Featured Premium Archives - Modern Distribution Management

COVID Fueled Tech Upgrades; Momentum Defines 2022 Expectations

The ups and downs of COVID-19 made distributors re-think how they use technology to connect with customers; that’s likely to accelerate in 2022.

January 19, 2022

Strategy

The Critical Need for Joint Planning in 2022

Current conditions are straining traditional manufacturer-rep-distributor relationships. Here’s a prescription for change by an industry veteran.

January 17, 2022

Strategy

Ferguson CEO: Supply Chain Worries, Labor Issues Still Loom Over Industry in 2022

While supply issues have eased in some areas, a shortage of incoming talent in the U.S. and fears of COVID variants are forcing distributors to keep adapting.

January 12, 2022

Strategy

Growth Hinges on People: How to Become a Talent Magnet

The pandemic and subsequent economic swings have created intense competition for talent, and the labor market is going to get even tighter.

January 10, 2022

Strategy

2022 Strategy and Leadership Outlook: Shifting Power Dynamics

To adapt and stand out during market consolidation, expect more distributors to find niches and develop specializations.

January 5, 2022

Technology

2022 Distribution Technology Outlook: Tech Investments to Strengthen Process

Look for technology that will assist with distributors' ongoing challenges through sales enablement, automation, e-commerce, AI and more.

January 3, 2022

Operations

2022 Distribution Operations Outlook: Level-Setting in a Challenging Environment

Supply chain issues will touch everything from the way salespeople spend their time and prioritize customer relationships to facility management, pricing and labor strategy.

December 29, 2021

Sales & Marketing

2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation

Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.

December 27, 2021

Strategy

5 Steps to Increase the Value of Your Distribution Business

Whether ready to sell or not, distribution executives in forward-thinking companies can effectively harness innovations while aligning their organization to increase the value of the company.

December 22, 2021

Strategy

Behind the Deal: How the Motion-KDG Deal Changes the Landscape

The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.

December 20, 2021

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

December 8, 2021

Strategy

Graybar Exec on Strategy Behind New Leadership Roles, M&A Activity

Bill Mansfield, Graybar’s SVP of strategy and business development, reflects on the company’s acquisition strategy, as well as the long- and short-term ways COVID-19 has affected business operations.

December 6, 2021

Sales & Marketing

Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure

Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here's how they developed a new integrated approach.

November 29, 2021

Featured Premium

How Supply Chain, Inflation and Labor Issues are Impacting Imperial Dade

Senior Account Manager Oliver Munoz shares how packaging and janitorial supplies distributor Imperial Dade is navigating pandemic-induced constraints.

November 15, 2021

Operations

4Q ‘Will Be Big’ for Distribution M&A Activity

Distribution M&A activity remains strong even as COVID-driven volume and valuations normalize, and M&A experts have advice for companies on both sides of the deal.

November 8, 2021

Sales & Marketing

Break Free from the Constraints of Traditional Gross Margin-Based Sales

Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?

October 25, 2021

Operations

Through Pandemic Demand, Health Care Distributor Prioritizes Environmental Sustainability

Despite a demand spike for its PPE products and more, health care distributor Henry Schein in 2020 made significant advances in its environmental sustainability initiatives across 32 countries and 1 million customers worldwide.

October 13, 2021

Leadership

Behind the Deal: Why Did Rexel Acquire Mayer Electric — and Why Did Mayer Sell?

MDM takes a deep dive into Rexel’s $456 million, market-shifting acquisition of Mayer Electric.

October 11, 2021

Technology

Parts Town Goes Full-Tilt on E-Commerce Marketplace Model

Run by its innovation division, Red Lightning Group, the e-commerce platform aims to improve supply chain, grow OEM and bring in new verticals for the food service distributor.