MDM to host unified industry summit Sept. 25-27 in Broomfield, Colorado to help distributors navigate business model transformation across sales structure, digital and data analytics.
In this week’s MDM Podcast, Gartner’s Maria Boulden, Mike Marks of Indian River Consulting Group and Tom Gale tackle all things sales transformation: Massive shifts in customer buying behavior, digital-first go-to-market strategy, supplier partnerships and the new sales skills needed to compete, including situational awareness, data literacy and digital dexterity.
Distribution leaders have played a mostly reactive role as conduits for products and services — but more are now taking on proactive approaches as facilitators and value creators. In a new MDM podcast, Tom Gale and Dirk Beveridge talk about how evolving leadership dynamics are changing the industry.
Tom Fournier, president of Shade’s Mills Group, a sales strategy consultancy based in Cambridge, Ontario, shares insights from a career managing sales channels in Canada and the U.S. with an international jan-san products manufacturer.
In this week's MDM podcast, Walter SVP Chester Collier shares four decades of international sales management and business development experience across industrial distribution channels. We discuss the current state of channel dynamics and how sales management has — and has not — evolved in the face of rapid change the past few years.
The field salesforce is the heart and soul of distributor go-to-market strategies. For great reasons. It’s also the biggest hidden bite to profitability today. Here’s a primer on the challenges and 3 keys to successful sales transformation that every distributor can profit from.
Download MDM's M&A Report: Activity in all industries finished 2021 at record levels, with more than 5,000 deals completed in the fourth quarter alone.
John Gunderson has one of the most extensive networks across distribution verticals, including electrical, datacom, general-line MRO and construction supplies. In a new podcast, we discuss how 2022 might shape the ways executive teams manage inventory, pricing, margin expansion and digital.
In this week's MDM podcast, ProfitOptics CEO Tony Pericle shares his passion for how distributors can use analytics and technology to make better decisions. He discusses prescriptive analytics, AI, workflow automation, profit optimization and more.
Motion Industries President Randy Breaux shares details on how the deal came together, synergies and future growth opportunity in this deeper dive into the $1.3-billion transformative acquisition combining the No. 1 and No. 3 power transmission/motion controls distributors in North America.
While some aspects of the supply chain have adapted to digital communication tools, the distributor-sales representative-manufacturer business model is still largely analog.
The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.