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Distribution Sales & Marketing


I’m Too Busy to Think About Profits!

Growing profits is the true measure of a great business. How much time do you spend learning how to get more profit out of your company?
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4 Strategies to Get Ahead in B2B E-Commerce

You may not compete with Amazon, but your customers expect you to serve like them.
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Recession Preparation: Don’t Panic on Pricing Strategy

Distributors tend to respond to the threat of an economic downturn with ineffective across the board cuts.
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5 Risks Distributors Take When They Don’t Know Their Customers

A commitment to determining the communication preferences of individual customers can bring high returns.
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Your Inside Sales People are Giving Away Your Profits

Approaching calls with a customer-service focus often results in unsolicited discounts that create an unnecessary margin hit.
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Why Building a Pricing Strategy is Worth the Effort

Distributors who put in the work to create a pricing plan and examine existing processes can see their margins rise significantly
There’s a lot of talk about whether or not the U.S. is looking at an economic recession in the near future and the impact a market downturn could have on distributors’ profitability in the process. ...
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Earnest Machine Revolutionizes Sales Department

Distributor sees near immediate results after tearing down its traditional inside/outsides sales structure
January is typically not a big sales month for Earnest Machine, a 72-year-old fastener distribution company out of Cleveland. But this January was not typical. The company was up 29% at the start of 2019, ...
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Commentary: Process Improvement

Do something before you have to
If this isn’t the year to prioritize pricing and profitability improvement, I’m not sure when would be better! Do something before you have to. Subscribers should log-in below to read this article.
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The Blind Spots of Pricing Strategy

Five margin and profit erosion forces that cause persistent poor financial returns.
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Maybe Your Margin Problem is That You’re Buying Wrong, Not Selling Wrong

Five solutions to common distributor purchasing mistakes that will put lost dollars back in your pocket.
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Article Access: A Strategic Imperative to Fight the Sales Status Quo

The rise of Amazon, other digital platforms and fast-changing customer expectations of the buying process have disrupted the role of the traditional field salesperson. More than 100 distribution industry leaders met in Denver in late June at MDM’s Sales GPS 2018 event to discuss the evolution of the distribution sales model to one that adds more value and helps them adapt to a changing market.

This article includes:

  • The traditional sales force as a margin killer
  • Why customer size doesn’t equal customer potential
  • Proceeding with caution

Subscribers should log in to read this article.

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