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In The News:

Tom Gale

Articles

MDM Interview: The Transformation Journey of Lawson Products

Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata delivers a progress report
Since the Great Recession of 2008-2009, few publicly-traded companies have undertaken as much change in sales model, technology platform, process improvement and culture as Chicago-based Lawson Products. From 2009 to 2013, Lawson converted all of ...
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Antitrust Actions Hit Dental Distribution Hard

How these companies got into trouble provides lessons across all sectors
Anticompetitive conduct lawsuits over several years are adding up to an estimated $100 million or more in settlement and legal fees for the three largest U.S. dental supplies distributors. A Federal Trade Commission case is ...
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MDM Interview: Berkshire eSupply Strengthens Digital Services Platforms

The company is extending its core services as a competitive advantage for its customers
In this article, MDM CEO Tom Gale interviews Berkshire eSupply CEO John Beaudoin to check in on the company’s strategy and focus in its transformation into a more powerful digital services provider to augment its ...
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Commentary: Look Hard at Your Value in 2019. Seriously.

A new economic formula demands that we devote scarce resources to fewer partners
Who is responsible for creating preference for a product as well as for where the product is purchased? A new economic formula demands that we devote scarce resources to fewer partners. Subscribers should log-in below ...
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MDM Interview: Berkshire eSupply Strengthens Digital Services Platforms

The company is extending its core services as a competitive advantage for its customers
In this article, MDM CEO Tom Gale interviews Berkshire eSupply CEO John Beaudoin to check in on the company’s strategy and focus in its transformation into a more powerful digital services provider to augment its ...
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E-commerce as Competitive Advantage

Distributors are struggling to build an effective online presence
The wholesale distribution industry is making the transition to e-commerce, but it is doing so slowly. Early adopters of transaction-enabled websites are not only positioning themselves well for the future but are also gaining a ...
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Digital Behavior: Let’s Talk Turkey

Many distributors are starting to feel skewered by the challenges posed by online competitors.
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Commentary: Key Growth Drivers for 2019

Combining digital and analytics is a 1+1=3 equation
Most companies in this third quarter have spent time translating strategy into a 2019 business plan. We receive a lot of inquiries about where the winds are blowing the tea leaves as planning teams develop ...
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Commentary: John Gagliardi’s Lessons for Distribution Executives

The power of thinking independently
The power of thinking independently. Subscribers should log in below to read this article.
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Article Access: Commentary: Data is Only Half the Story

$14.95
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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