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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At the recent Fastenal Expo, we chatted with Senior Executive Vice President Terry Owen about the company's supply chain capabilities, which allow it to handle whatever comes next.
Evidence suggests April was another strong month for distributors despite lingering supply chain headaches. MDM looks back at the month, as outlined in the latest issue of Premium Monthly (now available for download).
MDM dives into the numbers and commentary that the MRO products giant shared during its first quarter earnings report.
Private equity and investment banks are arguably the biggest current drivers of distribution M&A activity. Read the third and final part of MDM’s recent conversation series with executives at leading financial firms behind many of the deals you’ve been reading about.
The company's 1Q earnings and subsequent commentary shed light on several other factors driving growth at the MRO parts distributor besides its recent $1.3 billion acquisition of Kaman Distribution Group.
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.
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.
By taking advantage of AI-driven recommendations, organizations are seeing a significant increase in the return on their sales and marketing activities.
Digital sales transformation is different for every company. Here are the fundamentals and framework that apply to every distributor's successful journey.
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.
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.
Year-end reports of publicly traded distributors support Q4 Baird-MDM Quarterly Industrial Distribution Survey results. Public company commentary remains optimistic for strong year.
Customers continue to leverage digital and e-commerce tools to improve their buying processes. But for many distributors, their outside sales model isnt working as effectively as in the past to keep up with how customers want to buy. That growing gap is why a dedicated part of our research and coverage has been on the strategies, best practices and tactics for how to transform the sales process to reduce selling costs and increase efficiency and customer engagement. And its why the prize when it comes to increasing sales performance is on specific ways to become a more buyer-centric seller.
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Introducing any of these jobs product manager, chief digital officer, sales enablement manager, trusted adviser and director of inventory has the potential to make your company more open to change, better embrace the customer experience and streamline operations to meet evolving business demands.
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The global e-commerce platform's business model is built around the premise of making it easier for distributors and manufacturers to do business around the world, says John Caplan, president of North America B2B and chief growth officer, global B2B.
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Most distributors dont view their inside sales team as a proactive sales force. Its relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor respondents told Real Results Marketing their inside sales force spends less than 25% of their time proactively selling.
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Play the role of a critical customer, focusing on availability, urgency, reliability, accuracy and individual SKU characteristics.
How much time does your sales team spend in unproductive waters?
There are fishermen, and then there are catchers of fish.Some anglers are more successful than others, and it isnt about who has the best technology.How much time does your sales team spend in unproductive waters?
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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.
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If this isnt the year to prioritize pricing and profitability improvement, Im not sure when would be better! Do something before you have to.
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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.
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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.
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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.
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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.
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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
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Three key warning signs that your outside sales team is running your business.
Product and customer mix are the key levers.
Sonepar USA President Rob Taylor discusses the importance of keeping a “local” feel in the company's approach to M&A.
Despite a demand spike for its PPE products and more, health care distributor Henry Schein in 2020 made significant advances in its environmental sustainability initiatives across 32 countries and 1 million customers worldwide.
Run by its innovation division, Red Lightning Group, the e-commerce platform aims to improve supply chain, grow OEM and bring in new verticals for the food service distributor.
The lingering pandemic can’t be ignored, but live gatherings will again feel familiar.
You’ll see some changes in October to your MDM Premium subscription and into 2022 as we make our analysis and coverage of wholesale distribution channels better and easier to access.
If so, distributors are better prepared for an uptick in cases and demand than a year ago.
Distributors feel the weight of supply chain anchors this year, but there should be smoother sailing ahead.
Revenues were greatly affected by the pandemic, but with 2022 on the horizon, companies are rethinking both M&A and the “new workplace.”
Customer engagement often begins and ends with robust technology.
Avoid the pitfalls that can come with digital-enhancement projects by putting these best practices into place.
Trusted and well-defined customer data can take to you to the next level.
Digital commitments are paying off for the 2021 MDM Digital Innovator award winners, thanks to their quick action and customer-centric initiatives.
Working with FedEx and FedEx’s ShopRunner, Adobe is building out an e-commerce sales and distribution ecosystem tapping into FedEx’s network.
Even the largest plumbing distributor in the U.S. has faced supply issues, yet Ferguson posted a strong 3Q.
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.
To adapt and stand out during market consolidation, expect more distributors to find niches and develop specializations.
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.
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.
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.
Core & Main CEO Steve LeClair talks about company training efforts, its technology roadmap and areas he sees as 'ripe for expansion.'
Rexel USA CEO Jeff Baker shares details behind Rexel's acquisition of Mayer Electric and plans for continued growth.
Core & Main CEO Steve LeClair talks leadership, the company’s IPO and how his company has overcome numerous challenges over the past 19 months.
MDM takes a deep dive into Rexel’s $456 million, market-shifting acquisition of Mayer Electric.
The lingering pandemic can’t be ignored, but live gatherings will again feel familiar.
What does it take to build successful habits and keep them going for the long term? Consider setting micro goals for yourself and your business.
Interview with President Jeff Pope.
Interview with President Jeff Pope.
Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.
Pandemic highlights the need for steady hands in the C-suite, as company leaders were tasked with numerous duties beyond just growing the business.
E-commerce opportunities abound, says Petra Schindler-Carter.
Not if they don’t adapt to the changing marketplace dynamics.
As a leader, we don’t actually have much control over the people we lead. However, we have complete control over ourselves.
Not if they don’t adapt to the changing marketplace dynamics.
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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