Strategy Archives - Modern Distribution Management

The Critical Need for Joint Planning in 2022

Current conditions are straining traditional manufacturer-rep-distributor relationships. Here’s a prescription for change by an industry veteran.

January 17, 2022

Strategy

3 Ways Distributors Can ‘Feel ‘22’ and Build a Better Experience

Improving BOPIS experiences, experimenting with light manufacturing and remembering that content is still king are ways companies can excel.

January 14, 2022

Strategy

Ferguson CEO: Supply Chain Worries, Labor Issues Still Loom Over Industry in 2022

While supply issues have eased in some areas, a shortage of incoming talent in the U.S. and fears of COVID variants are forcing distributors to keep adapting.

January 12, 2022

Strategy

Growth Hinges on People: How to Become a Talent Magnet

The pandemic and subsequent economic swings have created intense competition for talent, and the labor market is going to get even tighter.

January 10, 2022

Strategy

2022 Strategy and Leadership Outlook: Shifting Power Dynamics

To adapt and stand out during market consolidation, expect more distributors to find niches and develop specializations.

January 5, 2022

Strategy

The Argument for a Small Distributor Renaissance

In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.

January 4, 2022

Strategy

5 Steps to Increase the Value of Your Distribution Business

Whether ready to sell or not, distribution executives in forward-thinking companies can effectively harness innovations while aligning their organization to increase the value of the company.

December 22, 2021

Strategy

Behind the Deal: How the Motion-KDG Deal Changes the Landscape

The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.

December 20, 2021

Sales & Marketing

Data Storytelling: 3 Easy Ways to Identify What Your Customers Value

Analytics on transactional data, sales force input and customer input via surveys and interviews can all inform customer buying criteria.

December 9, 2021

Strategy

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

Strategy

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

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