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Border States
The distributor's major acquisition of Dominion Electric is just the latest piece in what has been a rapid 13-year expansion. Mike Hockett breaks down what Dominion adds to Border States and how it aligns with its growth history.

Premium Monthly

Find deeper cybersecurity analysis, a case study on Motion, career advice from industry executives and best practices for knowledge transfer, talent management and more.

Market Insight Reports

The report features in-depth articles that recap the year that was 2023 in distribution dealmaking, a full rundown of every deal we covered in October-December, the latest EBITDA trading multiples and more.
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.
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.
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.
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.
Inflation-Index-Template-for-March

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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The wholesale HVAC distributors website now features an enhanced online catalog and improved search functionality, and the company invested in text ordering capabilities to improve mobile functions and shorten wait time. The efforts earned Charles D. Jones an MDM 2019 Digital Innovator award.

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About seven years ago, Hisco, a leading specialty distributor based in Houston, set out to better understand the companys profit drivers through a data-based analysis. Developing a successful system has taken years of cultural change and realigning team members thought processes around what makes a profitable customer, but the real driver, says President & CEO Bob Dill, continues to be turning the data used to anchor the initiative into real action. Hiscos relentless pursuit of actionable data makes the nearly 50-year-old employee-owned institution one of MDMs 2019 Digital Innovator Award winners.

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Cosgrove-Graphic
Eighty-percent of business owners want to retire in the next 10 years, according to a Business Enterprise Institute survey. Unfortunately, most of those business owners have not actually created a concrete, written plan for their exit strategy.The lack of an exit plan can be problematic. It takes much longer than many distribution owners may expect to prepare their company for a transition. Whether you are planning to sell the business to a third party, pass ownership to the next generation or explore other options, preparing for a transition can take between five and seven years.

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This Munich-based, third-generation distributor of bearings, power transmission, fluid power and tooling products took a non-traditional approach to transforming into a digital distribution business. It started by digitizing and strengthening the automation capabilities of its back-end systems purchasing, inventory management, logistics before focusing on the sales side of the business. And it accomplished this transformation by developing its internal technology and development expertise, thus being able to customize and enhance ERP and other critical platforms. One of MDMs 2019 Digital Innovator Award winners, heres Ludwig Meisters story on how the distributor has built a culture of digital innovation.

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Baird1Q-Image-1

Since 2010, Robert W. Baird & Co., in partnership with Modern Distribution Management, has conducted quarterly surveys of distributors and manufacturers to gauge business trends and the outlook for the industry. This quarter’s survey polled approximately 500 industry leaders to determine the latest indicators on revenue and pricing based on first-quarter 2019 results and distributor and manufacturer expectations for second-quarter and full-year 2019.

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This report is researched and produced by MDM editors. View the Fourth Quarter/Annual 2018 report here.

These product groups provide a snapshot of inflation trends based on the Producer Price Index from the U.S. Bureau of Labor Statistics. First quarter 2019 pricing levels are compared with fourth quarter 2018 and first quarter 2018. 

To view this report, log-in and click on the download link below the product listing to access the print-ready PDF.

Not a subscriber? Subscribe today for immediate access.

Industrial

  • Abrasives
  • Adhesives & Sealants
  • Metal Cutting Machine Tools
  • Metal Forming Machine Tools
  • Pumps, Compressors, & Eqmt
  • Ind. Material Handling Eqmt
  • Rubber & Plastic Hose
  • Rubber & Plastic Belts & Belting
  • Ind. Rubber Products, nec
  • Metal Valves (not fluid power)
  • Personal Safety Equipment & Clothing
  • Steel Mill Products

Construction

  • Softwood Lumber
  • Hardwood Lumber
  • General Millwork
  • Gypsum Products
  • Hardboard, Particlebd, Fiberbd
  • Plywood
  • Plastic Construction Products
  • Wood Ties, Siding, Shingles,
  • Shakes

Electrical

  • Electrical Machinery & Eqmt
  • Electronic Components & Accs
  • Integrating and Measuring Instruments
  • Motors & Generators
  • Wiring Devices
  • Transformers & Power Regulators
  • Switchgear, Switchboard, etc., Eqmt
  • Communications & Related Eqmt
  • Electric Lamp Bulbs & Parts

Other Related Electrical

  • Lighting Fixtures
  • Nonferrous Wire & Cable
  • Fabricated Ferrous Wire & Cable

