ISA WISE event highlights the importance of skills that wont ever become obsolete.
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The rise of Amazon, other digital platforms and fast-changing customer expectations of the buying process have disrupted the role of the traditional field salesperson. More than 100 distribution industry leaders met in Denver in late June at MDMs Sales GPS 2018 event to discuss the evolution of the distribution sales model to one that adds more value and helps them adapt to a changing market.
This article includes:
- The traditional sales force as a margin killer
- Why customer size doesnt equal customer potential
- Proceeding with caution
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Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 500 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here are the latest indicators on revenue and pricing, based on second-quarter results and distributor and manufacturer expectations for third-quarter and full-year 2018. Respondents also provided their perspective on the impact of higher freight costs.
This article includes:
- Sector Performance
- Freight Costs on the Rise
- Is Amazon Business a Threat?
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- MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
Pitfalls abound for companies that are careless in their digital marketing strategy.
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This article is a part of MDM's 2014 Distribution Trends Report. The article reviews industrial distributor and integrated supplier Engman-Taylor, which trademarked its Cost Circles program, reducing costs for customers in manufacturing, price and administration.
The annual report was researched and written by MDM editors based on interviews with dozens of wholesaler-distributors, as well as industry experts and manufacturers. MDM also conducted a survey of its readers to uncover the trends outlined in this report.
The full report is available to download in PDF format to MDM Premium subscribers. Subscribe below for full access. Or log-in if you are already a subscriber.
Trends outlined in the 2014 report include:
- Leaving Economic Uncertainty Behind
- Connecting the Dots Online and Offline
- Need for Access Whenever, Wherever, However Drives Mobile Adoption
- Avoiding Information Overload Essential with Analytics
- Making the Case for Millennials in Distribution
- Training, Technology Take Front Seat in Employee Retention Strategies
- Better Inventory Management Through Data, Collaboration
- Distributors Seek More Complete Strategy for Vending
- Private Equity Consolidating Markets
- A More Practical Approach to Product Expansion
- Trend Snapshots for 13 Sectors
The report also includes the following case studies and interviews:
- 2014 MDM Market Movers
- Engman-Taylors Cost-Saving Teams
- Capitol Coffees Proactive Problem-Solving
- Redwood Plastics Online Success Story
- MDM Market Leader Profiles
- DGI Supply: Building on the Core
- F.W. Webb Takes Diverse View of Market
This article is a part of MDM's 2014 Distribution Trends Report. The article analyzes how DGI Supply is focusing on internal investment to strengthen the company.
The annual report was researched and written by MDM editors based on interviews with dozens of wholesaler-distributors, as well as industry experts and manufacturers. MDM also conducted a survey of its readers to uncover the trends outlined in this report.
The full report is available to download in PDF format to MDM Premium subscribers. Subscribe below for full access. Or log-in if you are already a subscriber.
Trends outlined in the 2014 report include:
- Leaving Economic Uncertainty Behind
- Connecting the Dots Online and Offline
- Need for Access Whenever, Wherever, However Drives Mobile Adoption
- Avoiding Information Overload Essential with Analytics
- Making the Case for Millennials in Distribution
- Training, Technology Take Front Seat in Employee Retention Strategies
- Better Inventory Management Through Data, Collaboration
- Distributors Seek More Complete Strategy for Vending
- Private Equity Consolidating Markets
- A More Practical Approach to Product Expansion
- Trend Snapshots for 13 Sectors
The report also includes the following case studies and interviews:
- 2014 MDM Market Movers
- Engman-Taylors Cost-Saving Teams
- Capitol Coffees Proactive Problem-Solving
- Redwood Plastics Online Success Story
- MDM Market Leader Profiles
- DGI Supply: Building on the Core
- F.W. Webb Takes Diverse View of Market
MDM presents tips on e-commerce design and implementation.
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- The State of Analytics in Distribution: 2014
- The Shifting Competitive Landscape in Distribution
- The Disruptive Technologies Special Report
Sanjay Agarwal of Deloitte says distributors need to be more strategic about driving value.
It's not too early to think about the potential impact of the next disruptives technologies.
AmazonSupplys impact on the industry is not black and white.
The May 10, 2014, issue of MDM kicks off a series of articles on disruptive technologies. This article provides an introduction to the series, examining how distribution executives should think about the potential impacts of these technologies - 3-D printing, augmented reality, robotics and innovations like drones and driverless cars - on their businesses, as well as those of their customers and suppliers.
This article includes:
- Advice for executives on how to think about emerging technologies
- Definition of disruptive technologies
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- The State of E-Commerce in Distribution: 2014
- The State of Analytics in Distribution: 2014
- Redefining Competitive Advantage
Google Glass is the most visible example of augmented reality, but a business case for the emerging technology is building. According to Gartner research analyst Tuong Huy Nguyen, the technology could be most valuable where workers do not have immediate access to information such as remote sites or in jobs that require one or both hands. While it’s still early, manufacturers are already using augmented reality for factory planning and equipment repair. Applications are also being developed for use in distribution centers for more efficient order-picking and delivery.
This article is part of MDM’s Disruptive Technologies Special Report.
This article includes:
- What Augmented Reality is
- How it can be used in the warehouse, field and factory
- The potential impact on distributors and their customers and suppliers
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- The State of E-Commerce in Distribution: 2014
- The State of Analytics in Distribution: 2014
- Redefining Competitive Advantage
Give your human resources plan time and energy to reap rewards from this critical asset.
Ideas from distributors on how to respond to market shifts.
On mdm.com, we not only feature our premium content that you read in this newsletter twice a month, we also feature ongoing blogs with insights from thought leaders in the industry, breaking news and extra features such as video interviews and Premium Extra bonuses. Here are some of insights you might have missed in the past month.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- The State of Analytics in Distribution: 2014
- The Shifting Competitive Landscape in Distribution
- Redefining Competitive Advantage
In this two-page report, available to download in PDF after log-in, we feature data on merger and acquisition trends and financial metrics for the largest publicly traded distributors across diverse sectors in the first quarter of 2014.
In partnership with Houlihan Lokey, an investment banking firm, we have added data on M&A activity trends across all industries (not just distribution), as well as valuation multiples for deals in all industries.
Distributors address how they stand out from the crowd when recruiting young talent.
