John McKenzie joins the MDM Podcast to discuss the distributor’s new drone delivery program and Innovation Center, as well as the strategy behind its frequent acquisitions. We also dove into how Winsupply’s employee-ownership opportunity pays dividends across the organization.
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.
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.
Over the last two years, Milwaukee-based HVACR distributor Gustave A. Larson Co. has transitioned from outside to inside sales, a move that became reality at the start of 2020. That sales model transformation has paid dividends during the coronavirus crisis, and now the company enters the post-pandemic well-positioned for the summer surge.
For employees who are traditionally customer-service oriented, making cold calls requires a different skill set. Eric Chernik, CEO of Building Controls & Solutions, is providing training and tools for all employees, such as customer call lists with outbound call scripts, to grow business during the coronavirus slowdown.
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