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The Changing Role of Field Sales

Join Mike Marks, managing partner of Indian River Consulting Group, for this 60-minute webcast based on the sold-out Sales GPS executive workshop from earlier this year on the future of the distribution sales rep. Read More

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What Distributors Need to Know About Pricing Disruption

Pricing is often an undermanaged and reactive business activity. But as traditional pricing models are rapidly disrupted by digital competitors, rebate programs, stronger customer negotiating power and more, distributors need to make pricing a core competency and strategic initiative. Read More

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How to Avoid E-Commerce Tax Pitfalls

Best practices for overcoming financial pain points with your online sales strategy. Implementing e-commerce is challenging enough without considering the tax implications of the online sales that you'll soon start generating. But plenty of pitfalls await the distributor that doesn't prepare a tax strategy alongside a digital strategy.

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The 2017 Mid-Year Economic Update

A new administration and holds on several regulatory actions have prompted cautious optimism halfway through 2017. Deflationary pressures drove down the real value of production in 13 of the 19 wholesale distribution industry sectors in 2016. Hardest hit were oil & gas and agriculture – two commodity-based industries where prices look to stabilize in 2017. Read More

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ROI from CRM: 3 Paths to Growth Beyond Outside Sales

Join Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, for the final installment in his high-energy quarterly webcast series that will challenge your thinking on getting ROI from CRM.

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Survive & Thrive in the Age of the Customer

Digital platforms have shifted the power in the purchasing relationship to the customer. It's easier than ever to compare your prices and services with those of your competitors. As those in buying positions get younger, they're bringing a new set of expectations with them as to what the ideal customer experience should be, which is informing how organizations respond. Read More

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Case Study: How to Effectively Implement Transformative Tech

Fastener distributor Specialty Bolt & Screw's strategic response to new market realities

Distributors know they need to invest in technology to keep pace with changing customer demands and new market realities. But identifying the right technology partner and deciding where to spend money can be daunting – and missteps can cause harm in the process.

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Webcast

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ROI from CRM: 3 Critical Focus Areas for Long-Term Success

Join Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, for a high-energy quarterly webcast series that will challenge your thinking on getting ROI from CRM.

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Webcast

Event Date:

The 2017 Distribution Industry Outlook

Growth was tough in 2016, with more competitive noise than ever. But the new year is transmitting early optimistic signals for those willing to embrace shifts in the distribution landscape. Read More

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3 Winning Strategies for 2017

In our current slow-growth economic environment, three core concepts define how distributors are disrupting their long-held models and transforming value propositions amid changing economic, technological and competitive forces. By shifting to omnichannel thinking, analytics-based revenue and profitability growth, a distributor can build a winning culture. Read More
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