Power Transmission/Bearing

  • Mechanical Power Transmission Eqmt
  • Ball & Roller Bearings
  • Plain Bearings & Bushings
  • Speed Changers, Drives & Gears

Fluid Power

  • Fluid Power Eqmt
  • Fluid Power Valves
  • Fluid Power Hose/ Tube Fittings
  • Fluid Power Pumps & Parts
  • Fluid Power Actuators/ Accum/ Cylinders

Plastics

  • Plastic Resins & Materials
  • Plastic Products (Overall)

Fasteners

  • Nuts, Bolts, Screws, Rivets, Washers (overall)
  • Aircraft Fasteners
  • Externally Threaded Fasteners
  • Internally Threaded Fasteners
  • Nonthreaded Metal Fasteners

Hardware

  • Hardware (overall)
  • Builders’ Hardware

Tools

  • Hand & Edge Tools
  • Power-Driven Hand Tools
  • Tools, Dies, Jigs, Molds, Fixtures
  • Cutting Tools & Accs (overall)
  • Precision Measuring Tools
  • Small Cutting Tools

Gases/Welding

  • Industrial Gases
  • Welding Machinery/ Equipment

Paper

  • Pulp, Paper & Allied Products (overall)
  • Sanitary Paper Products
  • Boxes
  • Packaging Products from Plastic

HVACR/Plumbing

  • Air Cond. & Refrigeration Eqmt
  • Heating Eqmt
  • Plumbing Fixtures & Fittings

To view this report, log-in and click on Download pdf below the product listing.

Lawson Products, Inc., Des Plaines, IL, has agreed to pay $30 million in forfeiture and restitution in the case of sales agents who according to the government systematically provided nearly $10 million in illegal incentives to government employees to buy more products at higher prices for their employers.
 
The agreement brings to a close the government's investigation of Lawson's former customer loyalty programs. The agreement stipulates that a criminal case of mail fraud against the company will be dismissed in three years as long as Lawson abides by all terms and conditions," according to the U.S. Attorney's Office for the Northern District of Illinois.
 
"We are pleased to have reached this agreement with the U.S. Attorney's Office, which enables us all to move ...

Implementing an effective pricing strategy can be one of the best ways to achieve better gross margin. This article outlines a pricing model developed by Texas A&M University's Supply Chain Systems Laboratory and provides a look at how some distributors are using it to update their pricing strategy.

About three years ago, F.W. Webb, a regional distributor of plumbing, heating, cooling and piping products, took a part of its legacy IT system and dedicated it to improving the customer and product information available to salespeople.

About a third of our prices were being set manually by salespeople,"says Lawrence Mohr, the distributor's now-retired senior vice president of information technology. "We needed a way to provide information to inside sales so ...

Recently, industry veteran Bill Snyder, vice president of channel development for Palatine, IL-based manufacturer Square D -Schneider Electric's North American operating division -sat down with MDM to talk about the development of electronic data standards in electrical channels. Square D has been active in promoting standards in the electrical distribution channel and in pushing standards through its own supply chain to develop greater efficiencies and visibility with its partners.
 
MDM: You and Square D have been strong advocates of e-commerce and creating standards. How did that develop?
 
Bill Snyder: The way that got started was through our own internal efforts to automate our workflows. And then we started extending that to distributors. ...

This article examines why a can't-fail sales hire sometimes does fail and how to make sure a new hire's past matches your company's structure and needs.

Have you ever been stumped by a bad hire? No, I am not talking about the professional interviewer that wooed the interviewing team or the resume that was fudged. I'm talking about a strong resume where past sales numbers achieved were real and industry sales experience was deep.

Why doesn't a new hire's true success in the past transition to success in a new position? The problem could be that success achieved in their past sales life isn't lining up with factors needed for success in the new position. Below are six areas to examine when determining whether past success can transition into a new sales ...

A recent survey by McKinsey Quarterly (found here) says that nearly half of all respondents don't expect their companies to raise prices over the next six months. The manufacturing sector was the one exception. 

On the manufacturing side, nearly 90% have seen an increase in the cost of inputs. And only in the manufacturing sector, McKinsey says, did a majority of respondents say their companies had raised prices and will continue to do so in the next six months.


My takeaway: Now is not the time to shy away from price increases. Suppliers are eager to pass on their rising ...
This article examines four common mistakes made by salespeople that lead to competing on price and what you can do about it.
 
