MDM's Mike Hockett shares new Census Bureau data that illustrates the gap between wholesale distributors' reported vs. "real" revenues over the past year.
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Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.
In the wake of another — and bigger — Fed rate hike aimed to tame inflation, we examine a number of economic indicators from the past two weeks.
Hybrid selling requires sales reps to do more than guide a prospect through a spec sheet or web content. Reps can also help prospects understand the scope of their needs and align features and benefits to customer wants and needs.
Maintaining an effective working environment is crucial, even when workers are not within reach of each other, TSG's Steven Osprey explains.
Nearly every aspect of the sales process is undergoing significant transformation. Here are useful takeaways for distributors that are struggling to navigate the changing sales landscape.
Amid the labor situation, succession planning shouldn't be overlooked in a time when it is more important than ever. Here are the keys to fostering and identifying future leaders.
With new B2B marketplaces now popping up regularly, distributors have come to embrace them as a means to compete and grow.
James Dorn details how Fastenal's digital transformation story has kept it ahead of the curve of customer demands.
Will conditions get better? Worse? Stay the same? Here's what distributors are saying.
Executives from SBP Holdings, Alaska Rubber Group and Flexaust share how they are navigating the historically challenging labor situation.
MDM's Mike Hockett dives into the latest numbers from the home improvement retail giants, where much of growth has been powered by Pro customers.
Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
Impressive sales and profits for MRC Global, DNOW and DXP Enterprises are nearly back to or already exceed their pre-pandemic levels.
The company still has plenty of capital left in its 2022 M&A budget, and underlying growth has it targeting accelerated revenue growth.
We share new comments from numerous distributors regarding how the "Great Resignation" and turbulent labor market have impacted their staffing.
At the recent Fastenal Expo, we chatted with Senior Executive Vice President Terry Owen about the company's supply chain capabilities, which allow it to handle whatever comes next.
Evidence suggests April was another strong month for distributors despite lingering supply chain headaches. MDM looks back at the month, as outlined in the latest issue of Premium Monthly (now available for download).
MDM dives into the numbers and commentary that the MRO products giant shared during its first quarter earnings report.
Private equity and investment banks are arguably the biggest current drivers of distribution M&A activity. Read the third and final part of MDM’s recent conversation series with executives at leading financial firms behind many of the deals you’ve been reading about.
The company's 1Q earnings and subsequent commentary shed light on several other factors driving growth at the MRO parts distributor besides its recent $1.3 billion acquisition of Kaman Distribution Group.
Hybrid selling requires sales reps to do more than guide a prospect through a spec sheet or web content. Reps can also help prospects understand the scope of their needs and align features and benefits to customer wants and needs.
Nearly every aspect of the sales process is undergoing significant transformation. Here are useful takeaways for distributors that are struggling to navigate the changing sales landscape.
One of the sessions at the ISA22 event centered on the topic of omnichannel and what it means today — which goes far beyond just having an e-commerce presence. Here's the key takeaways from that session and their applications.
Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
With a new digital sales playbook, the distributor turned its sales focus from inanimate products to targeting efficient customer experiences.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here's how they developed a new integrated approach.
Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
Sales team transformations accelerate thanks to online sales growth and COVID-19-related restrictions on in-person meetings.
Industry leaders share how distributors can transform their sales processes.
Three of the biggest challenges distributors face to better understand how companies should proceed with technology investment.
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
Have you been wondering why the investment in your website is not resulting in a big increase in sales? If so, you’re not alone.
With new B2B marketplaces now popping up regularly, distributors have come to embrace them as a means to compete and grow.
MDM's Mike Hockett dives into the latest numbers from the home improvement retail giants, where much of growth has been powered by Pro customers.
Impressive sales and profits for MRC Global, DNOW and DXP Enterprises are nearly back to or already exceed their pre-pandemic levels.
The company still has plenty of capital left in its 2022 M&A budget, and underlying growth has it targeting accelerated revenue growth.
We share new comments from numerous distributors regarding how the "Great Resignation" and turbulent labor market have impacted their staffing.
At the recent Fastenal Expo, we chatted with Senior Executive Vice President Terry Owen about the company's supply chain capabilities, which allow it to handle whatever comes next.
MDM dives into the numbers and commentary that the MRO products giant shared during its first quarter earnings report.
