Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
Premium Member Dashboard
All your exclusive premium content in one location.
Premium Articles
Menu
Supply chain issues will touch everything from the way salespeople spend their time and prioritize customer relationships to facility management, pricing and labor strategy.
Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
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.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
“Think of it as LinkedIn meets a dating app,” says tech startup Factrees founder and CEO Keith Williams.
With a new digital sales playbook, the distributor turned its sales focus from inanimate products to targeting efficient customer experiences.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
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.
Some distribution sectors will feel stronger tailwinds than others from the Infrastructure Investment and Jobs Act.
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.
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.
Senior Account Manager Oliver Munoz shares how packaging and janitorial supplies distributor Imperial Dade is navigating pandemic-induced constraints.
Core & Main CEO Steve LeClair talks about company training efforts, its technology roadmap and areas he sees as 'ripe for expansion.'
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.
Rexel USA CEO Jeff Baker shares details behind Rexel's acquisition of Mayer Electric and plans for continued growth.
Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?
Core & Main CEO Steve LeClair talks leadership, the company’s IPO and how his company has overcome numerous challenges over the past 19 months.
Three key changes that are forcing distributors to reexamine sales coverage models
Analytics-driven operations can deliver staggering profit gains, but it takes a visionary leader who won’t accept a company’s current limited analytical expertise. In this article the author, who will outline these concepts at MDM’s Pricing & Profitability Summit, www.pnp.com, Apr. 15-17, argues that distributors can shift from a revenue-share mindset to a profit-share mindset by zeroing in on three key metrics: gross profit, cost-to-serve and net before compensation. It also outlines how the concepts of line-item profit analytics and quantum costing can create an effective analytics environment. This article is an excerpt from a chapter in A Distributor’s Guide to Analytics, a book published by MDM.
Subscribers should log-in below to read this article.
If this isnt the year to prioritize pricing and profitability improvement, Im not sure when would be better! Do something before you have to.
Subscribers should log-in below to read this article.
January is typically not a big sales month for Earnest Machine, a 72-year-old fastener distribution company out of Cleveland. But this January was not typical. The company was up 29% at the start of 2019, said CEO Kirk Zehnder. Speaking last month at MDMs Sale GPS Conference, Zehnder explained the radical shift in Earnests sales department structure that he credits for the boost.
Subscribers should log-in below to read this article.
Theres a lot of talk about whether or not the U.S. is looking at an economic recession in the near future and the impact a market downturn could have on distributors profitability in the process. But the truth is, distributors should be examining their pricing strategy no matter how well or poorly the economy is performing, says Al Bates, principal at Distribution Performance Project. Whether its a good market or a bad market, youve got to get control of your pricing, he says.
Subscribers should log-in below to read this article.
Industry leaders shared their recruiting and placement strategies at MDMs Sales GPS 2019.
Who is responsible for creating preference for a product as well as for where the product is purchased? A new economic formula demands that we devote scarce resources to fewer partners.
Subscribers should log-in below to read this article.
Distributors looking to grow and compete in the digital landscape need to take a structured approach and build a system. This excerpt from the book Digital Branch Secrets: eCommerce Playbook for Distributors outlines a critical component of this system your product content.
Subscribers should log in below to read this article.
Like it or not, how customers interact and buy is changing.
Branch managers in distribution are often stuck between the proverbial rock and a hard place.
The rise of Amazon, other digital platforms and fast-changing customer expectations of the buying process have disrupted the role of the traditional field salesperson. More than 100 distribution industry leaders met in Denver in late June at MDMs Sales GPS 2018 event to discuss the evolution of the distribution sales model to one that adds more value and helps them adapt to a changing market.
This article includes:
- The traditional sales force as a margin killer
- Why customer size doesnt equal customer potential
- Proceeding with caution
Subscribers should log in to read this article.
Three key warning signs that your outside sales team is running your business.
Product and customer mix are the key levers.
Project selling is a value-added service that building products distributors can offer their customers that truly differentiates them from pure digital (online only) competitors. Who will sell the project of building moats for your company?
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:
- Top Trends for 2018
- When Good Distributors Do Bad Branding
- Key Drivers for E-commerce Demand
Project selling – an area where there is room for simple, high-value improvements – stands out as one of the most critical and lucrative ways a distributor can create a value-added service component. Here’s a primer on how to develop project selling as a competitive moat and some important keys to success.
This article includes:
- Helping Customers to Shop
- Annuity from Follow-on Sales
- Project Selling = Competitive Moat
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-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
In the prior two articles of this series, we explored the pitfalls of bad branding and damage branding agencies can do. We outlined the Branding Matrix and how you can use it to understand how much time and money to focus on developing your branding strategy. For the final article in this series, lets talk about the branding strategy itself how should you develop your slogan and your supporting messages?
This article includes:
- The Branding Process
- The Branding Ladder
- Defining the Role of Branding in Your Company
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-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
When pricing projects fail its often the distributors fault.
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-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
In part one of this three-part series, MDM President and COO Ian Heller explored the dangers of working with a pure branding agency and how the wrong partner can do more harm than good for a distributor. In part two, Ian uncovers how you determine the value of branding for your distribution company.
This article includes:
- Sizing the purchase
- Emotional attachments
- The Branding Matrix
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-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
This three-part series examines why distributors struggle with branding. In this, the first article in the series, MDM President & COO Ian Heller contrasts the difference between what branding agencies promise and what they actually deliver. He outlines why such agencies have objectives that conflict with yours, and why you should consider pure B2B advertising agencies that do more than just branding.
