Elevate Your Sales Game: The Ultimate CRM Playbook for Distributors

November Data: Wholesale Revenue Optimism Continues Uptick

Wesco Targets Operating Margin Improvement with Anixter-Era Plan

How to Cover Labor Costs with Sales

Premium Monthly

MDM October 2023 Premium Monthly

Takeaways from MDM’s annual SHIFT Conference and 3Q data from Baird highlighted a content-packed month.

MDM September 2023 Premium Monthly

Our September Premium content eyed what a leading distributor looks like in 2030; equipment leasing vs. purchasing considerations; and a deep dive on Ferguson’s market positioning.

Market Insight Reports

MDM 3Q 2023 MarketPulse Report

Find a wealth of data and analysis extracted from the 3Q23 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue and expectations, plus plenty of interesting commentary.

MDM 3Q 2023 M&A Report

Our 2023 third quarter M&A report features in-depth articles on activity by Ferguson and Veritiv, and chronicles the overall quarterly pace of new deals.

MDM 2Q 2023 M&A Report

See MDM’s analysis of 2Q23 M&A activity pertaining to wholesale distributors, plus M&A financial benchmarks and recent Premium articles that had an M&A focus.

MDM 2Q23 MarketPulse Survey Report

Find a wealth of data and analysis extracted from the 2Q23 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue, expectations and pricing, plus plenty of interesting distributor commentary.

MDM Market Demand Profile: Abrasives

Strategy

When Wesco merged with Anixter in 2020, it took on a margin improvement plan, which may help the company reach its 10% EBITDA margin target.

November Data: Wholesale Revenue Optimism Continues Uptick

Overall, revenue outlooks for 2023 and 2024 improved for a second straight month. Mike Hockett dives into the U.S. Census Bureau's latest wholesale trade data.

How to Cover Labor Costs with Sales

In the last of his three-part series, Randy MacLean says you'll be surprised at what's possible in using sales to gain at least some immunity from labor cost challenges.

What are Distributors’ Economic Expectations for 2024?

More than three-fourths of executives who responded to the 3Q 2023 Baird-MDM Industrial Survey said they expect either flat or modest growth in 2024.

Technology

Where Distributors Stand Among AI’s Hype

Are you an early adopter? Are you falling behind the curve? Where do you stand among all the hype of generative AI in distribution?

Strategy

How Global Industrial Became a Distribution Outperformer

Mike Hockett recounts his fireside chat with Barry Litwin at MDM's SHIFT conference, where the CEO detailed how the company actioned its many recent initiatives.

How to Apply Analytics for Smarter Distribution Labor

In the second of his three-part series, Randy MacLean shows the manageable metrics that drive operational efficiency and guide labor assignments.

Data: Distributors Working Though Overstock Amid Slowdown

Mike Hockett examines where wholesale inventory levels are at today, where they are headed and MDM's latest data on just how big of an issue excess inventory may be entering 2024.

Data: Distributors, Manufacturers Seeing Slow Progress on Labor Front

The 3Q23 Baird-MDM Survey revealed new quantitative data on industry-wide frontline hiring/retention, and plenty of interesting commentary.

Wholesale Revenue Expectations Improve as Monthly Growth Continues

Mike Hockett examines the latest economic trending data as it pertains to wholesale distributors, including their revenue expectations through next year.

Tech as a Teammate: How to Use Automation to Lighten the Sales Load

Technology has the power to lighten the load on a distributor's sales team, freeing time to focus on higher-quality deals, says Gartner's sales VP.

How Changing Demographics Are Killing Profits

In Part 1 of a three-part series, Randy MacLean uses government data to explain why labor has become scarce and expensive before outlining action to exploit the opportunity it actually presents.

4 Elements of a Distributor’s Culture that Foster Growth

Three executives share how they implement elements of a 'good company culture' in order to grow their business, attract new employees and keep existing employees invested.

Ferguson Eyes Market Opportunities, Acquisitions Despite Headwinds

We extract key takeaways from the plumbing, HVAC, PVF and industrial supplies distribution giant’s earnings call on Sept. 25.

Finance

Equipment Leasing vs. Purchasing: What Distributors Should Know

As distributors look to modernize their facility equipment, financing is always the biggest question. This Q&A sheds light on what distributors should keep in mind as they consider buying vs. leasing.

September Wholesale Data: Major Downshift in Revenue Outlook

Mike Hockett examines the latest economic trending data as it pertains to wholesale distributors, including their revenue expectations through next year.

Perspective

Glimpsing the Future: Will You Be a Flintstone or a Jetson?

Nelson Valderrama explores a fictional (but increasingly likely) 2030 wholesale distributorship that includes physical, technological and cultural changes in the making today.

Facilities Maintenance (MRO)

The State of Grainger’s Footprint: What’s Changed and What Hasn’t

Mike Hockett analyzes the MRO products giant’s physical presence, which has surpassed 30 million square feet.

Strategy

How Distributors Can Drive Value Amid New Business Models

New manufacturing business models are disrupting traditional distribution channels, creating risks and opportunities. Several actions can allow distributors to add value for OEMs alongside growth and profitability for themselves.

