David Gordon, Author at Modern Distribution Management

Infrastructure – The Revenue Opportunity is Coming

Here are some tips on how to tap into the coming trillion-dollar — yes, trillion with a “t” — infrastructure spending program.

July 27, 2021

Strategy

The 4 Phases Needed to Develop a Successful Business Plan

Develop a strategic plan that allows you to be intentional in your actions through introspection, idea generation, execution and ongoing evaluation, according to Channel Marketing Group's David Gordon.

January 5, 2021

Technology

Manufacturers Differentiate Distributor Support Based on E-Commerce Investment

And other critical reasons why e-commerce investment is the smart choice for nearly all distributors, from Channel Marketing Group's David Gordon.

December 7, 2020

Operations

Will Fear of Wall Street Impact Manufacturer Sales Organizations?

If public companies are saving on T&E, how much of a T&E increase will they be able to justify to Wall Street if it reduces earnings and doesn’t increase sales?

November 17, 2020

Technology

What Walmart Can Teach Distributors About E-Commerce

Size doesnt matter when it comes to being successful in e-commerce. Walmart recognized that its prior e-commerce team, and perhaps its vision, could only take the company so far. It needed new blood, says Channel Marketing Groups David Gordon.

June 19, 2020

Sales & Marketing

How to Get Prospects to Want to Do Business with You

A potential customer who is already signed on with another distributor doesnt need your business but you can increase the chances that theyll want it. It starts with showing interest, says Channel Marketing Groups David Gordon.

March 18, 2020

Sales & Marketing

Convenience Will Deliver Sales and Loyalty

Consumer experiences are quickly carrying over into the buying expectations of B2B customers.

November 13, 2019

Leadership

Herm Isenstein, Founder of DISC, Passes Away

Isenstein was the founder of DISC, the industrys first, and foremost, market data resource.

October 8, 2019

Strategy

Lessons for Distributors as FedEx Ends Relationship with Amazon

As Amazons ground and air delivery services continue to grow, the decision by FedEx highlights a dilemma often faced by distributors: Is the business gained from a relationship with Amazon worth the potential risks of working with a competitor? David Gordon of Channel Marketing Group weighs multiple considerations and potential alternatives for distributors.

September 18, 2019

Sales & Marketing

When is it OK to Compete on Price?

There is a segment of distribution customers who are only interested in price.

August 21, 2019

Sales & Marketing

MRO Buyers Primed for New Suppliers

Large-account buyers may be warming up to Amazon Business.

March 26, 2019

Research & Analytics

10 Channel Dynamics for 2019

As we turn the page to 2019, many industry observers are offering predictions. Instead of following the crowd, however, David Gordon discusses some dynamics that are significantly affecting the electrical distribution channel.

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January 10, 2019

Research & Analytics

Fostering a Culture of Innovation

Innovation is critical to long-term success in distribution. This article shares tips on how to create a culture that encourages innovation throughout your organization.

This article includes:

How distributors currently innovate
Attributes of innovation
Six options to consider for improving innovation

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

2016 Distribution Remodel: How to Build a Better Business
Move Beyond Sales Training
MDM Interview: Beyond Change Management

April 25, 2016

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