New Solutions for Tomorrow’s Challenges: A Distributor’s Guide

Equipment Leasing vs. Purchasing: What Distributors Should Know

September Wholesale Data: Major Downshift in Revenue Outlook

Perspective

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

Premium Monthly

MDM August 2023 Premium Monthly

With less industry concern over the economy and supply chain, August gave MDM a chance to explore other topics that haven’t dominated headlines in 2023.

MDM July 2023 Premium Monthly

Get caught up on all of the Premium content MDM published during July, which was led by a focus on distributor-supplier relations.

Market Insight Reports

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

MDM Market Demand Profile: Safety Test Equipment & Respirators

MDM Market Demand Profile: PPE Safety

Finance

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.

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.

Home Depot’s Plan to Serve the Untapped Contractor Market

Vesna Brajkovic details how Home Depot targets a market typically served by wholesale distributors with its plans to be a one-stop-shop for complex contractor projects.

E-Commerce

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.

Data: Wholesale Optimism Grows for Soft Landing

Mike Hockett breaks down the latest economic indicators, wholesale sector data and industry sentiment, which points to improved full-year outlook.

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.

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.

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.

2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation

Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.

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.

E-Commerce

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

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.

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.

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

Technology

What’s the Biggest Barrier to Leveraging Tech? Here’s What Distributors Said

In the Baird-MDM 1Q Survey, we asked distributors what obstacles they faced when trying to leverage technology. Read the responses here.

Trends Report

Data: Distributors See Slightly Improved Staffing Amid Inconsistent Labor Market

Distribution executives commented on their current staffing situations in response to the Baird-MDM 1Q 2023 Distribution Survey.

Breaking Down the DSG-Hisco Acquisition and its Market Impact

It combines the No. 34 and No. 38 companies on MDM’s 2022 Top Industrial Distributors List. Mike Hockett dives into the details.

Addressing M&A Valuation Considerations: Emotion, Risk and Retirement

Mike Hockett shares commentary and distills lessons from an MDM M&A Summit session on three key factors in the dealmaking process.

Operations

A Year After its Formation, A Deep Dive on Distribution Solutions Group

After Lawson Products transformed into DSG last year, the multi-faceted distributor has reported strong financials. Here's why the company isn't slowing down.

In Distribution Dealmaking, Burying Bodies Never Ends Well

Mike Hockett shares a conversation from MDM's recent M&A Summit that dove into the specifics of dealmaking communication best practices.

Pricing

How Rockstar CFOs Solve the Inflation Puzzle

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

Strategy

Don’t Break ‘The Mothership’: 3 Keys to a Successful Build-Buy-Invest Strategy

Mike Hockett analyzes value-creation advice for acquisition-interested distributors shared in an MDM M&A Summit session.

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

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.

Home Depot’s Plan to Serve the Untapped Contractor Market

Vesna Brajkovic details how Home Depot targets a market typically served by wholesale distributors with its plans to be a one-stop-shop for complex contractor projects.

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.

Data: Wholesale Optimism Grows for Soft Landing

Mike Hockett breaks down the latest economic indicators, wholesale sector data and industry sentiment, which points to improved full-year outlook.

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.

Data: Mixed Signals Continue as Distributors’ Expectations Improve

Mike Hockett analyzes the Census Bureau's latest wholesale trade data and how it compares with commentary MDM has gathered.