This is the PDF of this issue of Modern Distribution Management.
The anecdote to uncertainty is information. In this issue of MDM Premium, our quarterly MDM-Baird data issue, you’ll find the latest information on how hundreds of distributors and manufacturers are responding to the coronavirus pandemic, as well as their projections for the second quarter and full year. We bring you analysis from Baird’s David Manthey, who breaks down market conditions and how the industry is planning to come out of the downturn. You’ll also find the first quarter pricing trends report as well as sales and inventory trends and distribution financial metrics and trading multiples from Houlihan Lokey.
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Failure to monitor automated supply chain replenishment could result in a vicious cycle with companies throughout the supply chain experiencing warehouses full of the wrong products and little cash to rectify their situations.
Four critical actions to take for an effective transition of sales teams to this new environment include reassurances about compensation, addressing performance gaps, elevating customer conversations and training on new customer interactions.
This first article in a two-part series will highlight how to methodically create a financial appraisal of your firm’s current financial position and determine the amount of financial slowdown the business can tolerate before starting to lose money.