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In The News:

Distribution Management & Strategy

Articles

Distributors are About to Get Commoditized

Nearly every product you sell will soon be readily available, online, from other sellers who can deliver quickly, too.
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Neutralizing the Amazon Threat

Amazon Business is thriving — but it’s also vulnerable.
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Common Mistakes to Avoid in a Profitability Overhaul

Cutting off underperforming customers can cause a lot of trouble for distributors.
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Why Third-Party Sellers Are Important to Amazon

Bezos outlines growth in annual shareholders letter
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Online Course Focuses on Supply Chain Management

ISSA targets younger generation with blended approach to digital learning.
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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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AD Member-Owners Elect Board of Directors

Chrissy Nardini to replace Brian Peirce on board.
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MDM Classics: The Six Reasons for Strategy Failure

Too many companies fail to recognize change quickly enough.
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Winsupply to Open Jacksonville, FL, Distribution Center

New facility is distributor’s fifth major regional distribution center; will be up and running in second half of 2019.
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Control the Things You Can in 2019, Starting with Talent

Tariffs, Amazon and talent – which of these three do you have the most control over in 2019?
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PRODUCTS

2018 State of E-Commerce in Distribution

MDM Special Report: The 2018 State of E-Commerce in Distribution

$64.95
Continuous improvement is required to adapt to ever-changing customer expectations for their e-commerce. Amazon, Grainger and other world-class e-commerce sites are constantly monitoring customer needs and making modifications that result in better conversion, customer stickiness or other operational improvements. View
2017-state-of-e-commerce-in-distribution

MDM Special Report: The 2017 State of E-Commerce in Distribution

$64.95
Continuous improvement is required to adapt to ever-changing customer expectations for their e-commerce. Amazon, Grainger and other world-class e-commerce sites are constantly monitoring customer needs and making modifications that result in better conversion, customer stickiness or other operational improvements. View

Article Access: Capturing the Power of Customer Surveys

$14.95

Done right, customer surveys can provide valuable insights into your customer base. Done wrong, they can alienate those customers and damage your company’s reputation for being easy to do business with. This article examines ways to ensure your surveys provide the best results.

This article includes:

  • Creating Segments
  • Keeping it brief
  • Asking tangible questions
  • Measuring actions

Subscribers should log-in to read this article.

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The Sales Gorilla in the Room Cover

MDM Special Report: The Sales Gorilla in the Room

$64.95
It’s been long believed by many in the industry that the economic value of the relationship is between the sales rep and the customer, not the distributor and the customer. Because of this, many distributors are afraid to introduce too much change to how they approach sales. But how customers buy is challenging the traditional role, function and purpose of the distributor field sales position – and as a result, the function itself has to change. View
MDM Special Report Wholesale Distribution Disrupted

MDM Special Report: Wholesale Distribution Disrupted

$74.95
After years of evolutionary change, wholesale distribution is on the cusp of truly dramatic disruption from a number of forces. This series of articles, based on conversations with distribution executives and research conducted by Deloitte, identifies some of the critical disrupters affecting the industry and presents a framework for long-term success. View
What Customers Want: A Distributor's Guide to Customer Buying & Shopping Preferences

What Customers Want: A Distributor's Guide to Customer Buying & Shopping Preferences

$249.00
Big changes are coming to the way end users shop and buy. The data in this report will challenge you to think differently about what your business needs to better serve your customers and can further inform your company’s specific needs as they shift toward more efficient shopping and buying vehicles. View
MDM Special Report - Beyond Sales Training in Distribution

MDM Special Report: Beyond Sales Training in Distribution

$74.95
Distribution executives who want to improve training throughout their organization will find this report a valuable resource. Rethink training for existing employees and the next generation, examine the challenges of training and learn the tools and techniques of the negotiation. View
MDM Special Report - 2016 State of M&A in Distribution

MDM Special Report: 2016 State of M&A in Distribution

$64.95
Distribution executives who want to understand what forces are shaping a quieter M&A landscape in 2016 as well as the trends that are surfacing for the rest of the year will find value in this report. Prepare for future opportunities and learn how to avoid pitfalls of M&A. View
SR-2016-State-of-E-Commerce-in-Distribution

MDM Special Report: 2016 State of E-Commerce in Distribution

$79.95
Distribution executives, leaders and strategists will get an understanding of how the industry's e-commerce offerings are maturing and why now is the time to launch e-commerce capabilities on their websites. View
MDM-Special-Report-Distribution-Remodel-Core-Competencies

MDM Special Report: 2016 Distribution Remodel – Core Competencies

$119.95
Distribution executives, leaders and strategists will get a foundational understanding of why now is the time to rethink, reorganize and remodel their business. While our coverage of the remodel is ongoing, this report addresses core elements that should be the focus of your strategic remodel. View
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