You've hired a dedicated sales force. Your company has the best product. Great service is delivered after the sale. So why is your team losing sales to low price?"Here are four reasons we see when working with individuals and sales teams:
 
1. Wrong Audience     
If you're trying to sell ice to an Eskimo, you're in front of the wrong prospect! Let's face it, you could be Zig Ziglar and still not close the sale if you are not selling to a real prospect.


Knowledge, business acumen and excellent selling skills are useless if they are not in front of a prospect that values the expertise. ...
Purchasing Execs Expect Slow Growth in Manufacturing


Manufacturing businesses have concerns about their organizations'prospects for 2008, according to the latest semiannual forecast issued by the Business Survey Committee of the Institute for Supply Management. While 42 percent of manufacturing respondents predict revenues to be 9.2 percent greater in 2008 than in 2007, the overall expected revenue increase is only 1 percent for manufacturing as 31 percent expect a decline, and 27 percent expect no change.
 
Here's a breakdown of the survey results:
 
Manufacturing


  • Operating rate is currently 78.6 percent of normal capacity.


  • Production capacity is expected to increase 2.5 percent ...
In a recent interview with MDM, Profit Planning Group's Al Bates says that distributors must manage their loss of sales volume in a down economy.
 
If sales are down 20%, you've got to make dramatic changes. In that scenario, too often distributors do what I think is absolutely the wrong thing in an attempt to free up cash," he says. "They try to lower accounts receivable and reduce inventory to make up for selling less. Inevitably that leads to sales declines getting even worse. Back orders go up. Customer service goes down and what might be a 10% sales decline becomes a 15% sales decline." While cutting inventory and accounts receivable is a normal reaction, Bates tells MDM that the moves are compounded by the fact distributors don't have much cash.
 
The ...
In the movie Groundhog Day, the main character wakes up each morning doomed to repeat the exact same day, until he realizes he can change his life and do better.


That movie might be a useful management tool as we move through the current downturn in the economic cycle. As noted in an upcoming interview in MDM, Al Bates has been conducting financial performance surveys of distributors for nearly three decades. He has a wealth of data on how distributors have done across multiple business cycles. So is this cycle any different? We are going to come out of this recession the same way we came out of 2001-02, he said. Distributors will give up the same ROA they have in every cycle, then rebuild sales, add too many people and overhead, then cut when the next downturn ...

This time of year serves as a reminder of the incredible logistics infrastructure that now exists in this country and around the globe. But while we increasingly take for granted the ability to point, click, shop and select overnight delivery, let's acknowledge the distinct value wholesale-distributors provide.
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A unique set of capabilities, service functions and responsibilities defines how a distributor meets customer requirements (often including same-day delivery and 24-hour service). In addition to large customers, there are countless micro markets that depend on local supply services that go far beyond logistics expertise or product selection with a mouse and price-comparison sheet.
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Yet, as conversations often remind us at holiday parties, many ...
MDM Audio Conferences recently featured consultant Mike Marks and attorney Gene Zelek in Strategic Pricing: Create a Value-Based Approach." The two told participants they must go beyond traditional pricing practices, segment customers and not be afraid to differentiate based on price. This article is based on that audio conference.


If you are implementing a pricing structure from scratch, and want to unfreeze an organization from its old habits, plan for at least 12 months of work to "make it stick." Keep in mind: "It's more than just coming up with a new price sheet and imposing it," says Mike Marks, a principal in Indian River Consulting Group.


Here are a few thoughts to get you started.
&nbsp
Legal Hang-ups
One of the first ...
It's no longer enough to leave relationships solely in the hands of individual sales reps, no matter how capable they are. Becoming a strategic partner in the supply chain means evolving to a new model of sales management, according to this excerpt of a new book from the NAW Institute for Distribution Excellence.
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The 1990s saw the emergence of a new concept. Instead of just being a middleman between manufacturers and customers, wholesaler-distributors started to become marketing channels.

On the upstream side, sophisticated manufacturers began to look at distributors as partners in the ultimate job of reaching and satisfying end consumers.

Instead of just talking about what the distributors'bought, they started discussing what the distributors ...
As our lead article outlines, many distributors are trying to evolve a traditional sales model -where the outside salesperson owns the customer relationship -into a more flexible one. It's a tough transition that engages the entire company, not just the sales rep.


The payoff goes far beyond particular customers. It really shifts the way in which distributors position themselves with customers and suppliers.

Not only do these customer relationships become much more productive and cost-efficient, it is much easier for distributors to tailor services to specific customer needs across the organization. That in turn defines for the customer the real difference in the value your company offers versus alternatives.

Distribution management gains much better ...

The last five years have been rough for distributors. Price pressure and intense competition have eliminated razor-thin margins, pushing many distributors to the brink. In addition, distributors have gotten into the habit of "giving away" value-added services in hope of winning deals, driving costs to historic heights. The solution: Revamp pricing based on the value you provide in each segment.

Many distributors believed that a resurgent economy would allow them to raise prices, but customers have been resistant. For most distributors, attempts at price increases are simply not taking hold.

Fortunately, there is a better, more profitable approach. The solution is to develop products and services that target unique segments with very specific offers. For most ...

With the recent attention in this industry given to strategic pricing, distributors who change their pricing structures must consider developing new sales compensation plans that reward improved profits. Before attempting a change, consider all appropriate structures and take steps to avoid implementation pitfalls.

According to a recent study, U.S. companies are markedly more satisfied with their sales compensation programs today than they were two years ago." Having spent the last 10 years designing and implementing sales compensation programs for hundreds of firms, I found this intriguing.

Upon further reading, I discovered that "markedly more satisfied" meant that 59 percent of companies surveyed in 2006 were satisfied compared to 34 percent in 2004. In other ...


The three Ps of process, productivity and profitability separate companies that are doing OK from ones that perform in the top tier of peers. That will continue to be the key differentiator.


The performance analysis reports many distribution associations sponsor offer a wealth of benchmark data about how well your company is doing in a range of financial performance metrics. Historically, a relatively low percentage of distributors participate in these data aggregation programs. Yet these types of tools are critical to make any kind of real change stick in your business. How else can you create realistic goals and then the specific short- and long-term steps to get there?


The report card in the area of productivity is better. Several studies have shown that distributors ...

To successfully integrate its company and grab market share, Interline Brands has had to pay close attention to and respond to the needs of acquired and current customers, Interline Brands President William Sanford said recently at the JPMorgan Basics & Industrials Conference.

In fact, learning about customers starts before an acquisition is even made, he said. The relationships we acquire are important. We have to understand how strong those relationships are before we make an investment," Sanford said.

The $1 billion distributor of facilities maintenance products was formed through a series of mergers of more than 20 companies in the plumbing supply and facilities maintenance industries.

Last year it bought American Sanitary Inc., a rollup and national ...

The Timken Company, Canton, OH, has increased prices on double and triple thermal treated product, effective with shipments from Jan. 1, 2008. Bar product prices will increase by $50 a ton, and tubing product prices will go up by 10%.
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Prices on as-rolled and single thermal treated products are not affected.
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Timken is a $5 billion manufacturer operating in 26 countries and 25,000 ...

At the May Industrial Supply Association annual meeting in Las Vegas, industry consultant William McCleave presented the results of a survey of ISA members, The Future Impact of Size and Value Content on Industrial Distribution." This article outlines one of the key findings of that report: the importance of value-add in distribution.


How is value-add being defined in distribution today? As noted in these pages before, the term has been used so heavily that it risks losing meaning. At the same time, most wholesale distribution executives agree that market battles ahead will center on how well their companies define and sell value.


In a recent survey of Industrial Supply Association members by consultant William McCleave, most respondents felt that value-add ...
Applied Industrial Technologies, Cleveland, OH, distributor of bearings and related products, has combined its Applied Maintenance America and Fluid Power Connection catalogs, as well as added more than 10,000 new and expanded products. The catalog will be available in July 2007 and can be reserved online at www.applied.com/catalogrequest.
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Applied said it combined the two catalogs in response to requests from customers to provide a one-stop source for the MRO parts that Applied supplies. The 07/08 Applied Industrial Technologies Product Catalog offers nearly 40,000 parts from more than 100 suppliers, including 20,000 bearings and power transmission parts and almost 9,000 fluid power products.
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The new Applied catalog includes comprehensive product lines ...

If your customers aren’t asking you for more of something – whether it’s products or services – you are in a distinct minority. In the latest MDM/Baird Distribution Survey, nearly 90 percent of respondents are figuring out how to meet new customer demands. Should you invest in technology or people? Or both? Where do you cut to free up resources to meet the new expectations? Because ultimately it comes down to that question of resources.

