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Commentary: Distributors Adapt Like Never Before

In a time when optimism and clarity are hard to come by, Im moved by how the fundamental value of distribution is in the right place, at the right time. At one level its about moving product, but its much deeper than that distributors keep the economy running.

Sales & Marketing

Blog

Support Your Customers: Don’t Stop Selling Because of Coronavirus

In a few short weeks coronavirus has dealt another blow to in-person meetings and personal relationship selling. But now is not the time to stop selling, argues MDMs John Gunderson. He frames the importance of continuity in your companys sales process in this time of crisis and thoughts on how to deepen the value those relationships have built over many years.

Leadership

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Taking MSC into the Digital Universe

The 38-year-old industry outsider came into distribution when e-commerce was just taking off and has since led MSC Industrial Supplys Better MRO online knowledge hub to hundreds of thousands of monthly visitors.

Research & Analytics

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Building a Ferguson for the Future

Through its technical investments, Ferguson, No. 1 on MDMs Top Distributors List in 2019, is working to create seamless connections with customers across all touchpoints.

Strategy

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Ludwig Meister: The Race for Digital Innovation

This Munich-based, third-generation distributor of bearings, power transmission, fluid power and tooling products took a non-traditional approach to transforming into a digital distribution business. It started by digitizing and strengthening the automation capabilities of its back-end systems purchasing, inventory management, logistics before focusing on the sales side of the business. And it accomplished this transformation by developing its internal technology and development expertise, thus being able to customize and enhance ERP and other critical platforms. One of MDMs 2019 Digital Innovator Award winners, heres Ludwig Meisters story on how the distributor has built a culture of digital innovation.

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Sales & Marketing

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Earnest Machine Revolutionizes Sales Department

January is typically not a big sales month for Earnest Machine, a 72-year-old fastener distribution company out of Cleveland. But this January was not typical. The company was up 29% at the start of 2019, said CEO Kirk Zehnder. Speaking last month at MDMs Sale GPS Conference, Zehnder explained the radical shift in Earnests sales department structure that he credits for the boost.

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