The coronavirus hit distribution hard in the second half of March, according to a first look at the latest MDM-Baird quarterly survey. And distributors are acting quickly to protect the balance sheet and cash flow. Here’s a recap of Friday’s MDM LIVE program, where panelists shared the latest numbers on how quickly distributor revenue is declining, as well as what distributors are doing now to stem losses and conserve cash.

After initial success through its own website, the Michigan manufacturer first looked to broaden its customer base with a few items on Amazon about five years ago. CEO Jacqueline Canny explains how the e-commerce giant has helped to supplement Ultimation’s e-commerce expansion and bring in a wider audience for its conveyor technology and automation products.

After helping to carry several product lines through three consecutive record sales years, 28-year-old Ryan Boyd is tasked with running a team of trainers to build and scale the company’s internal training tactics, including e-learning and in-person programs.

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Known for his engaged and strategic perspective and strong leadership qualities, the 37-year-old Florian Ostendarp is leading the charge to automate as many processes as possible for the distribution company. Already about 80% of purchase orders are automatically processed and 67% of order confirmations are completely electronic.

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The 43-year-old Mike Butler prioritizes continual learning and growth and is focused on streamlining the distributor’s contract tool program down from more than 300 options to a select few that work best for specific industries and applications.

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Through his AI-driven company proton.ai, 23-year-old Benj Cohen is creating digital capabilities targeted specifically for the needs of the distribution market with the goal of enabling reps to make more orders — not just take them.

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The title of MDM’s newest award is actually a bit of a misnomer. The Future Leader Award implies the recipients will be leading at some indeterminate time beyond the present. But what we found from all nine of our 2020 honorees is that each is making a tangible impact right now, not only on their company and colleagues but also throughout the wider industry.

The title of MDM’s newest award is actually a bit of a misnomer. The Future Leader Award implies the recipients will be leading at some indeterminate time beyond the present. But what we found from all nine of our 2020 honorees is that each is making a tangible impact right now, not only on their company and colleagues but also throughout the wider industry.

Zach Brado’s rise from intern to director of business development by way of the marketing department at NetPlus Alliance comes from the 30-year-old’s drive to get to know the buying group’s partners from the inside out and his instinctive ability to meet the needs of colleagues and customers alike.

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What poses the greatest threat to the master distributor model? Ask two of the master distributors featured in this issue and they will share a similar response.