Latest In Featured Stories

Business office or store shop is closed/bankrupt business due to the effect of novel Coronavirus (COVID-19) pandemic. Unidentified person wearing mask hanging closed sign in background on front door.
MDM’s quarterly survey in partnership with investment banking firm Baird reveals that distributor revenues decelerated sharply in 2Q but not as bad as feared at the beginning of the pandemic shutdown. One consensus among more than 550 participants: Distributors began rethinking the way they manage talent.
Share on facebook
Share on twitter
Share on linkedin
Share on email
People Analyzing Graph On Laptop
This is the third article in a three-part series for distributors to improve long-term financial performance. Part one addressed steps to create an appraisal of your firms current financial position. Part two tackled profit improvement variables and key mistakes distributors make.
Share on facebook
Share on twitter
Share on linkedin
Share on email
This is the second article in a three-part series for distributors to improve long-term financial performance. Part one addressed first steps to create a financial appraisal of your firms current financial position. Part two tackles profit improvement variables and key mistakes distributors make.
Share on facebook
Share on twitter
Share on linkedin
Share on email
office workers analyzing graph on laptop
The race to embrace digital marketing can put you in a strong position with clients, the MDM/Real Results Marketing 2019 State of Distributor Marketing survey shows, but dont elevate online efforts at the expense of traditionally profitable opportunities.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email
3D Rendering of alert logo on laptop computer. Concept of privac
Ransomware has evolved into a billion-dollar enterprise, affecting two-thirds of small to medium-size businesses in the past 12 months, the Ponemon Institute and Keeper Security reported in a recent study. Yet many in this group most often targeted by cybercriminals do not feel an imperative to make cybersecurity a priority. Blame it on the number of publicized attacks highlighting big companies, municipalities, or just about any organization in the healthcare sector and something even more prevalent: a false sense of security in data backup technology.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email
貯金箱と硬貨
Given increased global competition and the rise in digital as a major sales channel, a value proposition has never been more important for independent distributors today. Consolidation is also likely to accelerate over the next five years; distributors who have not differentiated will either get acquired or go out of business.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email
man holding tablet with pie chart in warehouse
There are well-known quick fixes an inventory management solution can bring to a distributor, such as cutting back on disappearing products or eliminating user error from incorrectly typed SKUs on a manual tracking spreadsheet. But the data available from inventory management platforms can also present a long-term strategic opportunity in the form of improved demand planning, exposure of costly trends and even visibility into competitors share of customer spend.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email
business professionals shaking hands
Most distributors dont view their inside sales team as a proactive sales force. Its relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor respondents told Real Results Marketing their inside sales force spends less than 25% of their time proactively selling.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email
New steel threaded bolts on table
Distributors site improved efficiency as a panacea for growing competitive pressures in a slowing economy, but often dont know where to start.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email
laptop with ecommerce carts
We saw a dramatic shift in 2017 and 2018 in the amount of revenue coming through e-business channels for distributors in part due to a lower barrier to entry for smaller companies. Platform costs are less expensive, better product data is available and distributors in general have more know-how around how to use these technologies.

Subscribers should log-in to read this article.

Share on facebook
Share on twitter
Share on linkedin
Share on email