The ups and downs of COVID-19 made distributors re-think how they use technology to connect with customers; that’s likely to accelerate in 2022.
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Current conditions are straining traditional manufacturer-rep-distributor relationships. Here’s a prescription for change by an industry veteran.
While supply issues have eased in some areas, a shortage of incoming talent in the U.S. and fears of COVID variants are forcing distributors to keep adapting.
The pandemic and subsequent economic swings have created intense competition for talent, and the labor market is going to get even tighter.
To adapt and stand out during market consolidation, expect more distributors to find niches and develop specializations.
Look for technology that will assist with distributors' ongoing challenges through sales enablement, automation, e-commerce, AI and more.
Supply chain issues will touch everything from the way salespeople spend their time and prioritize customer relationships to facility management, pricing and labor strategy.
Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
Whether ready to sell or not, distribution executives in forward-thinking companies can effectively harness innovations while aligning their organization to increase the value of the company.
The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
“Think of it as LinkedIn meets a dating app,” says tech startup Factrees founder and CEO Keith Williams.
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.
Bill Mansfield, Graybar’s SVP of strategy and business development, reflects on the company’s acquisition strategy, as well as the long- and short-term ways COVID-19 has affected business operations.
Some distribution sectors will feel stronger tailwinds than others from the Infrastructure Investment and Jobs Act.
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.
Economic forecasts are firming up for the final quarter of 2021 and for 2022. Here’s a summary of the leading forecast resources.
Mixed signals mark third-quarter financial and economic indicators impacting distribution, such as LEI, industrial production and PPI.
Senior Account Manager Oliver Munoz shares how packaging and janitorial supplies distributor Imperial Dade is navigating pandemic-induced constraints.
Core & Main CEO Steve LeClair talks about company training efforts, its technology roadmap and areas he sees as 'ripe for expansion.'
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.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
Consumer behavior is playing a role in speeding economic recovery.
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.
Look for technology that will assist with distributors' ongoing challenges through sales enablement, automation, e-commerce, AI and more.
Supply chain issues will touch everything from the way salespeople spend their time and prioritize customer relationships to facility management, pricing and labor strategy.
The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.
“Think of it as LinkedIn meets a dating app,” says tech startup Factrees founder and CEO Keith Williams.
Some distribution sectors will feel stronger tailwinds than others from the Infrastructure Investment and Jobs Act.
Senior Account Manager Oliver Munoz shares how packaging and janitorial supplies distributor Imperial Dade is navigating pandemic-induced constraints.
Distribution M&A activity remains strong even as COVID-driven volume and valuations normalize, and M&A experts have advice for companies on both sides of the deal.
CEOs from leading distributors Grainger, Fastenal, Applied, MSC and Motion reveal secrets to their success during a challenging third quarter.
Sonepar USA President Rob Taylor discusses the importance of keeping a “local” feel in the company's approach to M&A.
Despite a demand spike for its PPE products and more, health care distributor Henry Schein in 2020 made significant advances in its environmental sustainability initiatives across 32 countries and 1 million customers worldwide.
Run by its innovation division, Red Lightning Group, the e-commerce platform aims to improve supply chain, grow OEM and bring in new verticals for the food service distributor.
The lingering pandemic can’t be ignored, but live gatherings will again feel familiar.
You’ll see some changes in October to your MDM Premium subscription and into 2022 as we make our analysis and coverage of wholesale distribution channels better and easier to access.
If so, distributors are better prepared for an uptick in cases and demand than a year ago.
Distributors feel the weight of supply chain anchors this year, but there should be smoother sailing ahead.
Revenues were greatly affected by the pandemic, but with 2022 on the horizon, companies are rethinking both M&A and the “new workplace.”
Customer engagement often begins and ends with robust technology.
Avoid the pitfalls that can come with digital-enhancement projects by putting these best practices into place.
Trusted and well-defined customer data can take to you to the next level.
Digital commitments are paying off for the 2021 MDM Digital Innovator award winners, thanks to their quick action and customer-centric initiatives.
While supply issues have eased in some areas, a shortage of incoming talent in the U.S. and fears of COVID variants are forcing distributors to keep adapting.
The pandemic and subsequent economic swings have created intense competition for talent, and the labor market is going to get even tighter.
To adapt and stand out during market consolidation, expect more distributors to find niches and develop specializations.
Whether ready to sell or not, distribution executives in forward-thinking companies can effectively harness innovations while aligning their organization to increase the value of the company.
The deal strengthens Motion's ability to compete – particularly for wallet share – against other broadline industrial product distributors.
Bill Mansfield, Graybar’s SVP of strategy and business development, reflects on the company’s acquisition strategy, as well as the long- and short-term ways COVID-19 has affected business operations.
Economic forecasts are firming up for the final quarter of 2021 and for 2022. Here’s a summary of the leading forecast resources.
Mixed signals mark third-quarter financial and economic indicators impacting distribution, such as LEI, industrial production and PPI.
Core & Main CEO Steve LeClair talks about company training efforts, its technology roadmap and areas he sees as 'ripe for expansion.'
Rexel USA CEO Jeff Baker shares details behind Rexel's acquisition of Mayer Electric and plans for continued growth.
Core & Main CEO Steve LeClair talks leadership, the company’s IPO and how his company has overcome numerous challenges over the past 19 months.
MDM takes a deep dive into Rexel’s $456 million, market-shifting acquisition of Mayer Electric.
The lingering pandemic can’t be ignored, but live gatherings will again feel familiar.
What does it take to build successful habits and keep them going for the long term? Consider setting micro goals for yourself and your business.
Interview with President Jeff Pope.
Interview with President Jeff Pope.
Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.
Pandemic highlights the need for steady hands in the C-suite, as company leaders were tasked with numerous duties beyond just growing the business.
E-commerce opportunities abound, says Petra Schindler-Carter.
Not if they don’t adapt to the changing marketplace dynamics.
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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