Featured Premium Archives - Modern Distribution Management

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The Pandemic Recovery is On

These are the latest indicators on revenue and pricing based on fourth-quarter 2020 results and distributor and manufacturer expectations for first-quarter and full-year 2021. Distributors are optimistic about future business performance.

Leadership

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Pandemic Drives ACR Supply’s Strategic and Structural Business Shift

How one HVACR distributor transformed its business against the backdrop of the COVID-19 pandemic.

Operations

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Allied Electronics Sets Automation Example with Warehouse Capabilities

Texas distribution center allows distributor to practice what they preach on automation excellence.

Sales & Marketing

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How to Reset Your Sales Compensation Plan in the New Year

The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.

Sales & Marketing

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6 Website Mistakes That Are Sinking Your Sales (And How to Fix Them)

Have you been wondering why the investment in your website is not resulting in a big increase in sales? If so, you’re not alone.

Leadership

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An Industry Deep Dive with Optimas Solutions CEO Marc Strandquist

The newly appointed president and CEO speaks about his longtime career, the health of the fasteners channel and what’s next for the company.

Sales & Marketing

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Checklists for Generating, Managing and Sustaining Growth

In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.

Research & Analytics

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Is the V-Shaped Recovery for Real?

The market appears to be experiencing a quicker turnaround from the pandemic-induced downturn than originally expected.

Quarterly MDM-Baird Distribution Survey

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MDM Revised Forecast: 3Q Shaping a V-Swoosh Recovery

Consumer behavior is playing a role in speeding economic recovery.

Leadership

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EPTDA President on What’s Happening in Europe, Plans for 2021

Des Spillings, managing director for Acorn Industrial Services Ltd. UK, recently began his stint as 2020/21 president of EPTDA. MDM checked in with Spillings about the association’s plans for next year and how distributors are faring on the other side of the pond.

Sales & Marketing

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How to Reframe Outdated 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.

Operations

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M&A in the Time of COVID-19: Lawson Products Executives Talk Business Growth Strategy Amid Upheaval

The pandemic didn’t stop Lawson Products from pursuing the largest acquisition in its history. Mike DeCata, president and CEO, and Brian Hoekstra, vice president, mergers and acquisitions, spoke with MDM about the company’s latest deal, how they navigated it during a global pandemic and how their M&A appetite remains strong even amid today’s economic upheaval.

Sales & Marketing

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Commentary: Pump Up the Empathy, Get Customers’ Attention

Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.

Operations

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Minimum Order Size: Is It the Right Move for You?

How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.

Featured Premium

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The Cultural Shift that will Create an Empowered, Integrated Sales Team

Marketing and sales make a powerful team when working together.

Strategy

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A Pandemic Operating Manual

Thirteen lessons from distributors who are finding the silver linings in COVID-19.

Strategy

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One Disruption, Many Responses

Wholesale distribution finds innovative ways to navigate the COVID-19 pandemic that are remodeling business operations.

Research & Analytics

Blog

The Last Normal Year: 2020 Market Leaders Provide a Benchmark for the Future

The 2019 revenue statistics in MDM's 2020 Market Leaders top distributors lists are going to serve as an important benchmark while wholesale distribution recovers from COVID-19.