Too often, distributors get to the edge of the diving board with analytics development and suddenly realize they can’t jump. Here's why.
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John Gunderson and Steve Gettleman cover three modern win-win strategies for negotiating SBAs.
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.
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.
What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.
MDM's Mike Hockett shares new Census Bureau data that illustrates the gap between wholesale distributors' reported vs. "real" revenues over the past year.
Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.
In the wake of another — and bigger — Fed rate hike aimed to tame inflation, we examine a number of economic indicators from the past two weeks.
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.
Maintaining an effective working environment is crucial, even when workers are not within reach of each other, TSG's Steven Osprey explains.
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.
Amid the labor situation, succession planning shouldn't be overlooked in a time when it is more important than ever. Here are the keys to fostering and identifying future leaders.
With new B2B marketplaces now popping up regularly, distributors have come to embrace them as a means to compete and grow.
James Dorn details how Fastenal's digital transformation story has kept it ahead of the curve of customer demands.
Will conditions get better? Worse? Stay the same? Here's what distributors are saying.
Executives from SBP Holdings, Alaska Rubber Group and Flexaust share how they are navigating the historically challenging labor situation.
MDM's Mike Hockett dives into the latest numbers from the home improvement retail giants, where much of growth has been powered by Pro customers.
Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
Impressive sales and profits for MRC Global, DNOW and DXP Enterprises are nearly back to or already exceed their pre-pandemic levels.
The company still has plenty of capital left in its 2022 M&A budget, and underlying growth has it targeting accelerated revenue growth.
We share new comments from numerous distributors regarding how the "Great Resignation" and turbulent labor market have impacted their staffing.
With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
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.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
Consumer behavior is playing a role in speeding economic recovery.
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
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.
Private equity and investment banks are arguably the biggest current drivers of distribution M&A activity. Read the second part of MDM’s recent conversations with executives at leading financial firms behind many of the deals you’ve been reading about.
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.
Private equity and investment banks are arguably the biggest current driver of distribution M&A activity right now. Here, see the first of MDM’s recent conversations with executives at leading financial firms behind many of the deals you’ve been reading about.
MDM chats with fastener distributor LINC Systems about issues plaguing the industry — importing, backlog and considerably higher costs — and what the company is doing to mitigate those impacts.
The company’s recent choices raise the question: Will other similar distributors reduce their exposure to volatile energy markets?
By taking advantage of AI-driven recommendations, organizations are seeing a significant increase in the return on their sales and marketing activities.
Download MDM's M&A Report: Activity in all industries finished 2021 at record levels, with more than 5,000 deals completed in the fourth quarter alone.
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?
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.
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.
Look for technology that will assist with distributors' ongoing challenges through sales enablement, automation, e-commerce, AI and more.
Supply chain issues will touch everything from the way salespeople spend their time and prioritize customer relationships to facility management, pricing and labor strategy.
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.
Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
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.
The company’s recent choices raise the question: Will other similar distributors reduce their exposure to volatile energy markets?
The first part of this analysis outlined how distributors can pick their battles and create strategies to win market positions in any given territory. Here in Part 2, companies can learn how to implement those precise strategies to grow their bottom line and increase market share.
There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market — you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.
Supplier price increases offer profit opportunities for distributors, especially today. But too often firms miss the boat. Here's a primer on the key levers and strategies to make sure everyone on your team maintains price integrity.
Digital sales transformation is different for every company. Here are the fundamentals and framework that apply to every distributor's successful journey.
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.
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.
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.
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.
Investment Banking Directory
The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
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