Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
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In Part 2 of MDM’s two-part analysis, we explore how Zoro in the U.S. and MonotaRO in Japan are forging a new identity for smaller businesses.
In Part 1 of MDM’s two-part analysis, we outline how the distributor’s High-Touch Solutions serve larger customers with complex buying needs.
Year-end reports of publicly traded distributors support Q4 Baird-MDM Quarterly Industrial Distribution Survey results. Public company commentary remains optimistic for strong year.
Can these modern-day disruptors displace the value chain, or do all three have more in common than we think?
Alternate channel disruptions and supply chain crises are reforming go-to-market strategies for supply partners. Here are five more ways to go beyond traditional buyer/seller relationships and benefit both sides.
While digital channels have consumed most of the oxygen in the room, strategic B2B partnerships between distributor and manufacturer are essential today. Here are some timeless tips on five skills required to master partnering.
Can B2B innovators apply a world-class innovation concept — as applied in B2C — and tailor it to fit the changing needs of the business buying community?
Companies must adapt by leveraging vision, understanding, clarity and agility to navigate the emerging business landscape and develop resilience against volatility.
National automation distributor Kele added to its portfolio, while Midwest electrical manufacturer rep Lester Sales entered new markets. Here are some takeaways that resonate with M&A trends across all product sectors.
An unprecedented labor situation necessitates an innovative approach to hiring. Being data-driven and developing talent strategies are among the ways employers can succeed.
Like a New Year’s hangover, pricing and inflation shape 2022 challenges, says the latest Baird-MDM Industrial Distribution Survey.
Annualized growth rate of 9.8% capped a strong 2021 for industrial distribution channels, according to MDM's latest MarketPulse report.
But there are ways distribution financial planners can build a more adaptive financial-planning process. Here’s how to reset the planning process in your business.
Distributors are scrambling to reinforce bench strength as market conditions look good. Here’s what Fastenal, Ferguson, Avnet and others are sharing with MDM on how they’re adapting.
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.
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.
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.
How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.
Marketing and sales make a powerful team when working together.
Thirteen lessons from distributors who are finding the silver linings in COVID-19.
Digital transformation is no longer something to get to eventually. It’s an imperative for survival.
Wholesale distribution finds innovative ways to navigate the COVID-19 pandemic that are remodeling business operations.
Data analytics and strong digital presence contribute to Sonepar USA's success.
Industrial marketing group AD continues to see reliable growth.
Distributor excels in difficult environment with streamlined technology and new 3D printing capabilities.
The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?
Managers who prioritize strengthening the emotional intelligence skills of their sales team, such as empathy, find customers feel more connected and are more likely to share pain points that lead to purchases.
In the past, distributors would often sacrifice margins to gain market share and drive the topline. However, such tactics negate a strategic pricing process, rendering it nearly nonexistent. Without process, your people must make pricing decisions in a vacuum. As hard as they might try to compensate for and cope with inefficiencies, and as effective as their efforts might be in the short-term, you can’t expect them to sustain healthy margins in the long run.
Customers continue to leverage digital and e-commerce tools to improve their buying processes. But for many distributors, their outside sales model isnt working as effectively as in the past to keep up with how customers want to buy. That growing gap is why a dedicated part of our research and coverage has been on the strategies, best practices and tactics for how to transform the sales process to reduce selling costs and increase efficiency and customer engagement. And its why the prize when it comes to increasing sales performance is on specific ways to become a more buyer-centric seller.
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Introducing any of these jobs product manager, chief digital officer, sales enablement manager, trusted adviser and director of inventory has the potential to make your company more open to change, better embrace the customer experience and streamline operations to meet evolving business demands.
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The global e-commerce platform's business model is built around the premise of making it easier for distributors and manufacturers to do business around the world, says John Caplan, president of North America B2B and chief growth officer, global B2B.
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Most distributors dont view their inside sales team as a proactive sales force. Its relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor respondents told Real Results Marketing their inside sales force spends less than 25% of their time proactively selling.
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Play the role of a critical customer, focusing on availability, urgency, reliability, accuracy and individual SKU characteristics.
How much time does your sales team spend in unproductive waters?
There are fishermen, and then there are catchers of fish.Some anglers are more successful than others, and it isnt about who has the best technology.How much time does your sales team spend in unproductive waters?
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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.
Working with FedEx and FedEx’s ShopRunner, Adobe is building out an e-commerce sales and distribution ecosystem tapping into FedEx’s network.
Even the largest plumbing distributor in the U.S. has faced supply issues, yet Ferguson posted a strong 3Q.
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.
As a leader, we don’t actually have much control over the people we lead. However, we have complete control over ourselves.
Not if they don’t adapt to the changing marketplace dynamics.
Second quarter growth exceeds low-double digit outlook, but supply chains and the labor market are concerns.
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The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
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