Strategy Archives - Modern Distribution Management

How People, Process, Experience and Trust Differentiate Distributors

What seems to endure is customers’ desire to work with partners they can rely on, with people they can trust.

December 7, 2021

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

Strategy

Forecasts Mostly Bullish for 4Q and 2022

Economic forecasts are firming up for the final quarter of 2021 and for 2022. Here’s a summary of the leading forecast resources.

November 22, 2021

Strategy

8 Third-Quarter Economic Indicators Impacting Distribution

Mixed signals mark third-quarter financial and economic indicators impacting distribution, such as LEI, industrial production and PPI.

November 17, 2021

Strategy

Why Core & Main CEO Steve LeClair is Passionate About Training Programs

Core & Main CEO Steve LeClair talks about company training efforts, its technology roadmap and areas he sees as 'ripe for expansion.'

November 10, 2021

Strategy & Research

Rexel USA CEO on Years-in-the-Making Acquisition of Mayer Electric

Rexel USA CEO Jeff Baker shares details behind Rexel's acquisition of Mayer Electric and plans for continued growth.

November 1, 2021

Operations

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

The lingering pandemic can’t be ignored, but live gatherings will again feel familiar.

October 4, 2021

Strategy

Commentary: Successful Habits Often Start with a Small Step in the Right Direction

What does it take to build successful habits and keep them going for the long term? Consider setting micro goals for yourself and your business.

September 30, 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

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

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

Strategy

A Guide to Building Stronger Partnerships with Distributor Advisory Councils

If you’ve never used or are unfamiliar with a Distributor Advisory Council (DAC), you could be losing more than valuable feedback. You could be sacrificing profits, market share, and crucial customers you can’t afford to lose.

September 15, 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.

September 9, 2021

Strategy

Commentary: 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.

September 9, 2021

Strategy

Are Distributors Still the Future of Distribution?

Not if they don’t adapt to the changing marketplace dynamics.

August 24, 2021

Strategy

Is Advanced Pricing the Right Approach for B2B Distributors?

Panelists debated whether advanced pricing could help distributors improve their margins during the latest MasterB2B “un-webinar” hosted by Andy Hoar and Brian Beck.

August 17, 2021

Strategy

What are the Forces Behind Distribution M&A Growth?

Distribution companies are garnering record-high valuations along with managing increased consumer demand and critical capacity constraints.

August 13, 2021

Strategy

Essendant CEO Dochelli Talks Culture, Communications and Third-Party Logistics

Essendant CEO and President Harry Dochelli has seen plenty of twists and turns during his nine-plus years with the company, but a few pillars, such as communications and culture, have always held true.