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Season 3, Episode 4: How Innovation Can Help Distributors Map New Growth Strategies
Products, features and benefits. How are we doing (or not doing) on monthly goals set up with Supplier A or Supplier B? These are the day-to-day conversations that, while particularly urgent in the current uncharted pandemic-infested waters, can get in the way of deeper strategic conversations about how to create more value for customers. In this third podcast of our three-part series on innovation, Dorn Group’s J Schneider maps how to rethink your business model to build a more customer-centric and innovative organization.
Season 3, Episode 3: The Value of Innovation, Part 2
In this second of our three-part conversation on innovation in distribution, J Schneider of strategy and consulting firm Dorn joins host Tom Gale to discuss what innovation looks like in 2020 for distributors and manufacturers. In this episode, we look at the ways smaller distributors often have an advantage to identify opportunities for innovation, the need to be selective in building manufacturer-distributor partnerships around a shared vision for innovation, and how to build a culture of innovation.
Season 3, Episode 2: Martin Supply's Doug Ruggles Interview
While this privately-held industrial supplier with more than 300 employees may not be a Harvard Business School case study in management structure, the three-brother leadership team has managed to buck the odds of many third-generation businesses by nurturing an entrepreneurial culture in an 85-year-old company. Listen to Doug Ruggles share what’s worked to drive growth with a customer-centric solutions approach. Host: MDM CEO Tom Gale.
Season 3, Episode 1: The Value of Innovation, Part 1
In the first of a three-part series, J Schneider, Vice President of Strategy for Dorn, a strategy and consulting firm located just outside Chicago, discusses how distributors and manufacturers can develop new innovations. In addition to outlining varieties of product, service and delivery innovations, he talks about how to drive growth by building a culture of innovation defined by customer needs. Host: MDM CEO Tom Gale.
Matt McCorkle, Manager of U.S. Branch Operations, Kaeser Compressors, discusses how he used a combination of conventional and micro- sales training methods to build a culture of prospecting and grow new accounts for Kaeser’s 100-person distribution sales force in the U.S. We also hear from Steve Meyer, president and CEO of Rapid Learning Institute, a provider of sales and leadership micro-training, on how micro-training is different.
Justin King of B2X Partners talks about how change management is one of the biggest challenges of any digital transformation project and the critical need to build digital experiences that are customer-first oriented. He also addresses how to leverage the knowledge and expertise in an organization to create better online experiences that drive revenue.
Mark Dancer of the Network for Channel Innovation talks with Tom Gale about the challenges distributors are addressing as they undertake digital transformation programs. As author of the upcoming edition of the Facing the Forces of Change report series published by the National Association of Wholesaler-Distributors, Mark has been in research mode for more than a year and shares some that insight in this edition.
Update on Lawson's transformation journey. Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata gives MDM's Tom Gale a progress report on the company's service-intensive approach and talks about its SAP implementation, salesforce transformation and its unique go-to-market model.
Distributor transforms its traditional inside/outsides sales structure. This 72-year-old fastener distribution company out of Cleveland disrupted its outside sales model, creating a team-based sales department structure that had an immediate impact on culture and revenue.
Former Amazon team member and Amazon seller consultant Alan Adams speaks with Tom Gale on Amazon Business from an insider's perspective. This podcast references MDM's Amazon Business Forum conference, held in December 2018, that explored strategy and effective tactics for both partnering with and competing with Amazon Business.
Disruption, distribution M&A and shifting value propositions. After selling his family's paper distribution business 20 years ago, Brent Grover has been a consultant and prolific author on pricing, M&A and creating value in wholesale distribution businesses. Brent talks with MDM's Tom Gale on the next phase of his career and his take on the current challenges in the industry.
MDM's Ian Heller and John Gunderson talk shop. What's on the minds of distribution executives? In spite of a record year for most sectors of wholesale distribution in 2018, there is a growing sense of volatility across many areas – pricing, inflation, global trade, tariffs and an increasingly tough labor market. Industry veterans and MDM President Ian Heller and MDM VP of Analytics John Gunderson discuss what they're hearing from the front lines of distribution.
Dan Hill, President of Newark element14 and Becky McMorrow, Director of Marketing Newark element14 speak with MDM's John Gunderson about how to build an Omni Channel experience to take share and grow business.
Mike Marks, Managing Partner of Indian River Consulting Group (IRCG) talks with MDM's Tom Gale about the ways 2018 is being defined as the tipping point for digital transformation in distribution across all aspects of distribution organizations.
MDM's exclusive interview reveals many facets of Amazon's customer-first strategy. Prentis Wilson, VP of Amazon Business, speaks with MDM's Tom Gale about Amazon Business's value proposition for distributors, current strategic initiatives and how he sees the customer defining the future of supply chains.
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