Ian Heller, Author at Modern Distribution Management

In the prior two articles of this series, we explored the pitfalls of bad branding and damage branding agencies can do. We outlined the Branding Matrix and how you can use it to understand how much time and money to focus on developing your branding strategy. For the final article in this series, lets talk about the branding strategy itself how should you develop your slogan and your supporting messages?

This article includes:

The Branding Process
The Branding Ladder
Defining the Role of Branding in Your Company

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MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
Distributors Up Search Marketing Efforts
Amazon Business: The Burning E-Platform

March 23, 2018

Uncategorized

Commentary: Sales Growth is the Ultimate Brand Measurement

Creating a strong brand provides many benefits to distributors, of course, but the only measurement that really matters is sales results. Its hard to prove a website that only promotes the brand is somehow driving revenues.Subscribers should log in below to read this article.

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March 23, 2018

Strategy

Don’t Tell Your Salespeople to “Put on Their Company Hats”

Hunting is in their nature.

March 20, 2018

Strategy

Why You Must Become a Better Distributor

Those that don't adapt are doomed to wither away.

March 13, 2018

Strategy

Commentary: Are Pricing Consultants Worth the Price?

When pricing projects fail its often the distributors fault.

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MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
Distributors Up Search Marketing Efforts
Amazon Business: The Burning E-Platform

March 9, 2018

Strategy

How Important is Branding for Your Business?

In part one of this three-part series, MDM President and COO Ian Heller explored the dangers of working with a pure branding agency and how the wrong partner can do more harm than good for a distributor. In part two, Ian uncovers how you determine the value of branding for your distribution company.

This article includes:

Sizing the purchase
Emotional attachments
The Branding Matrix

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MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
Distributors Up Search Marketing Efforts
Amazon Business: The Burning E-Platform

March 9, 2018

Companies

Your Profitability is Not Your Customers’ Problem

Can you be like Bezos and avoid making customers pay for inefficiencies?

March 7, 2018

Research & Analytics

Buffett, Bezos, Grainger and Fastenal – What’s Ahead?

Speculation on Berkshire Hathaway acquiring a large industrial distributor.

March 5, 2018

Strategy

Be an SOB 1% of the Time

If you don't manage your career, no one will.

February 27, 2018

Strategy

When Good Distributors Do Bad Branding

This three-part series examines why distributors struggle with branding. In this, the first article in the series, MDM President & COO Ian Heller contrasts the difference between what branding agencies promise and what they actually deliver. He outlines why such agencies have objectives that conflict with yours, and why you should consider pure B2B advertising agencies that do more than just branding.

This article includes:

Convincing distributors to rebrand
The myth of branding
The reality of branding

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

MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
Distributors Up Search Marketing Efforts
Amazon Business: The Burning E-Platform

February 23, 2018

Strategy

The 5 Components of a Distributor’s Strategic Plan

If your company lacks a plan or yours is gathering dust, follow these guidelines

February 19, 2018

Strategy

Stop Giving Customers Their Money Back!

Credit memos suck; here's what you can do about them.

February 5, 2018

Technology

How to Respond to Amazon

Why you need MDM's new report, Your Amazon Business Playbook

January 30, 2018

Featured Recommended Articles

MDM Special Report: Your Amazon Business Playbook

About this report:

This report, focusing on distribution’s omnichannel future, follows Amazon’s rise as it rapidly built the competencies needed to master B2B distribution the way it mastered the online bookstore. This report examines the threats that Amazon poses, the rise of Amazon Business – formerly AmazonSupply – and why it presents a clear threat to today’s distributor. We explore where we think Amazon Business is heading with its adaptive model and why its threat to your business has turned from disintermediation to displacement.

Articles included in this report:

Amazon’s Strategies and Capabilities
Commentary: Amazon Attacks Industries, Not Companies
Targeting Grainger and Beyond
How to respond: Options for distributors
Commentary: An Industry at an Inflection Point
Call to action in 2018

This report is free to MDM Premium subscribers. Log in below to access the report.

Not a subscriber? Subscribe now. A 6-month, electronic subscription to MDM Premium– which includes a free download of this Amazon report – is only $45 more than the report itself. Or purchase this report by clicking on the link below.

January 17, 2018

Research & Analytics

The 10 Commandments of Distributor Marketing

Tips to help distribution CMOs transform their companies and stay employed.

January 10, 2018

Strategy

Sometimes People Throw Themselves Under the Bus

Strive for accountability by setting goals and communicating with your team.

January 8, 2018

Research & Analytics

The 10 Commandments of Distributor Marketing

Tips to help distribution CMOs transform their companies and stay employed.

January 3, 2018

Technology

Commentary: An Industry at an Inflection Point

Innovation will alter competitive dynamics. Selling products that are highly technical is a pretty good strategy to keep Amazon Business at bay today. But for how long will that be good enough? Thats the type of question every distributor needs to ask right now.Subscribers should log in below to read this article.

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December 22, 2017

Technology

How Should Distribution Respond to Amazon Business?

Amazon Business represents more than a new competitor its an entirely new business model. To address new rules Amazon continually rewrites for traditional channel competition, distributors need to develop new strategies. This article, part 4 in our series, outlines key response alternatives for distributors and the industry collectively to define value, keep customers engaged and avoid displacement.This article includes: