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Download this Issue as a PDF: July 25 2020

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

MDM's quarterly Data Issue for the second quarter of 2020 features both our regular MDM-Baird Distribution survey of more than 550 distributors, manufacturers and service providers, as well as a new quarterly report, MDM's Distribution Markets Forecast in association with the University of Colorado Boulder's Leeds School of Business.

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Pandemic Accelerates the Next Phase of Distribution Analytics

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

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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.

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Download this Issue as a PDF: July 10 2020

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

In this issue of MDM Premium, we provide a variety of ways for distributors to improve business practices — starting with a look at the altered M&A landscape and which companies are most likely to have an advantage in today's marketplace. Then, you'll read how remote sales management often requires sales leaders to focus on soft-selling skills. And finally, pick up some tips on how to adjust inventory management planning when demand is anything but typical.

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The Pandemic’s Effect on E-Commerce and a Major Industry Merger: MDM’s Top Blogs of June

Walmart prioritizes its online business and WESCO becomes the No. 1 electrical distributor with Anixter acquisition.

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The Conference Must Go On: Distribution Industry Pivots to Virtual Events

Many more industry events are on this year's calendar. The question now is, what will associations do — cancel, postpone, convert to virtual gathering or offer a hybrid of live and digital programming?

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5 Rules for Conducting a Pricing Reset

In the past, distributors would often sacrifice margins to gain market share and drive the topline. However, such tactics negate a strategic pricing process, rendering it nearly nonexistent. Without process, your people must make pricing decisions in a vacuum. As hard as they might try to compensate for and cope with inefficiencies, and as effective as their efforts might be in the short-term, you can’t expect them to sustain healthy margins in the long run.

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New Paradigms for Talent Development in Distribution

The coronavirus accelerated a number of changes in distribution talent management that were already underway, including new evaluation criteria for job candidates and an expanded view of work-from-home productivity.

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What Walmart Can Teach Distributors About E-Commerce

Size doesnt matter when it comes to being successful in e-commerce. Walmart recognized that its prior e-commerce team, and perhaps its vision, could only take the company so far. It needed new blood, says Channel Marketing Groups David Gordon.

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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.