey, we asked readers how satisfied they are that their current sales compensation plans support their business objectives. More than 60 percent responded that they are very or pretty ...
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