The pandemic is a giant tipping point that has accelerated the rate of change. The cost of not adapting your current sales model could be a slow death.
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MDM Executive Editor Mike Hockett shares what he's anticipating at the Industrial Supply Association's ISA22 Convention, which runs April 11-13 in Houston. It's ISA's first in-person convention since 2019.
We look back at the blogs, articles and news items that attracted the most attention during the first quarter of 2022.
The rapidly-growing distributor suddenly has a strong foothold in OEM home products after acquiring Emcompass Supply Chain Solutions.
The foodservice, JanSan and packaging supplies distributor's addition of Associated Paper was its ninth bolt-on since the merger of Brady and Individual FoodService in late 2020.
Preliminary figures show March was MSC's best sales month ever. Here's a recap of CEO Erik Gershwind's comments from a March 30 earnings call.
Get an introduction to MDM's new Executive Editor, Mike Hockett, a name some readers in the industry may already be familiar with.
M&A activity in the distribution and manufacturing sectors has somewhat slowed since spiking in the fourth quarter of 2021. But while the deals may be fewer in number, multiple companies still reached billion-dollar agreements as 2022’s initial quarter wrapped up.
The tools your sales team needs to be successful look very different than just a few years ago. Technology is an increasingly important part of the equation to sell better in turbulent markets, but it’s part of a bigger picture.
In this week's MDM podcast, Walter SVP Chester Collier shares four decades of international sales management and business development experience across industrial distribution channels. We discuss the current state of channel dynamics and how sales management has — and has not — evolved in the face of rapid change the past few years.
Spreading the notion that distribution isn't desirable makes it harder for companies to enact strategic changes and attract workers. It's also just not true. Here's how companies can promote their industry and win the talent war.
Supply chain issues continue to plague the industry, while persistent inflation and conflict abroad could create additional market chaos. Here's what it means for distributors.
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.
Few things damage customer experience more than stockouts. Companies can’t prevent all stocking problems, but here are some best practices to minimize the impacts.
What used to be complex corporate spend-management technology is now available to any size of company, according to speakers at a recent Amazon Business virtual conference. It’s a wake-up call for distributors to clearly articulate their value and customer service tools.
Value-added suppliers can help customers manage current supply challenges, says Gartner supply chain and procurement expert.
In a recent MDM webcast, ProfitOptics CEO and Founder Tony Pericle summarizes how distributors can overcome supply chain challenges by addressing product availability issues, building better customer-profit models and asking the right questions.
The annual event resumed in person this week in Virginia, with 200 industry leaders discussing life in a post-pandemic world, near-term outlooks and building online sales platforms.
MDM this year has hosted an array of guests from across the distribution industry, and many of them have reflected similar outlooks: Challenges may persist, but companies are eyeing realistic paths to growth.
Manufacturers' goods, construction spending and advance wholesale inventories rose in January, according to data from the federal government.
