Data_Analytics_Summit - Modern Distribution Management

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DECEMBER 6, 2023 | 10:00 - 4:00 Eastern.

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What to Expect

Join us on December 6, 10:00 – 4:00pm Eastern for the virtual MDM Data Analytics Summit. We’ll explore the latest revenue growth strategies and tactics for deeper supplier and customer engagement – customer-supplier stratification, cost-to-serve and market-level gap analysis, digital channel analytics, and more.

Speakers

Agenda

10:00 am ET - Welcome & Introduction to the Summit

Tom Gale, CEO, Modern Distribution Management
James Dorn, President & CEO, Dorn Group
The ability to compete today is defined by how well your team can convert data quickly into insights and action to drive sales growth and profit improvement. We highlight (and celebrate) the ascending role data analytics is playing in distribution and manufacturer-supplier organizations to build high-performance supply chain partnerships. And grow revenue!

10:05 am ET - Keynote Address: Building Blocks for Breakthrough Analytics

Tom Gale, CEO, Modern Distribution Management
James Dorn, President & CEO, Dorn Group
John Gunderson, Senior Consultant, Dorn Group

Better visibility and transparency into the best revenue opportunities – this is the key differentiator built on data analytics. As distribution leaders widen competitive gaps through business model transformation, the role of data analytics has gained C-level status. No matter where your team is on your organization’s data analytics journey, this keynote session outlines the best practices high-performance suppliers – distributors, wholesalers and manufacturers – are implementing to innovate and drive sales growth more efficiently.

We’ll review the portfolio of data analytics capability, playbooks and programs that industry leaders are using to better engage, sell and service the needs of their unique customer segments. We’ll share an assessment tool to help you evaluate current state, a vision for what a data-driven distributor looks like, and the roadmap to guide you there.

10:20 am ET - Customer Stratification & Cost-to-Serve Analysis: Optimizing Growth Strategies

Senthil Gunasekaran, Co-Founder, Managing Director, ACTvantage
Pradip Krishnadevarajan, Co-Founder, Managing Director, ACTvantage

Understand the challenges faced by your industry peers and how innovative solutions and experience have helped advance successful customer stratification and cost-to-serve analytics capabilities for distributors. Gain inspiration and practical insights from these stories to apply similar strategies in your own organization.

Discover the cutting-edge analytics tools and techniques distributors are using to transform their customer base into actionable categories, to identify high-value opportunities, assess their unique needs and tailor your services to maximize their loyalty. Learn how to uncover the true cost associated with serving different customer segments, analyze operational expenses, including order processing, delivery and support.

Key Takeaways:

  • Create stronger customer relationships with personalized approaches.
  • Implement targeted marketing strategies to optimize customer engagement and retention.
  • Streamline processes based on data-driven insights, leading to improved overall operational efficiency.
  • Make informed decisions on inventory management, pricing, and resource allocation, boosting profitability and revenue growth.

10:40 am ET - Industry Panel: Customer Stratification & Cost-to-Serve Analysis: Optimizing Growth Strategies

Panelists:
Lisa Walsh, Vice President, Strategic Platforms, IDEX Corporation
Joe Nolan, Vice President & General Manager, Gibson Engineering Co., Inc.
Ryan Pierson, Sr. Director – Lubricants, Mansfield Service Partners

Moderators:
Senthil Gunasekaran, Co-Founder, Managing Director, ACTvantage
Pradip Krishnadevarajan, Co-Founder, Managing Director, ACTvantage

11:10 am ET - The Digital Order Gap and the Effects on Data Integrity

Ani Gujrathi, CTO, Conexiom
Emailed sales orders are a serious obstacle to data analytics because they inhibit data cleanliness and prevent working from current information. This session will discuss how specialized sales order automation solutions pick up where EDI leaves off to elevate emailed orders into accurate, real time, and analytics-ready data.

11:30 am ET - Behind Fastenal’s Data-Driven Success Formula: A Conversation with Fastenal CFO Holden Lewis

Fastenal has arguably built one of the strongest sustained value-creation stories for investors as a high-performance distributor. In this conversation, Fastenal CFO Holden Lewis shares his insights on the success formula and the metrics/analytics culture required to out-perform the market with a strong, high touch value proposition, innovative deployment of technology, efficient use of working and fixed capital, and steady redeployment of resources into customer-facing solutions.

12:00 pm ET - 30 minute Break

12:30 pm ET - Supplier Stratification & Channel Optimization Analytics

James Dorn, President & CEO, Dorn Group
John Gunderson, Senior Consultant, Dorn Group

This session cuts to the heart of implementing effective supplier stratification strategies for enhanced partnerships and mutual growth. Learn techniques distribution and manufacturing leaders are using to identify, assess and optimize channel partnerships to maximize efficiency, target revenue opportunities and execute win-win plans.

Key Takeaways:

  • Gain insights into effective supplier management strategies that will differentiate you from your competitors.
  • Learn how to identify high-value suppliers and implement strategies that drive revenue and leverage precious sales resources.
  • Best practices for scorecards and assessments using data analytics that immediately impact both top and bottom lines.

1:00 pm ET - Industry Panel: Supplier Stratification & Channel Optimization Analytics

Panelists:
Mary Derrick, VP, Channel Strategy & Digital Enablement, Schneider Electric
Brian Fitzgerald, VP, Revenue Optimization & Business Intelligence, Turtle
Jeff Hoyt, Principal, PRESSCO Electrical Agency
Vicki Hehr, Operations Manager, PRESSCO Electrical Agency

Moderators:
James Dorn, President & CEO, Dorn Group
John Gunderson, Senior Consultant, Dorn Group

1:40 pm ET - 30 minute Break

2:10 pm ET - A Growth Playbook: Customer Lifecycle, Market- & Wallet-Share Analytics

Tom Gale, CEO, Modern Distribution Management
Donnie Williamson, Director of Analytics, Modern Distribution Management
Tony Pericle, Founder & CEO, ProfitOptics
With sales channels more complex than ever, data analytics are now the competitive differentiator for customer retention and revenue expansion. This session outlines best-practice growth tools for market segmentation and profiling, prospecting, Recency-Frequency-Monetary (RFM) analysis, market-share tracking and advanced wallet-share optimization techniques. 

Key Takeaways:

  • Techniques to profile market opportunity and track market share.
  • Wallet-share growth methods with transaction analysis and unmet customer-preference identification. 
  • Understanding critical customer lifecycle stages, how to reduce churn and optimize sales efforts.
  • How embedded data analytics and AI will transform every supplier’s growth playbook.

2:30 pm ET - Industry Panel: A Growth Playbook: Customer Lifecycle, Market- & Wallet-Share Analytics

Panelists:
Chris Wallace, Vice President, Data Process IT, Torrco
Stephanie Lee, Market Analytics Team Leader, McNaughton-McKay Electric Company

Moderators:
Tom Gale, CEO, Modern Distribution Management

Donnie Williamson, Director of Analytics, Modern Distribution Management
Tony Pericle, Founder & CEO, ProfitOptics

2:30 pm ET - Recap of Key Takeaways & Close

Tom Gale, CEO, Modern Distribution Management
Donnie Williamson, Director of Analytics, Modern Distribution Management
James Dorn, President & CEO, Dorn Group
John Gunderson, Senior Consultant, Dorn Group

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