Data & Analytics Archives

Quicktake: Tailwinds and Macrotrends for Distributors

Disruptive market conditions breed opportunity. In this episode, IRCG’s Mike Marks and MDM’s Tom Gale look past the horizon at the larger macrotrends shaping growth opportunities for distributors over the next several years: electrification, infrastructure, energy transition, sustainability and demographic shifts.

November 18, 2022

Data & Analytics

How to Use Reporting and Data in Channel Incentive Programs

Nichole Gunn dives into the ways distributors and manufacturers can access and wield incentive program reporting and data to elevate sales and marketing strategies.

November 9, 2022

Data & Analytics

Quicktake: Channel Partner KPIs to Watch in a Downturn

When markets soften, surprises tend to be of the negative variety. But downturns can also open up opportunities to strengthen key supplier partnerships. MDM’s Tom Gale and IRCG’s Mike Marks discuss the key performance indicators in supplier relationships that can be either early warning signals or telltales for competitive opportunity across inventory and cash management, backlogs, support and strategic alignment.

November 4, 2022

Data & Analytics

Automate Data Work to Grow eCommerce Revenue

No distributors have unlimited resources, so winners must work smart, not hard, on managing product data, says Eric Hills.

October 7, 2022

Data & Analytics

4 Blind Spots in Making Analytics Actionable

Too often, distributors get to the edge of the diving board with analytics development and suddenly realize they can’t jump. Here's why.

September 26, 2022

Data & Analytics

Optimas Details its BI Capabilities Advancements

The company said its new benchmark includes onboarding key BI personnel, implementing new analytics tools and publishing custom reporting.

September 23, 2022

Data & Analytics

The State and Benefits of Product Data Standardization

In this MDM Podcast, ETIM North America's Mary Shaw provides insight into the state of data standardization for manufacturers, distributors and end users, along with the benefits of standardizing product data industrywide.

August 9, 2022

Data & Analytics

What it Means to Choose a Path and Fail Fast

MDM's latest webcast dove into how data can lead distributors amid all the economic uncertainty, and how CRM and BI can be applied.

August 5, 2022

Data & Analytics

U.S. Distributors on Pace for Record $7-trillion Year in 2021

Each of the 19 major sectors that define the U.S. wholesale distribution sector are on pace to experience positive 2021 revenue growth rates.

December 14, 2021

Technology

Embracing Automation Can Help Distributors Weather Supply Chain Issues

There are six fundamentals to creating a mature digital supply network that incorporates automation, Esker's Nick Carpenter explained in a recent MDM webcast.

October 12, 2021

Sales & Marketing

The ABCs of Average Order Value Growth

Increasing AOV while maintaining the same number of total sessions and the same conversion rate will yield higher revenue. Here are five ways to inspire more online buying and grow your AOV.

September 30, 2021

Sales & Marketing

Checklists for Generating, Managing and Sustaining Growth

In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.

November 9, 2020

Technology

Prioritize Analytics to Enhance Customer Service

Analytics tools not only help distributors become more agile, but in this time of increasingly complex supply chains, they can also alleviate stock-outs — and ease customers’ minds. But don’t forget the key components of building this capability.

October 14, 2020

Strategy

A Pandemic Operating Manual

Thirteen lessons from distributors who are finding the silver linings in COVID-19.

September 11, 2020

Technology

The Future of the Outside Sales Rep

These reps are now in position to play a key role in distributor revenue recovery plans.

September 3, 2020

Technology

Pandemic Shines Light on a Distributor’s Need for E-Commerce

Digital offering for customers is one of the four levers that distributors can pull to help them take share during the pandemic — or amid any disruption.

August 19, 2020

Technology

Pandemic Accelerates the Next Phase of Distribution Analytics

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

July 24, 2020

Sales & Marketing

Opportunities and Challenges in a Shifting Distribution Market

Tracking industry and customer data can provide distributors with a window into future planning as the market continues to shift during the coronavirus crisis. Channel Marketing Groups David Gordon suggests elements to consider, ranging from pricing pressures to the availability of talent.

May 20, 2020

Technology

Texas A&M Distribution Students Visualize Industry’s Digital Future

In a recent virtual conversation with a few hundred Texas A&M Industrial Distribution students, the next generation had a lot to say about what changes they see in B2B distribution after the full impact of COVID-19 becomes clear. The future of distribution is moving faster than any of us thought possible, and its looking brighter with the talent coming online.

May 18, 2020

Sales & Marketing

Managing Sales through COVID-19: Immediate Actions and Long-Term Tactics

There is an escalating response to the economic impact of the coronavirus among distributors, increasing furloughs and hiring freezes, management consulting firm Alexander Group finds. However, forward-looking distributors are also putting plans into place to convert competitors customers and grow digitally.

May 12, 2020

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