James Dorn and Tom Gale outline ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level and capture every available dollar before year-end.
QuickTake: Drive Profit with Active Category Management Read More »
Mike Marks and Tom Gale discuss data points from the 3Q23 Baird-MDM Survey, what the front lines in distribution are saying about how 4Q is shaping and things firms can do now to outperform in 2024.
QuickTake: Playing Offense in Defensive Times Read More »
James Dorn and Tom Gale discuss distributors’ use of data analytics to inform profitability decisions in the year ahead, which figures to involve more strategy as firms can’t lean on inflation.
QuickTake: Data Analytics Powers a Profitability Playbook Read More »
With budgets and operational planning already eyeing the year ahead, Mike Marks and Tom Gale explore where distributors have the most leverage, and where their common gaps are.
QuickTake: Distributors’ Key Business Objectives for 2024 Read More »
In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability.
QuickTake: The Data Analytics Journey in Distribution Read More »
Having discussed the shift from a gen-one to gen-two distributor, Mike Marks and Tom Gale explore the industry’s larger business model transformation, and where competitive advantage is being won and lost.
QuickTake: Distribution Business Model Transformation Read More »
MDM’s Tom Gale and IRCG’s Mike Marks tackle the broader AI-backed applications that may soon become widespread in distribution.
QuickTake: The Many Problems that AI Engines Can Solve Read More »
With traditional (gen-one) distributors threatened by new competitors with radically different financial and go-to-market models, Mike Marks advises on how distributors can build a next-gen distributor.
QuickTake: The Move from Gen-One to Gen-Two Distributor Read More »
Tom Gale and IRCG’s Mike Marks debrief from attending ISA23, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models.
QuickTake: Sales Transformation Trending in 2023 Read More »
Great ideas sometimes turn into train wrecks, and no company bats 100% when it comes to initiatives. Mike Marks outlines strategies for minimizing damage and creating best possible outcomes.
QuickTake: The Right Way to Unwind Company Mistakes Read More »
Like the industry it serves, NAW is undergoing a powerful transformation as an organization. Here, Tom Gale and Mike Marks debrief from an energizing program of content, networking and ideas-sharing.
QuickTake: 2023 NAW Executive Summit Recap Read More »
In our latest QuickTake Podcast, Dorn Group’s James Dorn shares how he sees a perfect storm brewing for private label investment as softening inflation and supply chain pressures add tailwinds to its equation.
QuickTake: Private Label Outlook for 2023 Read More »
In our latest QuickTake Podcast, Tom Gale and Mike Marks discuss Peter Drucker’s timeless teachings of first principles and how they apply for distributors.
What is a Distributor’s Purpose? Hint: It’s Not Selling Read More »
During the year, MDM and its guests recorded 50 podcasts. These are the ones that drew the most interest.
MDM’s Most Popular Podcast Content from 2022 Read More »
What’s out? Doomscrolling. What’s in? Distribution industry executives making more data-informed decisions supported by stronger technology and analytics. In our first Quicktake podcast conversation of the year, IRCG’s Mike Marks and MDM’s Tom Gale look at the opportunities for distributors to take what the business cycle and competitors will provide in the year ahead.
QuickTake: From Traction to Transparency, Hello 2023 Read More »
In a discussion on threats, themes and strategic planning for 2023, James Dorn of the Dorn Group and MDM’s Tom Gale discuss thinking beyond rebates, the rise of customer self-serve, the power of segment focus and pain relief, and a call to rewrite the operating manual for distributor-supplier relationships and value creation.
QuickTake: 3 Takeaways on Value Creation in 2023 Read More »
Disruptive market conditions breed opportunity. In this episode, IRCG’s Mike Marks and MDM’s Tom Gale look past the horizon at the larger macrotrends shaping growth opportunities for distributors over the next several years: electrification, infrastructure, energy transition, sustainability and demographic shifts.
Quicktake: Tailwinds and Macrotrends for Distributors Read More »
When markets soften, surprises tend to be of the negative variety. But downturns can also open up opportunities to strengthen key supplier partnerships. MDM’s Tom Gale and IRCG’s Mike Marks discuss the key performance indicators in supplier relationships that can be either early warning signals or telltales for competitive opportunity across inventory and cash management, backlogs, support and strategic alignment.
Quicktake: Channel Partner KPIs to Watch in a Downturn Read More »
Tom Gale and Mike Marks look at unique and deeper factors the current market outlook is triggering for distributors — and the underlying longer-term positive trends where near-term opportunity may also exist.
Quicktake: Mindsets for Managing a Slowdown Read More »
MDM’s team has been on the fall conference tour. Here, Tom Gale and IRCG’s Mike Marks compare notes from conversations at Affiliated Distributors, NetPlus and ISSA’s recent summits, as well as MDM’s SHIFT event. They also cover the latest Baird-MDM quarterly MarketPulse survey, with most distributors reporting double-digit growth amid few signs of a slowdown.
Quicktake: Mixed Signals, Full Speed Ahead Read More »
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.
Wholesale distribution news and trends delivered right to your inbox.
Sign-up for our free newsletter and get:
