Scott Young, President of George E. Booth Co., a Midwest distributor of process instrumentation products and services, talks with MDM's John Gunderson about the company's launch of a cloud-based ERP system at the beginning of 2020. The timing could not have been better. As Young shares in this Spotlight video, the company was able to pivot quickly in mid-March when its 75-person workforce started working from home. The move allowed the team to focus on revenue-generating activity and value-added services to support customers, while reducing costs by automating back-end processes.

This MDM Spotlight video breaks down the areas where distributors have the most opportunity to build a more agile organization to leverage the disruptive market conditions that the pandemic has accelerated in 2020. Ranga Bodla, NetSuite Vice President, Field Engagement and Marketing, joins MDM CEO Tom Gale to discuss the core elements of how distributors are creating competitive advantage today with the combined levers of technology, analytics, talent and more adaptive financial and sales models.

In B2B, the pricing negotiation game can be complicated, cumbersome and costly, but thanks to an important advancement for wholesale distribution — intelligent automated negotiation — the game has been changed. Join John Gunderson, VP Sales, Analytics and e-business, MDM and Todd Pate, Business Solutions Consultant, Zilliant, for this MDM Spotlight: Step Up Your Pricing Game with Automated Negotiation. From an experience perspective, Intelligent Automated Negotiation completely turns the price negotiation game on its head. This is a game-changer for any distributor that wants to increase its value proposition and capture share in today’s competitive, highly evolved digital landscape. This exclusive MDM Spotlight, sponsored by Zilliant, will show you how.

In this MDM Spotlight video, Mike Marks of Indian River Consulting Group and MDM’s Tom Gale share strategic and tactical moves – what to do, what to consider and what to do next – learned since March in conversations with dozens of distribution leaders on how they pivoted to support sales teams, protect their customers and reset what a distribution selling organization looks like in the future.

In this 10-minute video, MDM’s Tom Gale and Enavate’s Taylor Clements review how the rapid transformation of analytics tools are helping distribution organizations become more agile and responsive based on data-driven decision-making.

In this latest edition of MDM Spotlight, John Caplan, Alibaba.com's President for North America and Europe, discusses the company's approach to online trade shows and how they can benefit the distribution industry during this unprecedented time.

In this video, we map out how distributors can respond effectively to the ways COVID-19 has elevated the need for a consistent and more responsive customer experience on digital platforms as well as offline.

Two fastener distributors share how they are adapting to the disruptions caused by trade wars and tariffs in 2019 and the emergence of COVID-19 in early 2020.

In this episode of MDM Spotlight, John Gunderson outlines how to manage supply chain disruptions by mapping out a process for a risk assessment profile, opportunity and gap analysis.

This Spotlight video outlines the process to create relevant pricing for current customers for a seamless pricing experience, as well as competitive pricing for non-account customers to capture as many orders as possible.

As distributors build out e-commerce capabilities and digital tools for customers, they are often challenged with managing their product and customer data. Jason Hein shares how organizations can overcome common barriers, how to think more strategically about translating data into information and how to best automate e-commerce and digital processes.

MDM CEO Tom Gale lays out the dynamics of a platform marketplace and what it takes to be competitive within these e-commerce systems — including the dangers they represent as well as untapped advantages for distributors.

Dr. Al Bates, Principal in the research group Distribution Performance Project, explains why distributors who set a realistic profit target, understand profit driving factors, maintain adequate revenue growth, avoid investment myopia and communicate with company leaders find themselves in the top 10% of profitable distributors.

Courtney Chaperon of Mayer Electric discusses how the distributor and its hundreds of sales team members are benefiting from real-time sales activity tracking.