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In The News:

Tom Gale

Articles

Digital Disrupters Create Shifts in 2019 Top Industrial Distributors List

Deeply fragmented nature of the markets still bodes well for traditional large distributors and for smaller, agile specialists.
Distinct niches served by strong value propositions developed over decades have created a lot of value — and revenue — that digital can’t displace. Subscribers should log-in below to read this article.
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Commentary: Sell Better: Fish Where the Fish Are

How much time does your sales team spend in unproductive waters?
There are fishermen, and then there are catchers of fish. Some anglers are more successful than others, and it isn’t about who has the best technology. How much time does your sales team spend in unproductive waters? ...
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Commentary: Leadership in the New Distribution Future

Management needs to do a better job getting the team aligned around the existing opportunities to improve profitability
“If firms ignore the profit opportunities in the existing business, they are severely limiting their ability to take part in the new distribution future.” No one can hit you over the head with common sense ...
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Commentary: How Strong Is Your 2020 Vision?

An increasing number of leading indicators are pointing to an economic slowdown in the second half
Halfway through 2019, an increasing number of leading indicators are pointing to an economic slowdown in the second half. Anecdotally we’re hearing of “sluggishness” in the past two months across many sectors.Subscribers should log-in below ...
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Fighting the Digital Disruption War: Protect the Last Mile

If you build a strategy and leaner model from your core strengths, you can out-compete any type of competitor. 
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Commentary: Fighting the Digital Disruption War: Protect the Last Mile

You can out-compete any type of competitor
There’s a meme bouncing around the internet that’s attributed to a Walmart banner that hung at its headquarters many years ago. It read something like this: “You can’t out-Amazon Amazon.” Great advice! But if you ...
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Commentary: Connecting Innovation, Technology & Distribution Value

Technology is just one aspect of a successful digital transformation process
Just as important as technology – and perhaps more so for distributors – are building the right business processes and organizational structures to make sure you are creating the best value for your customers. That’s ...
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Ludwig Meister: The Race for Digital Innovation

The distributor strengthened backend automation capabilities before turning to the sales side of the business
This Munich-based, third-generation distributor of bearings, power transmission, fluid power and tooling products took a non-traditional approach to transforming into a digital distribution business. It started by digitizing and strengthening the automation capabilities of its ...
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Commentary: 3 Keys to Distribution Digital Success

Digital for the sake of digital gets you nowhere
MDM is kicking off our inaugural class of 2019 Digital Innovator Award winners with profiles from Ludwig Meister and Hisco. Subscribers should log-in below to read this article.
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Commentary: Define Disruption: Changing the Tires On a Moving Car

The rise of digital is threatening and enabling traditional distribution models
Not surprisingly, our quarterly Baird cover story confirms both leading indicators as well as what we’re hearing anecdotally from distribution executives. The first quarter showed signs of weakness compared to the previous quarter for most ...
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Article Access: Commentary: Data is Only Half the Story

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The power of analytics and data to improve company performance has grabbed everyone’s attention, and with extremely positive impacts overall, but too often we fixate on specific data points and then lose sight of the larger (and sometimes smaller) picture.

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