Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.
Distributors who have developed these qualities and built resilience into their organization are ready to adapt their strategy for the next normal.
In the latest MDM interview, Barry Litwin, CEO of Systemax — the publicly traded parent of Global Industrial and other businesses — discussed the company’s 3Q performance, what’s driving growth in 2020 and the “permanency” of pandemic-related products.
Introducing the latest class of MDM Future Leader Award winners — 10 talented and digitally focused leaders under age 40 who are enhancing the market at every turn.
If public companies are saving on T&E, how much of a T&E increase will they be able to justify to Wall Street if it reduces earnings and doesn’t increase sales?
As we near the end of 2020, this issue of Premium brings a chance to reflect on many categories of business performance. From the traditional building blocks of growth bound to set 2021 off on the right start, to more 'soft' elements of emotional intelligence and the importance of being allies in the workplace, you will find key takeaways to improve your quality of work.
Indian River Consulting Group’s (IRCG) weekly Pandemic Revenue Index for the work week of Oct. 26 to Oct. 30 indicated a 0.4% decrease compared with the same week a year ago.
Excluding an outlier, the overall sales change is still positive but at 1.3%.
Our last quarterly data issue of 2020 includes promising stats on the future state of the economy, with some work left to do to get the industry back to where it was pre-pandemic. Dive into the latest MDM-Baird Distribution Survey results, as well as a preview of our MDM Analytics market forecast and wholesale revenues, sales and inventory trends data.
Consumer behavior is playing a role in speeding economic recovery.
If we were to assign a theme to this issue of MDM Premium, it would be new beginnings. The articles you will find in the October 10 issue address keys to sales team transformation, including how to look differently at the function and job requirements of your sales department. We also speak with the new president of EPDA on his vision for distribution in Europe and how the industry will reshape itself in the wake of COVID-19.
Where did distributor revenues land in the third quarter? What’s the outlook for 4Q and beyond? We answer those questions and more in this preview of the latest MDM-Baird Distribution Survey — and the results might surprise you.
Our daily newsletter is your best source for news and trends in the wholesale distribution industry
The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
Wholesale distribution news and trends delivered right to your inbox.
Sign-up for our free newsletter and get:
Your privacy is very important to us. Please review our Privacy Policy prior to subscribing. By subscribing you will receive announcements for our webcasts, podcasts, live events, surveys, and emails from select partners.
If you decide you do not wish to receive these emails you may edit your user preferences or unsubscribe from all updates.
