Tom Gale has been an MDM researcher and industry analyst for 30+ years on independent distribution channel trends, consolidation, technology and competitive landscape. He is a frequent speaker and moderator on these topics at company, marketing group and association meetings in North America and Europe.
AI is already fueling next-gen sales models, but data analytics are the foundation to better engage, sell and service customer needs. Here’s the growth roadmap MDM is exploring at our Data Analytics Summit.
Having discussed the shift from a gen-one to gen-two distributor, Mike Marks and Tom Gale explore the industry's larger business model transformation, and where competitive advantage is being won and lost.
Deal activity outpaces most expectations, but valuations and market dynamics have shifted dramatically from the previous two years of a hot seller’s market environment. Here are some key themes emerging for the year ahead for buyers and sellers alike.
What’s out? Doomscrolling. What’s in? Distribution industry executives making more data-informed decisions supported by stronger technology and analytics. In our first Quicktake podcast conversation of the year, IRCG’s Mike Marks and MDM’s Tom Gale look at the opportunities for distributors to take what the business cycle and competitors will provide in the year ahead.
In a discussion on threats, themes and strategic planning for 2023, James Dorn of the Dorn Group and MDM’s Tom Gale discuss thinking beyond rebates, the rise of customer self-serve, the power of segment focus and pain relief, and a call to rewrite the operating manual for distributor-supplier relationships and value creation.
Decades before digital transformation became an imperative, Jay Platt, CEO of BlueVolt and former CEO of Platt Electric, was on a mission to improve how his customers, team members and vendors could access information, whether for training, customer support or building a stronger company culture. He’s still at it.
MDM’s team has been on the fall conference tour. Here, Tom Gale and IRCG’s Mike Marks compare notes from conversations at Affiliated Distributors, NetPlus and ISSA's recent summits, as well as MDM’s SHIFT event. They also cover the latest Baird-MDM quarterly MarketPulse survey, with most distributors reporting double-digit growth amid few signs of a slowdown.
Mike Marks and Tom Gale examine a California lawsuit against Amazon, the broader trade practices at play for distributors and the broader issues for how distributors can differentiate with stronger value propositions.
There's an old saying that GPS has gotten more people into trouble than out of trouble. They lose sight of the bigger picture. The same can be said for investments in technology and other big change projects
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