Organizational memory can be a heavy burden for established businesses, according to a recent Harvard Business Review blog post, “When Organizational Memory Stands in the Way.” It can result in outdated mindsets and assumptions, obsolete policies and practices, and underperforming products and services.
The authors cite Blackberry as an example; the company continued to focus on the physical keyboard when the market had moved to a touchscreen. As a result, its previously …
About 70 percent of readers in a recent MDM survey said they had plans to hire in 2013 due to growth in their businesses, new initiatives and the need to replace retirees. But many cited challenges in finding qualified candidates to fill positions. According to industry HR experts, part of the challenge is in recognizing that a high unemployment rate does not always mean that a high number of qualified candidates are looking for work. This article looks at the recent MDM survey and provides insight on the current talent market.
The recession cost many distributors a couple of years of sales growth, and many have just recently returned to pre-recession levels.
During the recession, many distributors were forced to cut staff. Even those who were able to avoid layoffs worked to do more with less so they wouldn’t have to hire as they climbed out of the recession.
Industrial distributor Western Tool & Supply, Livermore, CA, was one of many distributors that invested in …
Tim Underhill of Underhill & Associates says distributors often struggle with proving value to their customers. He provides best practices on implementing a formal system that can help retain and get more business from existing customers.
Customers are willing to pay more when they recognize value beyond the short-term. For example, manufacturers have done a good job providing data on the dollar impact of buying energy-efficient light bulbs, including the new bulb’s life expectancy and wattage, says Tim Underhill, president of Underhill & Associates.
The price can be several times that of an incandescent. But their ...
This article is part of an ongoing series looking at The Shifting Competitive Landscape in wholesale distribution. Read this and other articles in the series at www.mdm.com/shiftinglandscape.
Cross-border M&A in wholesale distribution has accelerated in recent years, adding to an increasingly busy competitive landscape. The U.S. market continues to be attractive to Europe-based distributors seeking growth outside of their traditional markets. This article looks at this trend and the impact it has had on the market.
In recent years, Europe-based distributors have accelerated their expansion in the U.S. As a result, local and regional distributors are increasingly facing local competitors backed by resources they did not have access to previously.
“As Thomas Friedman says, the world is truly flat,” says Robert Stolz, who leads Wurth Group’s North American …
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