Featured Archives

4 Major Mistakes That Can Derail a Cloud Migration

These easy-to-make mistakes may appear tangential to the cloud adoption process because they have less to do with technology implementation and more with people and processes, yet the migration is much less likely to be successful if these elements are left unaddressed.

October 5, 2021

Operations

What Will Industry Events Look Like This Fall, and Beyond?

This category can only be viewed by members. To view this category, sign up by purchasing MDM Premium Subscription (monthly) or MDM Premium Subscription (annual).

October 4, 2021

Sales & Marketing

The ABCs of Average Order Value Growth

Increasing AOV while maintaining the same number of total sessions and the same conversion rate will yield higher revenue. Here are five ways to inspire more online buying and grow your AOV.

September 30, 2021

Operations

7 Steps to Offset the Distribution Labor Shortage

Solve for waste by identifying areas ripe for time and resource improvement. This can optimize employee activity to enhance internal operations and processes, all with existing resources.

September 29, 2021

Strategy

8 Factors for Distributor Advisory Council Success

With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the third of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.

September 28, 2021

Strategy

The Link Between Effective Change Management and ROI

Distributors that have successfully transformed over the past several years are the ones that have quickly pivoted to change management programs.

September 27, 2021

Operations

We’re Changing Our Operating System to Improve

You’ll see some changes in October to MDM Premium subscriptions and into 2022 as we make our analysis and coverage of wholesale distribution channels better and easier to access.

September 24, 2021

Sales & Marketing

Sales Travel Will Continue to Be a Mixed Bag for Distributors in 2022

This category can only be viewed by members. To view this category, sign up by purchasing MDM Premium Subscription (monthly) or MDM Premium Subscription (annual).

September 24, 2021

Technology

How to Bridge the Disconnect Between Buyers and Sellers Online

It’s clear that sellers overvalue an in-person/high-touch customer experience and undervalue online features important to today’s buyers.

September 23, 2021

Sales & Marketing

Earnest Machine CEO Talks Sales Transformation Lessons Learned

Earnest Machine CEO Kirk Zehnder explains the company's transition to an integrated sales model that now includes several specialty teams.

September 22, 2021

Strategy

What the Best Distributor Advisory Councils Look Like

With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This is the second of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.

September 21, 2021

Technology

Contractors Share What They Want from Distributor Websites

A look at the benefits that contractors seek from the entire distribution ecosystem, including how they currently use distributor websites and what they’d like to see more of in terms of omnichannel offerings.

September 20, 2021

Sales & Marketing

9 Things to Consider When Choosing a Revenue Growth Management Partner

Expect a lot out of a revenue management consultant. Starting with industry-specific knowledge, an analytics-driven approach and a willingness to stay with you throughout the go-to-market process.

September 17, 2021

Leadership

Winsupply’s President on Building Better Employees, Supply Chains

Winsupply has taken an all-hands-on-deck approach to find and empower the next generation of leaders for the construction, industrial supplies and equipment distributor.

September 16, 2021

Strategy

The Case for Distributor Advisory Councils

With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the first of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.

September 15, 2021

Sales & Marketing

Make Sure Your Salespeople Aren’t Stuck in the Past

Gartner’s Maria Boulden, one of the featured speakers at MDM’s upcoming Sales GPS conference, says salespeople who still harbor a 2019 mindset stand little chance of survival.

September 14, 2021

Sales & Marketing

The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies

When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization.

September 13, 2021

Technology

Is Measuring ROI Crucial or a Waste of Time in B2B E-Commerce?

Defining ROI often depends on where companies are on their digital transformations, and there’s not a one-size-fits all definition of ROI for all distributors.

September 10, 2021

Strategy

2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension

Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.