All your exclusive premium content in one location.

Data: Distributors Share Their 2023 Labor and Freight Cost Expectations

We polled distributors about how they expect their labor and freight costs to change from 2022 to 2023. See the exclusive results and commentary here.

Premium Monthly

Market Insight Reports

MarketPulse Baird Survey Report 4Q 2022

Market Demand Profile: Wiring Devices

Market Demand Profile: Integral and Fractional Motors

Market Demand Profile: Cutting Tools

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.

Economic Trends

Inflation, Freight, Output & Demand: Where Things Stand to Begin 2023

Ahead of MDM's Economic Outlook webcast, Mike Hockett gave a snapshot of a handful of key indicators showing current trajectories.

Mergers & Acquisitions

After 2 Years of Healthy M&A, What Can We Expect in 2023?

With slumping economic indicators and a forecasted demand slowdown, can we expect M&A deal volume to follow suit? Mike Hockett analyzes the current state of activity as we start 2023 and the factors involved.

Technology

IT, as in Integral to Transformation

Successful digitalization requires a change agent. Here’s why distributors would be wise to give that role to their IT teams.

Human Resources in Wholesale Distribution

Tired of Job-Hopping Staff? It May Soon Get Worse

Keeping staff from seeking greener pastures has been a major challenge for distributors in recent years, and a proposed FTC rule to end noncompete clauses could take it to another level.

Strategy

Inside Werner Electric’s Digital Evolution

Mike Hockett recounts a case study that walked through the distributor’s four-year and ongoing journey that defined a digital strategy catering to an omnichannel customer experience.

Perspective

MDM’s Top Premium Content of 2022: Supply Chain Updates Lead the Way

We continue our year-end retrospective series with a look back at MDM's top Premium content of 2022.

E-Commerce

Analysis: Zoro’s Explosive Marketplace Growth

Mike Hockett dives into the numbers behind Grainger’s $1 billion U.S. digital marketplace, what Zoro has done to support its rapid growth and why there’s no slowdown in sight.

Perspective

Q&A: What Distributors Can Expect in 2023

How will 2022’s biggest distribution trends and factors evolve in the year ahead? Here, we chat with Wipfli’s manufacturing and distribution partner about the technology, supply chain and labor issues that will matter most in 2023, and how curiosity may be the best way to attack them.

Economic Trends

Mixed Economic Signals Continue Through Year’s End

Mike Hockett dives into the numbers for distributors' 2023 expectations and the latest economic indicators for the industrial economy.

Tech & Operations

Dairy Farming Innovation Shows What’s Possible in Distribution

Mike Hockett recounts a keynote speech on how a small dairy farm in Iowa illustrates asking 'What is possible?' to drive innovation for distributors.

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.

Inventory Management

3 Ways for Distributors to Embrace Digital Inventory Trends in 2023

Robert Brice discusses how digital and automation technology can help deal with challenges faced by the modern distributor.

MRO

Here’s How Grainger is Helping NASA Return to the Moon

In an exclusive interview with MDM, the MRO supplies distribution giant detailed its ongoing partnership with NASA and how it’s supporting the Artemis missions that will return humans to the moon for the first time since 1971.

Perspective

Why Amazon Doesn’t Mean the End of Distribution

Amazon Business' scale and capabilities are intimidating. But as Benj Cohen advises here, distributors can fight fire with fire.

Future Leaders

Financial Acumen: The Not-So-Secret Fundamental of Distribution Leadership

Read Frymire details how the ability to understand, manage and interpret numbers is a critical soft skill that enables distribution leaders to speak the language, make managerial decisions and understand the implications of financial data.

Human Resources in Wholesale Distribution

In-Office vs. Remote vs. Hybrid: The Great Debate

Mike Hockett takes a deep dive into the new normal of different working environments in distribution and recaps a lively B2BOnline debate session on this topic.

Economic Trends

Distributors’ Market Optimism Rises for 2023 Despite Economic Indicators

Distributors and their suppliers say they continue to see strong demand for industrial and commercial products, with no real slowdown in sight.

Strategy

Distributors’ Big Bets Take Many Forms

Acquisitions and technology investments remain viable ways for distributors to bet on themselves to outperform competitors, but they aren't the only options available. Here, Mike Hockett outlines those and other investments worth particular consideration ahead of a forecasted economic slowdown.

Data & Analytics

How to Use Reporting and Data in Channel Incentive Programs

Nichole Gunn dives into the ways distributors and manufacturers can access and wield incentive program reporting and data to elevate sales and marketing strategies.

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships in Distribution

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

Sales & Marketing

John Brooks Turned COVID into an Opportunity — and Turned Sales on Its Head

With a new digital sales playbook, the distributor turned its sales focus from inanimate products to targeting efficient customer experiences.