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  • 3Q2014 MDM/Baird Distribution Survey
  • Third Quarter 2014 Pricing Trends Report
  • 3Q2014 Financial Metrics & Trading Multiples

Corporate customers now seek an online experience similar to the business-to-consumer model, and distributors must adapt their e-commerce approach accordingly if they hope to increase conversion rates and customer retention. Michael Nagrant, principal consultant, Codifyd Inc., details why this is important and how it can be achieved in the recent MDM Webcast, 7 Key Investments Distributors Should Make to Grow Online Revenue. This article is an exclusive summary of the webcast, which is available on-demand and on DVD at mdm.com/7Investments.

Nagrant discusses:

  • Why static sites aren't enough
  • The importance of product categorization
  • Where distributors should focus their investments

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  • 2014 State of E-Commerce in Distribution
  • Making Money With Smaller Customers
  • Operations as a ‘Lever for Innovation’

In this two-page report, available to download in PDF after log-in, we feature data on merger and acquisition trends and financial metrics for the largest publicly traded distributors across diverse sectors in the third quarter of 2014.

In partnership with Houlihan Lokey, an investment banking firm, the report includes data on M&A activity trends across all industries (not just distribution), as well as valuation multiples for deals in all industries.

Distributors that lack a digital strategy can find themselves falling behind their competitors as e-commerce and other digital platforms become more important to customers. Linda Taddonio of InsiteCommerce discusses the need to develop a digital strategy and ways to jumpstart the development of that strategy in the recent MDM Webcast, Navigating the Digital Landscape for Distribution.

This article includes:

  • Why distributors are facing technology deficits
  • Steps for conducting a digital boot camp
  • How to create a digital innovation team

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Earlier this year, Tacoma, WA-based Stellar Industrial Supply announced the addition of Larry Davis, former president of ORS Nasco, to its executive team as executive vice president and chief commercial officer. The move was part of a strategy by Stellar to grow “faster and more effectively.” MDM Publisher Tom Gale recently spoke with Stellar’s executive team, including President & CEO John Wiborg, Executive Vice President & COO Steve Slater and Davis, about the shifts in the market that drove the shift in strategy and where the company is heading.

This article includes:

  • Why Stellar Industrial hired Larry Davis
  • The goals the distributor has for shifting its strategic focus
  • How the move will impact Stellar's customers and partners

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  • Cost-Effective Channel Alignment
  • Who's My Coach? The Changing Role of Sales Managers in Distribution
  • Redwood Plastics: Success through Online Engagement

At this point, it has become pretty well accepted that data should be a part of big decisions.There are many challenges to becoming highly data-driven, though, from technology limitations to information overload. But one common challenge is the tendency to view an indicator or measurement as something that it’s not.

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  • Differentiate to Combat Disintermediation
  • 2014 State of Distributor Marketing: Distributor Marketing Shifts to Digital
  • Disasters Can – and Will – Happen

Baby boomers are retiring, and sales managers are recognizing that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team is the first important step to take when shifting a management culture.

This article looks at reasons why the change is happening and what sales managers can and in some cases, should be doing to improve their management styles.

This article includes:

  • Why sales managers should consider being proactive, not reactive
  • Important first steps to take when shifting a management style
  • How technology tools can help (and hurt) the sales team

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  • Commentary: The Trouble with Rebates
  • Interview: Operations as a 'Lever for Innovation'
  • U.S. Economy: Out of 'Surviving' and on to 'Thriving'

With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today's ever-changing environment.

This article includes:

  • Challenges of a more informed customer base
  • Why fast turnarounds are important across the entire transaction process
  • Recommendations for improved training of sales personnel

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  • Cost-Effective Channel Alignment
  • The Changing Role of the Distributor
  • Differentiate to Combat Disintermediation

There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. In this article, Jonathan Bein of Real Results Marketing provides an overview of how realigning sales channels can help distributors benefit from these small customers.

This article includes:

  • How the multichannel approach benefits house accounts
  • The role of inside sales
  • Why e-commerce and direct marketing should play a significant role in the realignment

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  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Pricing Trends Report: First Quarter 2016
  • 2016 Distribution Remodel: How to Build a Better Business
  • Market Analysis: Fluid Power Consumption in the United States

Distributors must invest strategically in talent and technology to differentiate.

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  • Fostering a Culture of Innovation
  • Industry 4.0: Technology-Driven Change
  • 2016 Distribution Remodel: Deepen Talent Development
2016DistTrends

The sector snapshots are part of MDM's 2016 Distribution Trends Special Issue. The sector snapshots provide a quick look at key trends affecting each of the 15 distribution sectors included in MDM's Market Leaders lists.

