We dive into the data from a new survey that compares results between distribution candidates and employees with hiring managers.
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New markets and overhauled operations are producing major dividends at leading distributors DXP Enterprises, NOW Inc. and MRC Global.
We share commentary from the newest Baird-MDM Industrial Distribution Survey that highlights the issues viewed as most worrisome in the year ahead.
Large distributors have voiced considerable optimism amid all the economic concern. Do smaller firms feel the same way?
Data is the new currency of business, and distribution leaders must guide their teams while there's no guarantee as to what will happen next, Nelson Valderrama explains.
Ahead of a potential economic slowdown, we asked distributors whether they plan on adjusting inventory for the second half of 2022 and into 2023.
Fastenal, MSC Industrial Supply, MRC Global and more have voiced considerable optimism despite numerous economic red flags.
We share new comments from distributors regarding whether they plan to require employees to fully return to in-person work in the next year.
New data provided to MDM offers an update on distributors' 2022-2024 revenue expectations and forecasts overall economic trajectory.
John Gunderson and Steve Gettleman cover three modern win-win strategies for negotiating SBAs.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial's unique sales structure and go-to-market strategy.
What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.
MDM's Mike Hockett shares new Census Bureau data that illustrates the gap between wholesale distributors' reported vs. "real" revenues over the past year.
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.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial's unique sales structure and go-to-market strategy.
What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.
Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.
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.
We share commentary from the newest Baird-MDM Industrial Distribution Survey that highlights the issues viewed as most worrisome in the year ahead.
Ahead of a potential economic slowdown, we asked distributors whether they plan on adjusting inventory for the second half of 2022 and into 2023.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Maintaining an effective working environment is crucial, even when workers are not within reach of each other, TSG's Steven Osprey explains.
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.
New markets and overhauled operations are producing major dividends at leading distributors DXP Enterprises, NOW Inc. and MRC Global.
We share commentary from the newest Baird-MDM Industrial Distribution Survey that highlights the issues viewed as most worrisome in the year ahead.
Large distributors have voiced considerable optimism amid all the economic concern. Do smaller firms feel the same way?
Data is the new currency of business, and distribution leaders must guide their teams while there's no guarantee as to what will happen next, Nelson Valderrama explains.
Fastenal, MSC Industrial Supply, MRC Global and more have voiced considerable optimism despite numerous economic red flags.
We share new comments from distributors regarding whether they plan to require employees to fully return to in-person work in the next year.
New data provided to MDM offers an update on distributors' 2022-2024 revenue expectations and forecasts overall economic trajectory.
John Gunderson and Steve Gettleman cover three modern win-win strategies for negotiating SBAs.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial's unique sales structure and go-to-market strategy.
MDM's Mike Hockett shares new Census Bureau data that illustrates the gap between wholesale distributors' reported vs. "real" revenues over the past year.
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.
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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