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

Sales & Marketing

Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure

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.

Sales & Marketing

Break Free from the Constraints of Traditional Gross Margin-Based Sales

Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?

Sales & Marketing

Sales Travel Will Continue to Be a Mixed Bag in 2022

Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.

Technology

IT, as in Integral to Transformation

Successful digitalization requires a change agent. Here’s why distributors would be wise to give that role to their IT teams.

Human Resources in Wholesale Distribution

Tired of Job-Hopping Staff? It May Soon Get Worse

Keeping staff from seeking greener pastures has been a major challenge for distributors in recent years, and a proposed FTC rule to end noncompete clauses could take it to another level.

Strategy

Inside Werner Electric’s Digital Evolution

Mike Hockett recounts a case study that walked through the distributor’s four-year and ongoing journey that defined a digital strategy catering to an omnichannel customer experience.

E-Commerce

Analysis: Zoro’s Explosive Marketplace Growth

Mike Hockett dives into the numbers behind Grainger’s $1 billion U.S. digital marketplace, what Zoro has done to support its rapid growth and why there’s no slowdown in sight.

Tech & Operations

Dairy Farming Innovation Shows What’s Possible in Distribution

Mike Hockett recounts a keynote speech on how a small dairy farm in Iowa illustrates asking 'What is possible?' to drive innovation for distributors.

Inventory Management

3 Ways for Distributors to Embrace Digital Inventory Trends in 2023

Robert Brice discusses how digital and automation technology can help deal with challenges faced by the modern distributor.

MRO

Here’s How Grainger is Helping NASA Return to the Moon

Human Resources in Wholesale Distribution

In-Office vs. Remote vs. Hybrid: The Great Debate

Mike Hockett takes a deep dive into the new normal of different working environments in distribution and recaps a lively B2BOnline debate session on this topic.

Strategy

Distributors’ Big Bets Take Many Forms

Data & Analytics

How to Use Reporting and Data in Channel Incentive Programs

Nichole Gunn dives into the ways distributors and manufacturers can access and wield incentive program reporting and data to elevate sales and marketing strategies.

Human Resources in Wholesale Distribution

Are You Hiring Honestly?

Does the messaging in your hiring materials and practices reflect what it's really like to work at your company? Mike Hockett recaps an ISSA Show session that dove into the nuances of being transparent in all phases of the recruitment and onboarding process.

Economic Trends

Fastenal, Motion Voice Different Tones for 2023 Market Outlook

Mike Hockett analyzes the noticeably different levels of optimism in the commentary given by industrial distributors Fastenal and Motion in their third-quarter earnings calls.

Human Resources in Wholesale Distribution

What are Distributors Doing to Recruit and Retain Talent? Here’s What They Told Us

We share new comments from distributors regarding whether they plan to use new or unique strategies to recruit and retain employees. It illustrates that some are faring much better than others.

Finance

Budgeting During Volatile Times: How to Approach Your Incentive Program

Lincoln Smith advises on refocusing an incentive program in times of market correction in the face of supply chain snarls, high inflation and overall economic precarity.

Operations

Key Takeaways from NetPlus Alliance’s ‘All In’ Annual Meeting

Get a recap of NetPlus' 10th annual meeting, held Oct. 2-4 in Las Vegas, where the group shared updated stats on its impressive five-year growth and where it's headed.

Market Analysis

Unpacking SHIFT: What Distribution Leaders Do Differently to Outperform

Mike Hockett breaks down the opening keynote presentation at MDM's SHIFT Conference, which featured plenty of new market data from McKinsey & Company.

Data & Analytics

4 Blind Spots in Making Analytics Actionable

Too often, distributors get to the edge of the diving board with analytics development and suddenly realize they can’t jump. Here's why.

Technology

Why Are Some Distributors Still Resisting Technology?

When it comes to technology, what’s considered business as usual won’t cut it any longer. It needs to be invested in and updated.

Operations

Turning 100, Wesco Nets Major Acquisition and Reflects on Anixter Impact

The distributor of electrical, data and security products celebrated its centennial with an eventful Sept. 7 that shared a 'New Wesco' vision going forward. Get the details here.

Earnings

Fastenal’s Sales Remain Robust Despite Construction Slowdown

Continued strong sales growth means the third quarter will likely be another windfall fiscal period for most industrial distributors.

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.

Economic Trends

Inflation, Freight, Output & Demand: Where Things Stand to Begin 2023

Ahead of MDM's Economic Outlook webcast, Mike Hockett gave a snapshot of a handful of key indicators showing current trajectories.

Strategy

Inside Werner Electric’s Digital Evolution

Mike Hockett recounts a case study that walked through the distributor’s four-year and ongoing journey that defined a digital strategy catering to an omnichannel customer experience.

