Elizabeth Galentine, Author at Modern Distribution Management

Want to Enhance Your Website? Think Like a Content Storyteller

Shift7 Digital CEO Andrew Walker explains why the "product, product, product" mentality won’t take your distribution website to the next level.

January 11, 2022

Operations

NAW CEO Gives Executive Summit Preview

Eric Hoplin outlines how the National Association of Wholesaler-Distributors intends to mix fun, education, networking and politics as the conference returns to an in-person event.

January 6, 2022

Strategy

2022 Strategy and Leadership Outlook: Shifting Power Dynamics

To adapt and stand out during market consolidation, expect more distributors to find niches and develop specializations.

January 5, 2022

Technology

2022 Distribution Technology Outlook: Tech Investments to Strengthen Process

Look for technology that will assist with distributors' ongoing challenges through sales enablement, automation, e-commerce, AI and more.

January 3, 2022

Operations

2022 Distribution Operations Outlook: Level-Setting in a Challenging Environment

Supply chain issues will touch everything from the way salespeople spend their time and prioritize customer relationships to facility management, pricing and labor strategy.

December 29, 2021

Sales & Marketing

2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation

Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.

December 27, 2021

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships in Distribution

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

December 20, 2021

Sales & Marketing

Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure

Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here's how they developed a new integrated approach.

November 29, 2021

Research & Analytics

Wholesale Distribution Revenue Growth Rate Ticks Upward

Some sectors see price increases beyond expected pandemic-related turbulence while job growth levels reflect larger national trend.

November 28, 2021

Strategy & Research

Expect Pricing Pressures to Remain High into 2022

Ongoing inflation and supply chain issues likely to impact growth projections into next year.

November 11, 2021

Operations

Through Pandemic Demand, Health Care Distributor Prioritizes Environmental Sustainability

Despite a demand spike for its PPE products and more, health care distributor Henry Schein in 2020 made significant advances in its environmental sustainability initiatives across 32 countries and 1 million customers worldwide.

October 13, 2021

Strategy

Commentary: Successful Habits Often Start with a Small Step in the Right Direction

What does it take to build successful habits and keep them going for the long term? Consider setting micro goals for yourself and your business.

September 30, 2021

Sales & Marketing

Sales Travel Will Continue to Be a Mixed Bag in 2022

Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.

September 28, 2021

Full Issue PDF

Download this Issue as a PDF: September 25 2021

This issue of MDM Premium takes a look at the state of operations in the industry. We feature a frank discussion with F.W. Webb's Jeff Pope on pandemic-era leadership, address the status of in-person sales calls and supply chain disruption, as well as expectations for future PPE inventory strategy.

September 24, 2021

Strategy

2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension

Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.

September 9, 2021

Strategy

Commentary: 2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension

Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.

September 9, 2021

Full Issue PDF

Download this Issue as a PDF: September 10 2021

MDM's annual Trends Survey issue looks at the state of distribution 18 months into the pandemic through the lenses of Sales & Marketing, Technology, Operations and Strategy & Leadership. Read the September 10 issue to learn how survey respondents are preparing for a successful 2022, including expectations and priorities for the coming year.

September 9, 2021

Full Issue PDF

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.