Private equity and investment banks are arguably the biggest current drivers of distribution M&A activity. Read the third and final part of MDM’s recent conversation series with executives at leading financial firms behind many of the deals you’ve been reading about.
The company's 1Q earnings and subsequent commentary shed light on several other factors driving growth at the MRO parts distributor besides its recent $1.3 billion acquisition of Kaman Distribution Group.
Private equity and investment banks are arguably the biggest current drivers of distribution M&A activity. Read the second part of MDM’s recent conversations with executives at leading financial firms behind many of the deals you’ve been reading about.
One of the sessions at the ISA22 event centered on the topic of omnichannel and what it means today — which goes far beyond just having an e-commerce presence. Here's the key takeaways from that session and their applications.
Private equity and investment banks are arguably the biggest current driver of distribution M&A activity right now. Here, see the first of MDM’s recent conversations with executives at leading financial firms behind many of the deals you’ve been reading about.
MDM chats with fastener distributor LINC Systems about issues plaguing the industry — importing, backlog and considerably higher costs — and what the company is doing to mitigate those impacts.
The company’s recent choices raise the question: Will other similar distributors reduce their exposure to volatile energy markets?
By taking advantage of AI-driven recommendations, organizations are seeing a significant increase in the return on their sales and marketing activities.
Download MDM's M&A Report: Activity in all industries finished 2021 at record levels, with more than 5,000 deals completed in the fourth quarter alone.
Year-end reports of publicly traded distributors support Q4 Baird-MDM Quarterly Industrial Distribution Survey results. Public company commentary remains optimistic for strong year.
Can these modern-day disruptors displace the value chain, or do all three have more in common than we think?
National automation distributor Kele added to its portfolio, while Midwest electrical manufacturer rep Lester Sales entered new markets. Here are some takeaways that resonate with M&A trends across all product sectors.
Distributors are scrambling to reinforce bench strength as market conditions look good. Here’s what Fastenal, Ferguson, Avnet and others are sharing with MDM on how they’re adapting.
In the wake of another — and bigger — Fed rate hike aimed to tame inflation, we examine a number of economic indicators from the past two weeks.
Amid the labor situation, succession planning shouldn't be overlooked in a time when it is more important than ever. Here are the keys to fostering and identifying future leaders.
James Dorn details how Fastenal's digital transformation story has kept it ahead of the curve of customer demands.
Will conditions get better? Worse? Stay the same? Here's what distributors are saying.
Executives from SBP Holdings, Alaska Rubber Group and Flexaust share how they are navigating the historically challenging labor situation.
Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
The company’s recent choices raise the question: Will other similar distributors reduce their exposure to volatile energy markets?
The first part of this analysis outlined how distributors can pick their battles and create strategies to win market positions in any given territory. Here in Part 2, companies can learn how to implement those precise strategies to grow their bottom line and increase market share.
There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market — you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.
Supplier price increases offer profit opportunities for distributors, especially today. But too often firms miss the boat. Here's a primer on the key levers and strategies to make sure everyone on your team maintains price integrity.
Digital sales transformation is different for every company. Here are the fundamentals and framework that apply to every distributor's successful journey.
In Part 2 of MDM’s two-part analysis, we explore how Zoro in the U.S. and MonotaRO in Japan are forging a new identity for smaller businesses.
In Part 1 of MDM’s two-part analysis, we outline how the distributor’s High-Touch Solutions serve larger customers with complex buying needs.
Alternate channel disruptions and supply chain crises are reforming go-to-market strategies for supply partners. Here are five more ways to go beyond traditional buyer/seller relationships and benefit both sides.
While digital channels have consumed most of the oxygen in the room, strategic B2B partnerships between distributor and manufacturer are essential today. Here are some timeless tips on five skills required to master partnering.
Can B2B innovators apply a world-class innovation concept — as applied in B2C — and tailor it to fit the changing needs of the business buying community?
Companies must adapt by leveraging vision, understanding, clarity and agility to navigate the emerging business landscape and develop resilience against volatility.
An unprecedented labor situation necessitates an innovative approach to hiring. Being data-driven and developing talent strategies are among the ways employers can succeed.
Like a New Year’s hangover, pricing and inflation shape 2022 challenges, says the latest Baird-MDM Industrial Distribution Survey.
Investment Banking Directory
The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
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