Elevate Your Sales Game: The Ultimate CRM Playbook for Distributors

November Data: Wholesale Revenue Optimism Continues Uptick

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

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.

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.

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.

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.

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.

Commentary: Distributors Chime In on Choppy Industrial Demand

Some markets voiced robust 1Q demand while others saw things at least start to slow. Here’s what distribution execs had to say in the 1Q 2023 Baird-MDM Survey.

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.

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.

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.

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.

Boost Customer Confidence, Strengthen Sales Relationships

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

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.

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 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.

Sales Travel Will Continue to Be a Mixed Bag for Distributors in 2022

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

Sales and Marketing Teams Plan to Build on Pandemic-Induced Flexibility

Sales team transformations accelerate thanks to online sales growth and COVID-19-related restrictions on in-person meetings.

3 Ways to Rethink the Sales Model

Industry leaders share how distributors can transform their sales processes.

Unpacking Distribution’s Digital Transformation Inflection Point

Three of the biggest challenges distributors face to better understand how companies should proceed with technology investment.

Commentary: Don’t Let Conventional Wisdom Hurt Your Customer Relationships

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.

Next Generation Customer Stratification: Driving Performance in 2021

With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.

How to Reset Your Sales Compensation Plan in the New Year

The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.

Next Gen Customer Stratification: Driving Performance in 2021

With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.

6 Website Mistakes That Are Sinking Your Sales (And How to Fix Them)

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.

Checklists for Generating, Managing and Sustaining Growth

In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.

MDM Revised Forecast: 3Q Shaping a V-Swoosh Recovery

Consumer behavior is playing a role in speeding economic recovery.

Commentary: If There is Any Time to Re-Examine Long-Held Beliefs, It Is Now

We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.

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

How to Reframe Outdated Sales Operation Assumptions

Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.

Technology

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.

Poll Results: Could a Four-Day Workweek Work in Distribution?

The world's largest trial of the four-day work week drew rave reviews from companies that participated. Could the distribution industry benefit from such a change?

Finance

What Distribution Executives Don’t Understand About Profitability and Pricing

Mike Hockett distills takeaways from a NAW Executive Summit session that featured distribution executives discussing what leading companies do differently when it comes to profits and pricing strategy.

Top Distributors Point to Strong Demand as Forecasted Downturn Pushes Out

A new report states a majority of economists now think a would-be recession is coming later than expected. It suggests a softer economic landing as distributors continue to report strong financials.

Finance

Quantum Costing: The Better Alternative to ABC (and the Cost Model You Always Wanted)

In many sectors, Activity-Based Costing is being replaced by Quantum Costing, a newer and more accurate alternative that adds power and benefits to cost analysis. Randy MacLean explains the differences here.

Behind the Deal: Field Fastener’s Merger with Mid-State Bolt & Nut

MDM spoke with Field Fastener CEO Jim Derry to learn more about the company's recent acquisition of Mid-State Bolt & Nut.

Operations

Why Supply Chain Nearshoring is Soaring

In the first of a two-part series, John Johnson examines the key factors leading manufacturers to domesticate more of their production and what distributors should keep an eye on.

Tech & Operations

4Q Survey: Distributors Lay Out 2023 Digital Priorities

Baird and MDM polled distributors about what digital projects they’ll prioritize this year. Read the exclusive analysis and commentary here.

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.

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.

eCommerce

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.

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.

Commentary: Distributors Chime In on Choppy Industrial Demand

Some markets voiced robust 1Q demand while others saw things at least start to slow. Here’s what distribution execs had to say in the 1Q 2023 Baird-MDM Survey.

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.

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.

April Wholesale Data: Industrial Distributors’ Optimism Hard to Ignore

While talks of a slowdown persist, industrial distributors outperformed nearly all other wholesale sectors in 1Q's first two months.

Pricing

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

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

What Distributors Stand to Gain from America’s Factory Building Boom

U.S. factory construction spending hit a record level in 2022, and it hasn't slowed down in 2023. Mike Hockett breaks down the numbers and what this means for distribution.

Pricing

How Rockstar CFOs Solve the Inflation Puzzle

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

March Wholesale Data: 2023 Outlook Dips, Inventory Trends Negative

Mike Hockett breaks down the latest U.S. Census Bureau's wholesale trade data, covering revenue expectations and trends, inventory and more.

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.

Poll Results: Could a Four-Day Workweek Work in Distribution?

The world's largest trial of the four-day work week drew rave reviews from companies that participated. Could the distribution industry benefit from such a change?

Top Distributors Point to Strong Demand as Forecasted Downturn Pushes Out

A new report states a majority of economists now think a would-be recession is coming later than expected. It suggests a softer economic landing as distributors continue to report strong financials.

7 Ways Distributors Can Benefit from Reshoring

In the second of a two-part series, John Johnson covers how distributors can take advantage of the movement to reshore sourcing and shorten supply chains.

Distributors’ Expectations Hold After Sector Revenue Topped $8.2T in 2022

It was a second-straight record revenue year for the wholesale trade sector. Here, we break down the key latest figures from the U.S. Census Bureau.