This article includes:
- Convincing distributors to rebrand
- The myth of branding
- The reality of branding
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-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
Over the last several years, private equity firms have invested billions of dollars in distribution. This analysis examines how consolidation has impacted the foodservice sector and the opportunities private equity sees in the segment.
This article includes:
- PE Impact on Foodservice Distribution
- Market implications: threats & opportunities
- Call to action
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-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
California-based distributor Devil Mountain Wholesale Nursery has seen a marked increase in sales this year to its landscape customers.
What distributors need to know about developments in e-commerce platforms as the pandemic accelerates digital transformations.
Distributors are in a war for talent — here’s the latest intel on how to successfully attract the best and brightest of Gen Z.
The MRO distributor’s training and development programs have been honored with several awards in 2021.
Join us live on Tuesday, June 29 for the latest on digital customer experience, technology and change management, and future innovation.
A litany of disruptions has turned into a game of whack-a-mole, with distributors doing what they can to manage the current glut of supply chain issues.
The construction sector consolidated at a rapid rate amid COVID-19 and shows no sign of stopping.
The future we’re headed toward has no sympathy for resource constraints, resistance to change or incompatible legacy systems.
Harnessing the power of data can transform a distributor. This article introduces distributors to the benefits of analytics, including how data-informed decisions can help a company analyze market potential, profile customers and better target prospects — all of which can grow revenue, reduce costs and improve profitability.
The retail giant fires a shot across the bow of other large distributors by scaling up local fulfillment centers using automation.
The impact of taxes during the M&A decision-making process is expected to be elevated in 2021.
The company is on a long-term environmental sustainability journey, supported and reinforced by executive leadership.
Harnessing the power of data can transform a distributor. This article introduces distributors to the benefits of analytics, including how data-informed decisions can help a company analyze market potential, profile customers and better target prospects — all of which can grow revenue, reduce costs and improve profitability.
Texas distribution center allows distributor to practice what they preach on automation excellence.
Many distributors are under the assumption that if they load a bunch of content onto their website and/or into one-off marketing emails, they’ve done their job. But such a Create It and They Will Come strategy can be a waste of time and resources.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
The pandemic didn’t stop Lawson Products from pursuing the largest acquisition in its history. Mike DeCata, president and CEO, and Brian Hoekstra, vice president, mergers and acquisitions, spoke with MDM about the company’s latest deal, how they navigated it during a global pandemic and how their M&A appetite remains strong even amid today’s economic upheaval.
How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.
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.
Despite the challenges around inflation and supply chain, many distributors are focused on improving talent management.
Laura Phelan is steering the company’s digital marketing and merchandising, demand generation, digital in-store experiences and content marketing.
Laura Phelan is steering the company’s digital marketing and merchandising, demand generation, digital in-store experiences and content marketing.
Sonepar USA Digital Analytics Manager Kayla Repp is passionate about the company’s digital transformation journey.
Gary Knight is integral to Loeb Electric’s digital initiatives for its sales staff and customers, such as Walmart.
The distributor’s CMO Klaus Werner helps the company to thrive online during COVID-19 adversity.
The industrial distributor’s technology manager Matt Hanlon has been driving digital transformation for his entire career.
Three key themes from conversations with executives at Fastenal, Winsupply, Lawson Products and W.W. Grainger.
Distributor focused on e-commerce growth, new bin technology and converting pandemic-purchasers into long-term customers.
Chicago-based industrial distributor has a straight-forward approach for fueling its growth through the remainder of 2021 and beyond.
Industrial distributor drives growth across business, maintaining top rankings.
President John McKenzie credits company’s change management capabilities.
As we start to come out of our COVID-19 fog, many elements of life and work are changing with urgent pace. As a result, it feels like anything is possible.
A well-thought-out plan is critical to any business initiative. The latest issue of MDM Premium features several success stories, each driven by a plan that did not make assumptions and skip the basics.
MSC Industrial Supply CEO Erik Gershwind details how his company pivoted from being a legacy spot-buy company to becoming a mission critical partner for its customers.
The latest quarterly MDM-Baird Industrial Distribution survey shows distributors are paying close attention to pricing inflation, supply chain issues and technology adoption challenges.
MDM-Baird Distribution Survey: Recovery starts to heat up in the first quarter while outlook improves for the rest of 2021.
What distributors need to know about buying and selling as they navigate the post-pandemic consolidation boom.
ADI Global Distribution vice president of global operations helped carry the company through the complexity of COVID-19 with "creative and unique" solutions.
These extraordinary women are taking the industry to new heights through strong leadership and mindful investments in the future.
Investment Banking Directory
The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
Featured Content
Getting Your Sales Team to Adopt a New CRM Solution
User adoption is the key to achieving the greatest return on investment from your…
Credit Where It’s Due
B2B Point-of-Purchase Buying Habits Are Evolving. Data Now Points to a Need for More…
Winning Strategies for Customer Experience: Benchmarks & Best Practices
In this report, MDM Research benchmarks the state of distribution customer experience delivery and…
Turn Searches into Sales: No More Customers Lost in the Sea of Products
Finding a product on a B2B distributor’s site can be like playing a game…
Market Prospector
Build strategic sales plans.
Determine market and demand.
Create smart prospect lists.
Turn your sales data into actionable data with Market Prospector. A web-based SAAS tool that gives you insight into your market, your territories, your customers and new prospects too.
Sign Up for the MDM Update Newsletter
Our daily newsletter is your best source for news and trends in the wholesale distribution industry.
