Eric Smith, Author at Modern Distribution Management - Page 56 of 67

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Posts By Eric Smith
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Another blockbuster deal looms for gases & welding equipment distribution.

Not enough distributors listen to their customers, and this is a problem in the era of the customer. With the rise of Amazon and other unknown disruptors possibly on the horizon, B2B companies must map their customers experience to uncover deficiencies and then work to solve them.

This article includes:

  • The new model of distribution
  • How to talk to your customers
  • Consequences of inaction

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  • Are You Really Customer-Centric?
  • Customer Engagement: Dont Be Amazon
  • 2015 State of Distributor Marketing: Effective Strategy Solves Challenges

Legacy and name recognition arent enough to take home the gold, only distributors that put the necessary work into their business will succeed.

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  • A Growing Competitive Threat
  • 2016 Distribution Remodel: Refocus on the Core
  • Work ON Your Business, Not Just IN Your Business
Quarterly-MDMBaird

Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 600 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of second-quarter results and distributor and manufacturer expectations for the remainder of 2016.

This article includes:

  • Revenue, inventory and pricing expectations
  • Sector breakdown
  • Analysis of trends affecting sales and operating performance

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

  • 2016 State of E-Commerce: E-Commerce Races to Maturity
  • 1Q2016 Financial Metrics & Trading Multiples
  • 2016 Distribution Remodel: Refocus on the Core

This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.

Understand what forces are shaping a quieter M&A landscape in 2016, as well as the trends that are surfacing for the rest of the year. This report will help you prepare for future M&A opportunities and pitfalls.

Articles included in this special report:

  • M&A Mirrors Economy
  • Navigating the M&A Landscape

Click on the link below to download this special report in PDF format.
 

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With M&A poised for a strong finish this year, distributors on either side of a deal should strategically prepare now for the opportunities that will arise. Buyers must carefully examine how a targeted asset fits, and sellers must ensure maximum value before entertaining offers.

This article includes:

  • Strategies for sellers to get maximum value
  • What buyers should look for in an asset
  • M&A pitfalls to avoid

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

  • M&A in Distribution, Part 1: M&A Mirrors Economy
  • Industry ‘Muddling Along’ in 2016
  • A Growing Competitive Threat

This article is part of MDM's 2016 Distribution Trends Special Issue.

With the forgettable first half of 2016 now behind them, distributors hope to bid farewell to a tepid sales climate that has stunted industry growth since late last year.

This article includes:

  • An overview of distributor revenue
  • How distributors are adapting to economic conditions
  • Insights from industry executives on economic trends

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Not a subscriber? Subscribe below or learn more. The full 2016 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

This article is part of MDM's 2016 Distribution Trends Special Issue.

The B2C shopping concept, in which people can get anything they need anytime they want it, is clearly influencing B2B buying. But a distributors customer has certain needs from superior product knowledge to service and sales reps available to answer phone calls that the Amazon experience cant provide.

This article includes:

  • Why a customer-focused experience is better than an "Amazon experience"
  • How distributors are improving their customer experiences
  • Tips for shifting your focus from products to customers

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Not a subscriber? Subscribe below or learn more. The full 2016 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

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