Featured Blog Archives

Prioritize Analytics to Enhance Customer Service

Analytics tools not only help distributors become more agile, but in this time of increasingly complex supply chains, they can also alleviate stock-outs — and ease customers’ minds. But don’t forget the key components of building this capability.

October 14, 2020

Operations

Why Fastenal is ‘Optimally Positioned’ to Take Share

Despite just 2.5% sales growth in the third quarter, Fastenal is poised to take market share in industrial distribution, according to one analyst. See what the distributor has working in its favor.

October 13, 2020

Technology

Amazon’s Secret to AI-Powered Product Recommendations

Amazon’s success is not an accident. It is the result of imaginative planning, technological enablement and top-notch execution — that distributors can emulate.

October 12, 2020

Sales & Marketing

If There is Any Time to Re-Examine Long-Held Beliefs, It Is Now

We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.

October 11, 2020

Research

Sneak Peek at 3Q Distribution Survey Results

Where did distributor revenues land in the third quarter? What’s the outlook for 4Q and beyond? We answer those questions and more in this preview of the latest MDM-Baird Distribution Survey — and the results might surprise you.

October 8, 2020

Technology

Are Virtual Trade Shows & Conferences Here to Stay?

John Caplan, the president of North America and Europe for Alibaba.com., says that digital trade shows are one virtual event that could be here to stay even when we’ve moved past the COVID-19 crisis.

October 6, 2020

Sales & Marketing

Let Go of Decades-Old Sales Operation Assumptions

Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.

October 5, 2020

Research

Fourth Quarter Off to Rocky Start

The news of out the White House that President Trump tested positive for COVID-19 — on the first day of the fourth quarter, no less — rattled the market and served as a potential blow to the rebounding economy. What else is in store for the last three months of 2020?

October 2, 2020

Operations

September M&A Roundup: Lawson’s Latest Move Kicks Off Solid Month

Another month of the U.S. economy muddling through the COVID-19 crisis, another period of distribution M&A showing signs of returning to normal, beginning with a big announcement from Lawson Products.

October 1, 2020

Operations

Business Improvement Tactics: MDM’s Top Blogs of September

MDM’s most-read blogs of September 2020 center around capitalizing on ways to enhance your distribution business.

September 30, 2020

Operations

Is Ferguson Finally Back in Acquisition Mode?

After pausing M&A activity back in March due to COVID-19, Ferguson says it has some deals in the pipeline, so it’s only a matter of time before the distributor again starts growing through acquisition.

September 29, 2020

Sales & Marketing

4 Steps to Take Now That Can Lower Selling Costs

Redesign to create role specialization within the organization, invest in digital tools, separate market-making from market-serving activities and create a clear value proposition.

September 28, 2020

Sales & Marketing

Pump Up the Empathy, Get Customers’ Attention

Directly addressing the pain points customers are facing will let them know you are here to help.

September 24, 2020

Research

Is It Back to ‘Business as Usual’ for the Economy?

The start of fall has brought some familiar rhythms to the latest batch of economic reports — some good, some bad — and this balance has a familiar feel for wholesale distributors.

September 23, 2020

Technology

5 Ways Smaller Distributors Can Compete with the E-Commerce Giants

It all starts with your website — but it doesn't end there. B2B online marketing strategist Bob DeStefano shares how distributors can make the most of your small business online.

September 22, 2020

Operations

8 Strategies to Enhance Your AR Process

Improve efficiencies, reduce overhead and get paid faster with these eight ways to overhaul your accounts receivable (AR) process — which is always critical but especially so now.

September 21, 2020

Leadership

Nominations Now Open for MDM’s 2021 Future Leaders

The nomination period is now open for the second annual MDM Future Leader awards, recognizing top young talent.

September 18, 2020

Leadership

The Perks of Investing in Culture First

On MDM’s most recent webcast, Stellar Industrial Supply President and CEO John Wiborg outlined the importance of investing in a strong culture before exploring new technologies.

September 17, 2020

Sales & Marketing

6 Steps for Distributors to Execute a Sales Transformation Plan

After strategy and tactics building comes the critical stage of implementing a sales performance transformation. SPARXiQ’s Mike Kunkle breaks down how to make it happen.