Recommended Reading: Top 5 Articles from 4Q - Modern Distribution Management

Log In

Recommended Reading: Top 5 Articles from 4Q

Field sales, millennial recruiting top of mind for MDM readers.

Distributors in the fourth quarter of 2016 sought ways to adapt their field sales teams, recruit and retain millennials, and tap into other trends affecting the industry – including a host of disruptions.

Here are the Top 5 premium articles on in the fourth quarter:

1. Gorilla in the Room, Part 1: Why Field Sales Must Evolve

How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This article, the first of a two-part series on the changing role of distribution sales reps, examines what’s driving the shift and why distributors should act. (Join Indian River Consulting Group and MDM for Sales GPS 2017, a live event on the future of field sales. Learn more at

2. What Millennials Want

There are many assumptions about what millennials want from a workplace, but those assumptions may be misguided. MDM recently conducted a survey of students in industrial distribution programs at three universities about what they’re looking for in a workplace. This article examines some of the misconceptions and how distributors can adapt to the younger workforce.

3. 2016 Wholesale Distribution Trends Special Issue

This seventh edition of our Distribution Trends Special Issue provides an overview of the most important issues facing distribution, researched and written by MDM based on interviews with dozens of distributors, industry experts and manufacturers, as well as a survey of readers. Top trends in 2016 included a focus on technology, customer engagement, growing competitive threats and HR challenges.

4. Gorilla in the Room, Part 2: The Future of Relationship Selling

The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor.

5. Wholesale Distribution Disrupted

After years of evolutionary change, the wholesale distribution industry faces major disruption and a true inflection point. The current inflection point will likely produce a marked division in future performance between visionary distributors willing and able to chart a new course for their business and those too constrained by orthodoxies to keep their business from declining.

Read more from MDM's Premium archive here.

Share this article

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.