The outlook for 2022 remains bright, but government efforts to restrain inflation, global instability and continued supply chain challenges seem to shift the variables almost daily.
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Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
The company’s recent choices raise the question: Will other similar distributors reduce their exposure to volatile energy markets?
The first part of this analysis outlined how distributors can pick their battles and create strategies to win market positions in any given territory. Here in Part 2, companies can learn how to implement those precise strategies to grow their bottom line and increase market share.
There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market — you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.
Spreading the notion that distribution isn't desirable makes it harder for companies to enact strategic changes and attract workers. It's also just not true. Here's how companies can promote their industry and win the talent war.
Supplier price increases offer profit opportunities for distributors, especially today. But too often firms miss the boat. Here's a primer on the key levers and strategies to make sure everyone on your team maintains price integrity.
Digital sales transformation is different for every company. Here are the fundamentals and framework that apply to every distributor's successful journey.
Value-added suppliers can help customers manage current supply challenges, says Gartner supply chain and procurement expert.
In Part 2 of MDM’s two-part analysis, we explore how Zoro in the U.S. and MonotaRO in Japan are forging a new identity for smaller businesses.
MDM this year has hosted an array of guests from across the distribution industry, and many of them have reflected similar outlooks: Challenges may persist, but companies are eyeing realistic paths to growth.
In Part 1 of MDM’s two-part analysis, we outline how the distributor’s High-Touch Solutions serve larger customers with complex buying needs.
In the MDM Podcast this week, Global Industrial CEO Barry Litwin discussed the company’s 2021 financial performance, as well as the strategic initiatives it is undertaking to continue a transformation process.
Alternate channel disruptions and supply chain crises are reforming go-to-market strategies for supply partners. Here are five more ways to go beyond traditional buyer/seller relationships and benefit both sides.
While digital channels have consumed most of the oxygen in the room, strategic B2B partnerships between distributor and manufacturer are essential today. Here are some timeless tips on five skills required to master partnering.
Can B2B innovators apply a world-class innovation concept — as applied in B2C — and tailor it to fit the changing needs of the business buying community?
Companies must adapt by leveraging vision, understanding, clarity and agility to navigate the emerging business landscape and develop resilience against volatility.
Supply chain issues and other disruptions are likely to continue, but distributors who leverage data into efficient customer relationship management can succeed in 2022, Brian Friedle says in the latest MDM webcast.
An unprecedented labor situation necessitates an innovative approach to hiring. Being data-driven and developing talent strategies are among the ways employers can succeed.
A large portion of veteran sales talent is deciding now is a good time to retire. Implementing tech that reduces redundant work and delivers relevant insights is key to achieving growth.