Branding for Distributors

Inside Global Industrial’s ‘Engaged’ Sports Marketing

Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.

Branding for Distributors

Inside Global Industrial’s ‘Engaged’ Sports Marketing

Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.

Featured Premium

Friction Fixes: How to Align Sales with Operations

The age-old conflict of sales vs. revenue operations doesn't have to be a combative relationship. Mike Hockett distills takeaways from an ISA23 session on ways to make this dynamic more collaborative.

Strategy

How to Map Your Customers to the Right Channels and Reps

In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.

How Did Pricing Inflation Affect Gross Margin in 2022? Here’s What Distributors Said

How to Refresh and Refine Your Customer Segmentation

This MDM Premium piece from Redwood Advisors focuses on how your organization can develop a detailed customer segmentation methodology.

Pricing

We asked distributors if their gross margin was over- or under-inflated in 2022 thanks to pricing inflation. Here's what the data says.

Pricing

How Rockstar CFOs Solve the Inflation Puzzle

Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.

Pricing

How Much Did Pricing Impact 2022 Revenue? Here’s What Distributors Told Us

We polled distributors about how much pricing influenced last year's revenue numbers. See the exclusive results and commentary here.

Strategy

An Introduction to Incentive Loyalty Programs

What is loyalty marketing? Lincoln Smith explains and makes a case for using incentive loyalty programs to bolster your revenue.

Pricing

Baird-MDM 3Q Survey: Distributors Expect Pricing to Increase at Slower Rate in 2023

The quarterly Baird-MDM industrial distribution survey gauged distributors' confidence heading into 2023. Here's what they had to say about pricing expectations.

Pricing

Distributor Margin Management in Inflationary Markets

We chat with pricing expert Lee Nyari on the various factors distributors are working into their strategy — and how they are navigating the many pitfalls along the way.

Let’s Make the Future of Distribution Sales Easier

Mike Hockett shares takeaways from an MDM SHIFT keynote session that addressed the burnout that is hindering distribution sales organizations — and what they can do about it.

Pricing

5 Ways Distributors Can Manage Inflation

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.

Technology

AI’s Role in Increasing Sales Rep Efficiency

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.

Global Industrial Continues Sales Structure Diversification

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.

Customer Retention: The Golden Goose in Distribution Has New Demands

What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.

Content: A Wingman for Distribution Sales Teams

Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.

Harnessing the Power of Personalized Selling

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.

How to Handle Distribution Sales Transformation

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.

What Omnichannel Means for Today’s Distributors and Suppliers

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.

Strategy

What Do Your Buyers Want From You?

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.

Strategy

Wesco Targets Operating Margin Improvement with Anixter-Era Plan

When Wesco merged with Anixter in 2020, it took on a margin improvement plan, which may help the company reach its 10% EBITDA margin target.

How to Cover Labor Costs with Sales

In the last of his three-part series, Randy MacLean says you'll be surprised at what's possible in using sales to gain at least some immunity from labor cost challenges.

Technology

Where Distributors Stand Among AI’s Hype

Are you an early adopter? Are you falling behind the curve? Where do you stand among all the hype of generative AI in distribution?

How to Apply Analytics for Smarter Distribution Labor

In the second of his three-part series, Randy MacLean shows the manageable metrics that drive operational efficiency and guide labor assignments.

Data: Distributors, Manufacturers Seeing Slow Progress on Labor Front

The 3Q23 Baird-MDM Survey revealed new quantitative data on industry-wide frontline hiring/retention, and plenty of interesting commentary.

How Changing Demographics Are Killing Profits

In Part 1 of a three-part series, Randy MacLean uses government data to explain why labor has become scarce and expensive before outlining action to exploit the opportunity it actually presents.

4 Elements of a Distributor’s Culture that Foster Growth

Three executives share how they implement elements of a 'good company culture' in order to grow their business, attract new employees and keep existing employees invested.

Finance

Equipment Leasing vs. Purchasing: What Distributors Should Know

Perspective

Glimpsing the Future: Will You Be a Flintstone or a Jetson?

Nelson Valderrama explores a fictional (but increasingly likely) 2030 wholesale distributorship that includes physical, technological and cultural changes in the making today.

Analysis: What Can Manufacturers Do to Reduce Distributor-Supplier Friction?

In the latest Baird-MDM quarterly industrial distribution survey, we asked how manufacturers could make partnerships more efficient. See our analysis and plenty of respondent commentary.

How Much Do Distributors Leverage AI Today, and Where?

MSC Voices ‘Leveling’ Market Tone

"The tone on the ground is one of leveling rather than significant declines,” said MSC CEO Erik Gershwind during a June 29 3Q earning call.

Technology

We examine the quantitative and qualitative aspectsof that question, which was asked in the new 2Q23 Baird-MDM Distribution Survey.

eCommerce

Mutual Gains: ARG Industrial & Midland Industries Both Win by Sharing Product Data

Within the distributor-supplier relationship, product information sharing can be hard to come by. But here, Mike Hockett details a partnership between ARG Industrial and Midland Industries as a winning example.

