To be held Feb. 7 from 10:00-4:00 ET, the event connects distribution executives and AI practitioners for application how-to's and discussion.
Tom Gale
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.
Posts By Tom Gale
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.
Tom Gale recaps the unique industry event that connected distributors exploring disruptive tech and emerging solution providers, including insights from Grainger and Graybar's CEOs.
James Dorn summarizes Dorn Group’s latest survey results that hold some surprising insights for distributors on the pricing front.
James Dorn and Tom Gale outline ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level and capture every available dollar before year-end.
Mike Marks and Tom Gale discuss data points from the 3Q23 Baird-MDM Survey, what the front lines in distribution are saying about how 4Q is shaping and things firms can do now to outperform in 2024.
Distributors who build a learning organization empower creativity and agility, differentiating themselves in the face of challenges and nurturing growth.
Where is your team today in the skills and capabilities that will define your future growth rate and ability to out-compete effectively? Tom Gale eyes the critical next few years in B2B distribution.
Teams that pivoted faster have outperformed competitors. Tom Gale and Mike Marks discuss how to assess your team’s transformational capabilities.
With budgets and action plans already looking to next year, Tom Gale examines how to identify where your team is today across the dimensions of people, sales process, technology and data analytics.
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.
Revenues generated through Amazon Business have grown by 40% and its global customer base by 20% over the past two years.
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.
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.
The outlook for 2022 remains bright, but government efforts to restrain inflation, global instability and continued supply chain challenges seem to shift the variables almost daily.
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This category can only be viewed by members. To view this category, sign up by purchasing MDM Premium Subscription (monthly) or MDM Premium Subscription (annual).
This category can only be viewed by members. To view this category, sign up by purchasing MDM Premium Subscription (monthly) or MDM Premium Subscription (annual).
This category can only be viewed by members. To view this category, sign up by purchasing MDM Premium Subscription (monthly) or MDM Premium Subscription (annual).