Snapshots are provided for the following sectors: Industrial, Electrical, Power Transmission/Bearings, HVACR/Plumbing, Building Materials/Construction, Electronics, Fasteners, Fluid Power, Gases/Welding Equipment, Hose/Accessories, Industrial PVF, Jan-San, Pharmaceuticals, Plastics and Safety.

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Not a subscriber? Subscribe below or learn more. The full 2016 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

Opposing forces hindered distribution M&A so far this year. While economic and commodity pressures have cut down on the volume and size of deals, lack of organic growth has companies seeking acquisitions to boost their top lines. This article looks at the current state of M&A and whats in store for the second half of 2016.

This article includes:

  • Headwinds slowing M&A activity
  • What distributors expect from M&A deals
  • Emerging M&A themes

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  • MDM-Baird Distribution Survey: 2016 a Turning Point?
  • Time to Act on Distribution Diversity
  • 2016 Distribution Remodel: ‘Invest or Die’

Distributors say they want to provide more training to their employees. But decisions about product and sales training delivery, measurement and retention aren’t always simple. This article, based on the results of a recent Real Results Marketing survey, examines the challenges that distributors face around providing training.

This article is part two in our ongoing series on training in distribution. Part one looked at how distributors can shift their thinking about training.

This article includes:

  • Amount & type of training follow-up offered
  • Time spent on online learning
  • Trends in delivering vendor training

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  • The Critical Role of Employee Training
  • MDM Interview: Beyond Change Management
  • Training, Technology Take Front Seat in Employee Retention Strategies

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Pricing Trends Report: First Quarter 2016
  • 2016 Distribution Remodel: How to Build a Better Business
  • Market Analysis: Fluid Power Consumption in the United States
MA_FluidPower

The MDM Market Snapshot, based on data from MDM Analytics, includes consumption of Fluid Power supplies by end user in the U.S., plus the top end users by 6-digit NAICS.

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  • MDM-Baird Distribution Survey: 2016 a Turning Point?
  • Market Analysis: Saw Blades Consumption in the United States
  • MDM Pricing Trends Report: First Quarter 2016
shopkey-small

More distributors are crossing the threshold to e-commerce maturity, according to the fifth annual MDM distribution e-commerce survey conducted in partnership with Real Results Marketing. But if they expect continued growth, they must remember it is a journey, not a one-time event.

Part 1 of this series examined the continued trend of distributors moving from the nascent stage – less than 5 percent of revenue being through the e-commerce channel – to the growth and maturity stages.

This article includes:

  • Marketing vehicle effectiveness
  • How to keep website visitors engaged
  • Self-service capabilities

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  • Be Patient, Persistent on Your E-Commerce Journey
  • Grainger Tackles the Data Challenge
  • 2016 Distribution Remodel: ‘Invest or Die’

The lack of diversity in distribution has been a hot topic in recent years, but little has been done to identify the underlying issues that keep it a problem. Recent research from Texas A&M University sought to uncover the issues facing women in the industry and provide a starting point for addressing the problem.

This article includes:

  • The importance of workplace diversity
  • Harassment in the workplace
  • Benefits of improving diversity

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  • 2016 Distribution Remodel: Deepen Talent Development
  • MDM Interview: Beyond Change Management
  • Differentiating Through Professional Development
Quarterly-MDMBaird

Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 600 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of first-quarter results and distributor and manufacturer expectations for the remainder of 2016.

This article includes:

  • Revenue, inventory and pricing expectations
  • Sector breakdown
  • Analysis of trends affecting sales and operating performance

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  • 2016 State of E-Commerce: E-Commerce Races to Maturity
  • 1Q2016 Financial Metrics & Trading Multiples
  • 2016 Distribution Remodel: Refocus on the Core

Innovation is critical to long-term success in distribution. This article shares tips on how to create a culture that encourages innovation throughout your organization.

This article includes:

  • How distributors currently innovate
  • Attributes of innovation
  • Six options to consider for improving innovation

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  • 2016 Distribution Remodel: How to Build a Better Business
  • Move Beyond Sales Training
  • MDM Interview: Beyond Change Management

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Pricing Trends Report: First Quarter 2016
  • 2016 Distribution Remodel: How to Build a Better Business
  • Market Analysis: Saw Blades Consumption in the United States

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.

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