How Customer Engagement is Changing in Distribution, and Where AI Applies

Mike Hockett distills key takeaways from a new MDM whitepaper and webcast on the topic of customer experience and what distributors are doing to improve it.

Mergers & Acquisitions

Behind the Deal: Global Industrial Finds Strategic Fit in Indoff

Global Industrial CEO Barry Litwin shares what made Indoff the perfect fit to be the industrial distributor's first acquisition since 2015.

Mergers & Acquisitions

Behind the Deal: BlackHawk Grows in Fasteners with Stock’d Supply

MDM spoke with BlackHawk Industrial CEO John Mark to learn more about the company's recent acquisition of Chattanooga-based Stock'd Supply.

Home Depot, Lowe’s Ready for Pros’ Shrinking Project Sizes

Lowe’s reports a more positive outlook on Pro customer sales as projects shrink and Pros work through backlogs.

Data & Analytics

Analytics that Quantify Value & Grow Profits (Get Control of Your Results)

Randy MacLean shares the most effective analytics used by companies to actually control their results and appease all stakeholders.

Technology

ChatGPT’s Big Potential in Supplier Negotiations

Mike Hockett discusses how AI chatbot tech is being utilized by a retail giant in supplier negotiations, and how it can apply in distribution.

Featured Premium

Friction Fixes: How to Align Sales with Operations

Strategy

Wesco Targets Operating Margin Improvement with Anixter-Era Plan

When Wesco merged with Anixter in 2020, it took on a margin improvement plan, which may help the company reach its 10% EBITDA margin target.

November Data: Wholesale Revenue Optimism Continues Uptick

Overall, revenue outlooks for 2023 and 2024 improved for a second straight month. Mike Hockett dives into the U.S. Census Bureau's latest wholesale trade data.

What are Distributors’ Economic Expectations for 2024?

More than three-fourths of executives who responded to the 3Q 2023 Baird-MDM Industrial Survey said they expect either flat or modest growth in 2024.

Strategy

How Global Industrial Became a Distribution Outperformer

Mike Hockett recounts his fireside chat with Barry Litwin at MDM's SHIFT conference, where the CEO detailed how the company actioned its many recent initiatives.

Data: Distributors Working Though Overstock Amid Slowdown

Mike Hockett examines where wholesale inventory levels are at today, where they are headed and MDM's latest data on just how big of an issue excess inventory may be entering 2024.

Data: Distributors, Manufacturers Seeing Slow Progress on Labor Front

The 3Q23 Baird-MDM Survey revealed new quantitative data on industry-wide frontline hiring/retention, and plenty of interesting commentary.

Wholesale Revenue Expectations Improve as Monthly Growth Continues

Mike Hockett examines the latest economic trending data as it pertains to wholesale distributors, including their revenue expectations through next year.

Ferguson Eyes Market Opportunities, Acquisitions Despite Headwinds

We extract key takeaways from the plumbing, HVAC, PVF and industrial supplies distribution giant’s earnings call on Sept. 25.

September Wholesale Data: Major Downshift in Revenue Outlook

Mike Hockett examines the latest economic trending data as it pertains to wholesale distributors, including their revenue expectations through next year.

Strategy

How Distributors Can Drive Value Amid New Business Models

Branding for Distributors

Inside Global Industrial’s ‘Engaged’ Sports Marketing

Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.

August Wholesale Data: 2023-2024 Expectations Further Regress Slightly

We examine the latest economic trending data as it pertains to wholesale distributors, including their revenue expectations through next year.

Strategy

What Distributors Should Know About the Federal Sustainable Procurement Initiative

The proposed rule would expand federal purchasing recommendations across existing and new-purchase categories in healthcare, laboratories, professional services, foodservice, uniforms and clothing.

Facilities Maintenance (MRO)

Home Depot’s HD Supply Eyes Deeper MRO Market Penetration

After re-acquiring HD Supply in 2020, The Home Depot reveals plans for the MRO distributor's role in expanding market reach.

Analysis: What Can Manufacturers Do to Reduce Distributor-Supplier Friction?

In the latest Baird-MDM quarterly industrial distribution survey, we asked how manufacturers could make partnerships more efficient. See our analysis and plenty of respondent commentary.

Data: Distributors Gauge Potential Impact of Government Programs, Reshoring

We distill results of the 2Q23 Baird-MDM Industrial Distribution Survey's polling of respondent expectations for the impact of government programs and reshoring on theIr businesses in the next 5-10 years.

How Much Do Distributors Leverage AI Today, and Where?

MSC Voices ‘Leveling’ Market Tone

"The tone on the ground is one of leveling rather than significant declines,” said MSC CEO Erik Gershwind during a June 29 3Q earning call.

Technology

We examine the quantitative and qualitative aspectsof that question, which was asked in the new 2Q23 Baird-MDM Distribution Survey.

July Wholesale Data: Expectations Weaken for 2023 2H and 2024

Full-year revenue expectations soured for a second-straight month, falling from a slight gain to decline. Mike Hockett recaps those figures and more.