Elizabeth Galentine, Author at Modern Distribution Management

COVID-19: Distributors Take Hit in Late March, Move to Weather Q2

The coronavirus hit distribution hard in the second half of March, according to a first look at the latest MDM-Baird quarterly survey. And distributors are acting quickly to protect the balance sheet and cash flow. Heres a recap of Fridays MDM LIVE program, where panelists shared the latest numbers on how quickly distributor revenue is declining, as well as what distributors are doing now to stem losses and conserve cash.

April 6, 2020

Technology

Ultimation Industries Grows Online Sales with Boost from Amazon Business

After initial success through its own website, the Michigan manufacturer first looked to broaden its customer base with a few items on Amazon about five years ago. CEO Jacqueline Canny explains how the e-commerce giant has helped to supplement Ultimations e-commerce expansion and bring in a wider audience for its conveyor technology and automation products.

April 2, 2020

Leadership

Full Speed Ahead on Transformation

After helping to carry several product lines through three consecutive record sales years, 28-year-old Ryan Boyd is tasked with running a team of trainers to build and scale the companys internal training tactics, including e-learning and in-person programs.

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March 25, 2020

Leadership

‘Trust the System’: A Data-Backed Commitment to Automation

Known for his engaged and strategic perspective and strong leadership qualities, the 37-year-old Florian Ostendarp is leading the charge to automate as many processes as possible for the distribution company. Already about 80% of purchase orders are automatically processed and 67% of order confirmations are completely electronic.

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March 25, 2020

Leadership

A Natural Leader Diversifies His Skills

The 43-year-old Mike Butler prioritizes continual learning and growth and is focused on streamlining the distributors contract tool program down from more than 300 options to a select few that work best for specific industries and applications.

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March 25, 2020

Leadership

Technology Built for Distributor Needs

Through his AI-driven company proton.ai, 23-year-old Benj Cohen is creating digital capabilities targeted specifically for the needs of the distribution market with the goal of enabling reps to make more orders not just take them.

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March 25, 2020

Leadership

The Future of Distribution is Happening Right Now

The title of MDMs newest award is actually a bit of a misnomer. The Future Leader Award implies the recipients will be leading at some indeterminate time beyond the present. But what we found from all nine of our 2020 honorees is that each is making a tangible impact right now, not only on their company and colleagues but also throughout the wider industry.

March 10, 2020

Leadership

Commentary: The Future of Distribution is Happening Right Now

March 10, 2020

Leadership

A Natural Knack for Distribution

Zach Brados rise from intern to director of business development by way of the marketing department at NetPlus Alliance comes from the 30-year-olds drive to get to know the buying groups partners from the inside out and his instinctive ability to meet the needs of colleagues and customers alike.

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March 10, 2020

Strategy

Commentary: Inside Every Threat There is Opportunity

What poses the greatest threat to the master distributor model? Ask two of the master distributors featured in this issue and they will share a similar response.

February 25, 2020

Strategy

10 Acquisitions in 2.5 Years: The Strategy Behind Cook & Boardman’s Growth

Last month, The Cook & Boardman Group LLC, a specialty distributor of commercial door entry solutions and systems integration services based in Winston-Salem, North Carolina, announced its 10th acquisition in the two and a half years since CEO Darrin Anderson joined the company in the summer of 2017. A portfolio company of investment firm Littlejohn & Co. since October 2018, the acquisitions are part of a larger Cook & Boardman effort to continue to grow the companys national footprint.

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February 25, 2020

Leadership

Graybar Taps Spirit of Innovation in Digital Transformation

CEO Kathy Mazzarella draws on the distributors distinguished track record of being at the forefront of change and technological advancement to promote employee-led innovation efforts that are creating new pathways to strengthen customer connections and business growth.

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February 14, 2020

Leadership

8 Questions with Marisol Fernandez, W.I.S.E. Impact Award Winner

The Industrial Supply Associations Women Industrial Supply Executives recognized ADs president of Industrial & Safety DivisionU.S. with the award honoring those committed to advancing the development of women in the industrial channel at its fall conference.

February 12, 2020

Technology

Where Does Your Business Fall on the Commoditization Spectrum?

A sense of urgency in developing or enhancing a digital strategy for your business could be a core theme of 2020. The key word? Marketplaces.

February 10, 2020

Operations

Alibaba Group Wants to Recruit You

The global e-commerce platform's business model is built around the premise of making it easier for distributors and manufacturers to do business around the world, says John Caplan, president of North America B2B and chief growth officer, global B2B.

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February 10, 2020

Strategy

Commentary: Where Does Your Business Fall on the Commoditization Spectrum?

A sense of urgency in developing or enhancing a digital strategy for your business could be a core theme of 2020. The key word? Marketplaces.

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February 10, 2020

Technology

Are Online Marketplaces the Future of Distribution?

Speakers at NAW 2020 Executive Summit: Innovate to Dominate urged distributors who have yet to embrace e-commerce to invest in digital platforms. There is plenty of room for growth in international B2B e-commerce, which is six times larger than the B2C market, noted Alibaba Groups John Caplan.