Spotlight Videos - Modern Distribution Management

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Spotlight Videos
ASA mixed results January 2022
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.
Business Team Meeting
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.
MDM's Top Posts of 1Q 2022
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.
Laptop work remote
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.
Notebook with charts next to a laptop
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. Trade show banner
In this latest edition of MDM Spotlight, John Caplan,'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.
Person in warehouse using cellphone to automate processes
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.
Associated Builders and Contractors new construction tech report
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.
Graph showing profitability
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.

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