Management Archives - Modern Distribution Management

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

A Pandemic Operating Manual

Thirteen lessons from distributors who are finding the silver linings in COVID-19.

September 11, 2020

Strategy

One Disruption, Many Responses

Wholesale distribution finds innovative ways to navigate the COVID-19 pandemic that are remodeling business operations.

September 11, 2020

Technology

Preparation Pays Off for Würth

Distributor excels in difficult environment with streamlined technology and new 3D printing capabilities.

August 24, 2020

Sales & Marketing

6 Steps to Position Your Company for Sales Growth

How to develop a unique sales transformation plan that is specific to your distribution company’s goals and priorities.

July 29, 2020

Sales & Marketing

59 Questions for Distributors to Assess Your Pandemic Response

Identify strengths and weaknesses across three business sectors — process, technology and people — to improve ongoing company performance.

July 24, 2020

Strategy

How Valin Corporation Managed an Abrupt Remote Work Transition

The industrial distributors Director of Organizational Development Cory Calderon sees a post-pandemic future with a hybrid remote/onsite work environment, contingent upon scalable software applications and technology upgrades.

June 22, 2020

Technology

Alibaba.com US Exec: A Strong Digital Presence is Imperative for Distributors

If you're a distributor in America today, youve got to get digital quick, says John Caplan, president, North America and Europe, Alibaba.com, who spoke on last weeks MDM Live about why digital has become imperative for distributors to compete.

June 15, 2020

Research & Analytics

Revenue Recovery: Transition Your Sales Team to Remote Selling

Four critical actions to take for an effective transition of sales teams to this new environment include reassurances about compensation, addressing performance gaps, elevating customer conversations and training on new customer interactions.

May 11, 2020

Strategy

How to Overcome Barriers to Delivering Integrated Supply Solutions

January 16, 2020

Companies

Will Amazon’s One-Day Shipping Kill the Distribution Industry?

Only if distributors try to beat Amazon at its own game.

December 24, 2019

Strategy

Distributors are About to Get Commoditized

Nearly every product you sell will soon be readily available, online, from other sellers who can deliver quickly, too.

November 27, 2019

Strategy

A Distributor’s Innovation Playbook for 2020

MDMs Tom Gale recaps highlights of our latest webcast with Mike Marks on the key factors to position for growth in the year ahead.

November 18, 2019

Strategy

Don’t Let Turbulence Go to Waste in 2020

Theres a quote about not letting a good crisis go to waste; it can provide an opportunity to leverage whatever disruption is in play to address other issues in addition to the main event. Thats a great mindset to think about 2020.

November 12, 2019

Strategy

Finding Your ‘Why It Matters’

This driving force determines where we direct our energy, efforts and passion both personally and professionally.

November 11, 2019

Sales & Marketing

Strengthen Supplier Relationships with a 360-Degree Survey

There is tremendous value in reaching out to associates, suppliers and customers to gauge and benchmark the quality of the relationship from all sides.