Tom Gale, Author at Modern Distribution Management

Sales Transformation 101 with Mike Marks

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.

March 22, 2022

Mergers & Acquisitions

Distribution Value Rises with Record 2021 M&A Activity

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.

March 14, 2022

Strategy

Global Industrial Outlines 2022 Strategy Focus

In the MDM Podcast this week, Global Industrial CEO Barry Litwin discussed the company’s 2021 financial performance, as well as the strategic initiatives it is undertaking to continue a transformation process.

March 1, 2022

Operations

How Pricing and Inventory Are Shaping 2022

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.

February 22, 2022

Research & Analytics

MDM Podcast: The Power of Analytics for Distributors

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.

February 15, 2022

Operations

New Podcast: Inside the Motion Industries-Kaman Distribution Group Acquisition

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.

February 9, 2022

Strategy

Collaboration Will Define Competitive Advantage

Complexity of industrial markets and professional end users bodes well for traditional distributors, but as AgoNow's Larry Davis says in an MDM podcast, creating value means combining strong digital support and new sales roles.

February 1, 2022

Strategy

Modernizing Channel Relationships: There’s an App for That

While some aspects of the supply chain have adapted to digital communication tools, the distributor-sales representative-manufacturer business model is still largely analog.

January 18, 2022

Strategy

The Argument for a Small Distributor Renaissance

In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.

January 4, 2022

Strategy

Behind the Deal: How the Motion-KDG Deal Changes the Landscape

The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.

December 20, 2021

Operations

Genuine Parts to Acquire Kaman Distribution Group Under Motion Subsidiary

'Highly synergistic' acquisition valued at $1.3 billion, according to Genuine Parts Company.

December 16, 2021

Data & Analytics

U.S. Distributors on Pace for Record $7-trillion Year in 2021

Each of the 19 major sectors that define the U.S. wholesale distribution sector are on pace to experience positive 2021 revenue growth rates.

December 14, 2021

Operations

What the Infrastructure Bill Means for Distributors

Some distribution sectors will feel stronger tailwinds than others from the Infrastructure Investment and Jobs Act.

December 1, 2021

Strategy

Forecasts Mostly Bullish for 4Q and 2022

Economic forecasts are firming up for the final quarter of 2021 and for 2022. Here’s a summary of the leading forecast resources.

November 22, 2021

Strategy

8 Third-Quarter Economic Indicators Impacting Distribution

Mixed signals mark third-quarter financial and economic indicators impacting distribution, such as LEI, industrial production and PPI.

November 17, 2021

Sales & Marketing

Fighting for Customer Loyalty in 2022

Retaining and growing the customer base is more complex in the current business cycle, and sales processes are showing a lot of strain as a result. But MDM's upcoming Sales GPS can help.

October 14, 2021

Operations

We’re Changing Our Operating System to Improve

You’ll see some changes in October to MDM Premium subscriptions and into 2022 as we make our analysis and coverage of wholesale distribution channels better and easier to access.

September 24, 2021

Operations

Commentary: We’re Changing Our Operating System to Improve

You’ll see some changes in October to your MDM Premium subscription and into 2022 as we make our analysis and coverage of wholesale distribution channels better and easier to access.

September 24, 2021

Sales & Marketing

Don’t Let Conventional Wisdom Hurt Your Customer Relationships

Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.