Perspective

Q&A: What Distributors Can Expect in 2023

Economic Trends

Mixed Economic Signals Continue Through Year’s End

Mike Hockett dives into the numbers for distributors' 2023 expectations and the latest economic indicators for the industrial economy.

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.

Future Leaders

Financial Acumen: The Not-So-Secret Fundamental of Distribution Leadership

Economic Trends

Distributors’ Market Optimism Rises for 2023 Despite Economic Indicators

Distributors and their suppliers say they continue to see strong demand for industrial and commercial products, with no real slowdown in sight.

Strategy

Distributors’ Big Bets Take Many Forms

Strategy

Rewrite Your Strategy to Win the New Self-Serve Customer

The end customer increasingly desires to buy from you like they do in their everyday personal life. If you aren’t rewriting your strategy to meet the needs of the self-service customer, you are in danger of falling behind.

Human Resources in Wholesale Distribution

Are You Hiring Honestly?

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.

Economic Trends

Wholesale Data Analysis: Falling Expectations and the Numbers Behind Employment Struggles

Mike Hockett breaks down the latest figures showing distributors' expectations for 2023 and beyond, as well as data that illustrates why distributors are still struggling with staffing despite a growing labor pool.

Economic Trends

Fastenal, Motion Voice Different Tones for 2023 Market Outlook

Mike Hockett analyzes the noticeably different levels of optimism in the commentary given by industrial distributors Fastenal and Motion in their third-quarter earnings calls.

Human Resources in Wholesale Distribution

What are Distributors Doing to Recruit and Retain Talent? Here’s What They Told Us

We share new comments from distributors regarding whether they plan to use new or unique strategies to recruit and retain employees. It illustrates that some are faring much better than others.

Strategy & Research

Navigating the Digital Transformation Minefield Starts with Culture, Not Technology

MDM's Brad Star recaps Jason Hein's SHIFT conference session about how distributors must first assess their culture before jumping into adding digital tools.

Market Analysis

Unpacking SHIFT: What Distribution Leaders Do Differently to Outperform

Mike Hockett breaks down the opening keynote presentation at MDM's SHIFT Conference, which featured plenty of new market data from McKinsey & Company.

Economic Trends

What to Watch: Movement in Imports, Container Prices Amid Inflation

A disappointing inflation index reading grabbed headlines, but it's certainly not the only metric to keep an eye on.

Strategy

Taking Unfair Share with Improved Distributor-Supplier Analytic Partnerships

If your 2023 annual planning sessions use the same metrics, scorecards and templates from even a few years ago, you may be falling behind.

Economic Trends

Reshoring: A Potential $15B Windfall for Industrial Distributors

A new report calculates that U.S.-based industrial distributors could stand to benefit considerably over the next decade from increased MRO demand driven by the domestication of manufacturing production and foreign investment.

Investment Banking Directory

Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.

How and Where Distributors Can Leverage Automation in 2023

As companies have struggled to pivot normal operating procedures over the past few years,…

Revenue Intelligence: The Defining Advantage in Post-Pandemic Markets

Since the onset of the pandemic, Modern Distribution Management has identified key differentiators between…

The State of Digital Platforms in Distribution

This MDM special report examines how distributors are adopting new platforms, ecosystems and tools…

5 Big Business Challenges Solved by Business Intelligence Software

Distributors find their most significant business challenges are typically centered in five areas. In…

Market Prospector

Build strategic sales plans.
Determine market and demand.
Create smart prospect lists.

Turn your sales data into actionable data with Market Prospector. A web-based SAAS tool that gives you insight into your market, your territories, your customers and new prospects too.

Sign Up for the MDM Update Newsletter

Our daily newsletter is your best source for news and trends in the wholesale distribution industry.

Data: Distributors Share Their 2023 Labor and Freight Cost Expectations

Premium Monthly

December 2022 Premium Monthly

November 2022 Premium Monthly

Market Insight Reports

MarketPulse Baird Survey Report 4Q 2022

M&A Report 4Q 2022

Market Demand Profile: Wiring Devices

Market Demand Profile: Integral and Fractional Motors

Market Demand Profile: Cutting Tools

Investment Banking Directory

How and Where Distributors Can Leverage Automation in 2023

Revenue Intelligence: The Defining Advantage in Post-Pandemic Markets

The State of Digital Platforms in Distribution

5 Big Business Challenges Solved by Business Intelligence Software

Market Prospector

Sign Up for the MDM Update Newsletter

Topics

Explore MDM

Events

About

Help

Contact Us

Get the MDM Update Newsletter

Register for full access

Learn More about Custom Reports

Request a Market Prospector Demo