In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.
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
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'Highly synergistic' acquisition valued at $1.3 billion, according to Genuine Parts Company.
Each of the 19 major sectors that define the U.S. wholesale distribution sector are on pace to experience positive 2021 revenue growth rates.
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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).
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.
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.Â
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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.
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If you’re only looking at enhancing the linear model that got you here, you may not be looking deep enough at core cost structures and exposures today. Or the ways you could make digital a deeper core competency.
Shake up or break up: Tough truths on digital transformation.
Long-term focus includes talent, culture and transformation.
Challenge your thinking and embrace new ideas to rethink your company’s path forward.
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Our latest podcast guest was longtime M&A adviser Brent Grover, who outlined how distribution M&A markets are shaping up in 2021. Our recap includes Grover’s view on the current landscape and his timely advice for buyers and sellers that will help anyone become a better dealmaker.
We’re in a Twilight Zone between a pandemic-induced recession and a predicted strong recovery. This is the time to recalibrate and upgrade how customers experience your company’s value.
After a year defined by uncertainty, survival and pivots to find growth, 2021 is already accelerating (first understatement of the year). It won’t be comfortable.
