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Remote Sales

The Mask-to-Mask Distribution Environment is Changing Everything

The B2B distribution business has been adjusting to the new mask-to-mask business environment by changing how distributors handle inventory, deliver products and communicate with customers. The most difficult adjustment has been letting go of the old sales coverage plan.

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Sales & Marketing

How to Transform Your Business During a Pandemic: MDM’s Top Blogs of July

Bloggers answer distributor questions on how to manage COVID-19-induced business changes.

G-Pandemic-Revenue-Index-July-20-24-2020
Economic Trends

IRCG Weekly Pandemic Revenue Index Shows 7.6% Decrease

IRCG's weekly comparison of distribution business to previous year's data reflects 'unnerving sense of stability.'

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Remote Sales

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.

Supply Source Enterprises
Research & Analytics

Tracking COVID-19’s Destructive Path

The severity of the coronavirus crisis has exceeded that of the Great Recession more than 10 years ago, and while distributors haven’t been spared the impact of COVID-19, the industry is faring better than most.

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Economic Trends

Second Quarter 2020 Distribution Markets Forecast

MDM’s new report, Markets Forecast, offers quarterly revenue projections for the wholesale distribution industry, plus breakouts for select categories, for the current calendar quarter and the next fiscal year. The inaugural Forecast looks at post-pandemic projections for distributors as a whole, plus specific sectors.

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Pricing

Commentary: Rethink the Automatic Price-Dropping Response

The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?

Business office or store shop is closed/bankrupt business due to the effect of novel Coronavirus (COVID-19) pandemic. Unidentified person wearing mask hanging closed sign in background on front door.
Research & Analytics

MDM-Baird Distribution Survey: 4 Burning Questions as Pandemic Market Disruption Persists

MDM’s quarterly survey in partnership with investment banking firm Baird reveals that distributor revenues decelerated sharply in 2Q but not as bad as feared at the beginning of the pandemic shutdown. One consensus among more than 550 participants: Distributors began rethinking the way they manage talent.

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Technology

Pandemic Accelerates the Next Phase of Distribution Analytics

Distributors shift from rear-facing analysis to forward-looking predictive analytics models.

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Tariffs

Tariffs and COVID-19: Case Studies on Distribution Disruption

Industrial distributors Earnest Machine and LINC Systems share the impact of trade wars and the coronavirus on their businesses.