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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.

Premium Monthly

Market Insight Reports

Market Demand Profile: Abrasives

New Redwood Advisors Exclusive Premium Report

MarketPulse Baird Survey Report 1Q 2023

MarketPulse Baird Survey Report 4Q 2022

Economic Trends

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.

Mergers & Acquisitions

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.

Economic Trends

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.

Economic Trends

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.

Economic Trends

Breaking Down 2023-2024 with Alan Beaulieu

What should we expect in economic performance, inflation, labor and more in the next two years? Mike Hockett distills takeaways from Alan Beaulieu’s economic outlook presentation at the NAW Executive Summit.

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.

Research & Analytics

Data: Are Distributors Seeing Customers Return as Supply Improves?

We polled distributors to ask if those that lost customers amid the height of supply chain issues in the past few years are starting to see those customers return. See the exclusive results and commentary here.

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.

Economic Trends

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.

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.

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.

Sales & Marketing

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 & Marketing

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.

Sales & Marketing

3 Ways to Rethink the Sales Model

Industry leaders share how distributors can transform their sales processes.

Sales & Marketing

Unpacking Distribution’s Digital Transformation Inflection Point

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

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

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.

Quarterly MDM-Baird Distribution Survey

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

Consumer behavior is playing a role in speeding economic recovery.

Sales & Marketing

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.

Sales & Marketing

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.

Sales & Marketing

Commentary: Pump Up the Empathy, Get Customers’ Attention

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.

Operations

Minimum Order Size: Is It the Right Move for You?

How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.

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

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.

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

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.

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.

Featured Premium

September Arrives With Flurry of Industry News

The days leading up to Labor Day weekend were jam-packed with news of acquisitions, staffing announcements and other developments. Here's a recap.

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.

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

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.

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

Economic Trends

Supply Chain Conditions Improving, but Still Far from ‘Normal’

Get a recap of what has improved or worsened over the Summer and where things currently stand compared to pre-pandemic conditions.

Economic Trends

Distribution Sector Revenues Overdue for a Leveling

We examine the latest future revenue expectations for the wholesale distribution sector and where inventory levels currently stand vs. their historic averages.

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.

10 Must-Haves for Distribution ERPs

If you’re in the market for a new ERP (enterprise resource planning) solution and…

A Distributor’s Key to Staying Relevant

Much of the distribution sector has mastered eCommerce as a selling channel. But that’s…

2023 Research: The State of Data Analytics in Distribution

MDM and White Cup teamed together to research and uncover the utilization of data…

Distributors’ Keys to Cybersecurity Effectiveness

This report examines the current state of cybersecurity in distribution; how it should be…

Market Prospector

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Analytics that Quantify Value & Grow Profits (Get Control of Your Results)

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April 2023 Premium Monthly

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Market Insight Reports

Market Demand Profile: Abrasives

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M&A Report 1Q 2023

MarketPulse Baird Survey Report 1Q 2023

MarketPulse Baird Survey Report 4Q 2022

Investment Banking Directory

10 Must-Haves for Distribution ERPs

A Distributor’s Key to Staying Relevant

2023 Research: The State of Data Analytics in Distribution

Distributors’ Keys to Cybersecurity Effectiveness

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