The 2020 Mid-Year Economic Update_long

Archives: Events

(re)Building the Future Distribution Model

With the onset of COVID-19, distributors have had to re-evaluate business operations like never before. And many leaders are using this massive disruption to normal operating procedures to reposition for the future and build a more agile and resilient business. MDM CEO Tom Gale will share the latest MDM research into how the nature of work and role of technology is rapidly changing in distribution.

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Case Study: George E. Booth Company Repositions

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.

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Levers to Create an Agile Distribution Team

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.

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MDM LIVE: Insights on 2020 Transformation

A lot of summer travel plans have changed, so we're taking MDM LIVE to Germany (virtually) this Friday to talk with Max Meister, CEO of power transmission distributor Ludwig Meister. A winner of MDM's 2019 Digital Innovation Award, Ludwig Meister, a third-generation, $120 million distributor, has been on a multi-year digital transformation journey.

MDM CEO Tom Gale and Mike Marks, principal of Indian River Consulting Group, will also share the best ideas they have learned over 4+ years on how to transition the selling process in 2020. In the last 30 minutes, they will cover strategy, inside/outside sales teams, technology support and comp plans. This is the year to transform your sales teams!

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Step Up Your Pricing Game with Automated Negotiation

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.

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Create a Predictable Balance Sheet in Unpredictable Times

With business disruptions coming from all directions, maintaining a stable balance sheet is critical to profitability. This MDM webcast will address how distributors can manage accounts receivable to keep cash flowing, even while dealing with unpredictable supply and demand.

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MDM’s Top Distributors of 2020

Join the MDM research team as we share a look at our annual Market Leaders ranking of the top 150+ distributors across 16 product sectors. We’ll review revenue performance and share our latest trends research. Hear the immediate plans of more than 100 distributors who are taking action to reset, adapt and build more agile financial models and remote-based organizations.

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The Pivot to Remote Selling

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.

MDM Sales Transformation Roundtable: July 21, 2020

Tom Gale, CEO of MDM, and co-host Mike Marks of Indian River Consulting Group our third roundtable discussion on how to keep your sales team engaged, focused and more productive in 2020 and beyond.

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MDM LIVE: WESCO-Anixter Deal & Affiliated Distributors Interview

Watch this week's LIVE as the MDM Team breaks down the blockbuster WESCO-Anixter deal completed this week that creates a $17-billion electrical distributor; and we also catch up with Jack Templin, President of Affiliated Distributors’ Electrical and Industrial Business Unit.

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Distribution Analytics Moves Front & Center

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

Trade Shows Move Online

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.

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The 2020 Mid-Year Economic Update

As the economy continues to transition from survival to rebuild mode in Q2, join economist Brian Lewandowski, NetSuite VP Ranga Bodla and MDM CEO Tom Gale for a timely breakdown of macroeconomic and distribution-specific trends, competitive moves and 2020 outlook. We will analyze the latest economic trends, emerging growth opportunities and how the competitive landscape is shifting – and how distributors and manufacturers can capitalize on all of these trends.

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MDM Sales GPS 2020

MDM's Sales GPS Conference will help you develop new sales strategies for a new era & practical solutions to build a stronger sales force that boosts revenue, profit and retains customers longer. To help you accelerate your sales and competitive advantage, we have expanded our conference to create the 2020 Sales GPS Network. Learn more about Sales GPS and membership in the Sales GPS Network.

MDM LIVE: New Paradigms for Talent Development

This week we talk with two talent experts on the front lines in distribution: John Salvadore, GRN Coastal; and Cory Calderon, Valin Corporation for innovative ways to rethink how to build and nurture your best team forward.

Create More Selling Time by Automating Customer Orders

You are going to be asking your team to do more with less until the economy rebounds. See how other modern businesses are working to automate formerly manual tasks successfully that take cost out of their business. Improving your speed and customer service in a recession if one of the best ways to take share and hold on to that share gain long term.

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Real-Time Market Pricing for eCommerce Distribution

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.

MDM Sales Transformation Roundtable: June 16, 2020

In our second Sales Transformation Roundtable, Tom Gale, MDM CEO and Mike Marks, managing partner at Indian River Consulting Group, led a discussion on the latest strategies and tactics to implement today to keep your sales team engaged and outselling competitors who are struggling in a survival mindset.

MDM LIVE: Update on Alibaba’s Value Proposition

This week we are joined by John Caplan of We will hear from John on how Alibaba is responding to the COVID-19 pandemic and learn how Alibaba is differentiating itself from Amazon Business and other marketplace models.

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Navigating the “New Now” as a Distributor

This new webinar from MDM and Epicor looks at key trends emerging that are helping distribution companies thrive, with practical advice to help you stay connected, keep innovating, and most importantly - continue servicing vendors, suppliers and customers that stand by your side today, and in the future.