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Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.

This article includes:

  • How to change the decisions made in your company
  • Why to change those decisions
  • Innovative operations strategies for better management and return

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  • Commentary: The Trouble with Rebates
  • Who's My Coach? The Changing Role of Sales Managers
  • U.S. Economy: Out of 'Surviving' and on to 'Thriving'

The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment than just a few months ago.

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  • Commentary: The Trouble with Rebates
  • Who's My Coach? The Changing Role of Sales Managers
  • U.S. Economy: Out of 'Surviving' and on to 'Thriving'

Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations.

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  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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  • MDM 2Q14 Pricing Trends Report
  • MDM/Baird Survey: Distributors See Measured Growth in 2Q
  • The State of Analytics in Distribution
4415Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Making Money with Small Customers: Cost-Effective Channel Alignment
  • Commentary: The Changing Role of the Distributor
  • The Changing Role of Sales Personnel
  • Differentiate to Combat Disintermediation
  • MDM Industrial Inflation Index: June 2014
  • News Digest

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2014trends-slider

The year 2013 was a mixed bag. Some distributors saw growth, but many saw less growth than they expected. It was a year of finally looking forward – reluctantly in some cases – to growth-inspired initiatives rather than efficiency-driven initiatives. Though lean operations were still top-of-mind for many and will continue to be important, interest seems to have increased in tools that would allow distributors to be more proactive in reaching the right customers in different ways: e-commerce, CRM and more.

This article, based on interviews with distributors and manufacturers and the 2013 MDM Industry Outlook Survey, outlines and analyzes key trends and issues affecting how distributors will do business in 2014.

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  • Conflict Minerals Rule Has Unexpected Consequences for Distributors
  • Bridging the Value Gap
  • Amazon & Googles B-to-B Play

As 2013 comes to a close, Publisher Tom Gale's perspective shares his bold predictions for how 2014 will shape up to be a year filled with great opportunity.

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  • MDM Interview with Guy Blissett: Uncertainty + Change = Opportunity?
  • Where Managers Blunder
  • How Distributors Say They Measure Up to the Competition

Economic growth in the U.S. will continue in 2014, say the nation’s purchasing and supply management executives in their December 2013 Semiannual Economic Forecast. Expectations are for a continuation of the economic recovery that began in mid-2009, as indicated in the monthly Institute for Supply Management’s Report on Business.

This article includes:

  • An overview of key indicators in the manufacturing sector
  • An overview of key indicators in the non-manufacturing sector
  • Outlook for 2014

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  • MDM Interview: Countering Price Pressure in Distribution
  • Go or No Go: The Value of Due Diligence
  • MDM Interview: Redefining Competitive Advantage

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM 3Q13 Pricing Trends Report
  • MDM Interview with Guy Blissett: Uncertainty + Change = Opportunity?
  • Auto Industrys Return from Collapse

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