Elevate Your Sales Game: The Ultimate CRM Playbook for Distributors

November Data: Wholesale Revenue Optimism Continues Uptick

What’s the Biggest Barrier to Leveraging Tech? Here’s What Distributors Said

How to Cover Labor Costs with Sales

Premium Monthly

MDM October 2023 Premium Monthly

Takeaways from MDM’s annual SHIFT Conference and 3Q data from Baird highlighted a content-packed month.

MDM September 2023 Premium Monthly

Our September Premium content eyed what a leading distributor looks like in 2030; equipment leasing vs. purchasing considerations; and a deep dive on Ferguson’s market positioning.

Market Insight Reports

MDM 3Q 2023 MarketPulse Report

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.

MDM 3Q 2023 M&A Report

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.

MDM 2Q 2023 M&A Report

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.

MDM 2Q23 MarketPulse Survey Report

Find a wealth of data and analysis extracted from the 2Q23 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue, expectations and pricing, plus plenty of interesting distributor commentary.

MDM Market Demand Profile: Abrasives

Technology

In the Baird-MDM 1Q Survey, we asked distributors what obstacles they faced when trying to leverage technology. Read the responses here.

Trends Report

Data: Distributors See Slightly Improved Staffing Amid Inconsistent Labor Market

Distribution executives commented on their current staffing situations in response to the Baird-MDM 1Q 2023 Distribution Survey.

Strategy

How to Map Your Customers to the Right Channels and Reps

In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.

How to Refresh and Refine Your Customer Segmentation

This MDM Premium piece from Redwood Advisors focuses on how your organization can develop a detailed customer segmentation methodology.

April Wholesale Data: Industrial Distributors’ Optimism Hard to Ignore

While talks of a slowdown persist, industrial distributors outperformed nearly all other wholesale sectors in 1Q's first two months.

Pricing

How Did Pricing Inflation Affect Gross Margin in 2022? Here’s What Distributors Said

We asked distributors if their gross margin was over- or under-inflated in 2022 thanks to pricing inflation. Here's what the data says.

What Distributors Stand to Gain from America’s Factory Building Boom

U.S. factory construction spending hit a record level in 2022, and it hasn't slowed down in 2023. Mike Hockett breaks down the numbers and what this means for distribution.

Breaking Down the DSG-Hisco Acquisition and its Market Impact

It combines the No. 34 and No. 38 companies on MDM’s 2022 Top Industrial Distributors List. Mike Hockett dives into the details.

Addressing M&A Valuation Considerations: Emotion, Risk and Retirement

Mike Hockett shares commentary and distills lessons from an MDM M&A Summit session on three key factors in the dealmaking process.

Operations

A Year After its Formation, A Deep Dive on Distribution Solutions Group

After Lawson Products transformed into DSG last year, the multi-faceted distributor has reported strong financials. Here's why the company isn't slowing down.

In Distribution Dealmaking, Burying Bodies Never Ends Well

Mike Hockett shares a conversation from MDM's recent M&A Summit that dove into the specifics of dealmaking communication best practices.

Pricing

How Rockstar CFOs Solve the Inflation Puzzle

Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.

Market Analysis

March Wholesale Data: 2023 Outlook Dips, Inventory Trends Negative

Mike Hockett breaks down the latest U.S. Census Bureau's wholesale trade data, covering revenue expectations and trends, inventory and more.

Strategy

Don’t Break ‘The Mothership’: 3 Keys to a Successful Build-Buy-Invest Strategy

Mike Hockett analyzes value-creation advice for acquisition-interested distributors shared in an MDM M&A Summit session.

Poll Results: Could a Four-Day Workweek Work in Distribution?

The world's largest trial of the four-day work week drew rave reviews from companies that participated. Could the distribution industry benefit from such a change?

Finance

What Distribution Executives Don’t Understand About Profitability and Pricing

Mike Hockett distills takeaways from a NAW Executive Summit session that featured distribution executives discussing what leading companies do differently when it comes to profits and pricing strategy.

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.

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.

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.

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.

Featured Premium

The Cultural Shift that will Create an Empowered, Integrated Sales Team

Marketing and sales make a powerful team when working together.

Strategy

A Pandemic Operating Manual

Thirteen lessons from distributors who are finding the silver linings in COVID-19.

Strategy

Commentary: ‘I Don’t Have Time’ Doesn’t Work Anymore

Digital transformation is no longer something to get to eventually. It’s an imperative for survival.

Strategy

One Disruption, Many Responses

Wholesale distribution finds innovative ways to navigate the COVID-19 pandemic that are remodeling business operations.

Technology

Sonepar USA Doesn’t Miss a Beat

Data analytics and strong digital presence contribute to Sonepar USA's success.

The Collective Market Power of Affiliated Distributors

Industrial marketing group AD continues to see reliable growth.

Technology

Preparation Pays Off for Würth

Distributor excels in difficult environment with streamlined technology and new 3D printing capabilities.

Commentary: Rethink the Automatic Price-Dropping Response

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?

Character Traits that Strengthen Remote Sales Management

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.

5 Rules for Conducting a Pricing Reset

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.

3 Levers to Improve Your Sales Process

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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Operations

5 Nontraditional Roles to Add Value

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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Operations

Alibaba Group Wants to Recruit You

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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Wholesale Distribution Value Series: Creating Value with Inside Sales

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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6 Decision Criteria for Developing a Customer-Centric SKU Management Plan

Play the role of a critical customer, focusing on availability, urgency, reliability, accuracy and individual SKU characteristics.

Sell Better: Fish Where the Fish Are

How much time does your sales team spend in unproductive waters?

Commentary: Sell Better: Fish Where the Fish Are

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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Mismanaged Omni-Channel Models are a Threat to Distribution

Three key changes that are forcing distributors to reexamine sales coverage models

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.

How to Use Reporting and Data in Channel Incentive Programs

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

Nichole Gunn dives into the ways distributors and manufacturers can access and wield incentive program reporting and data to elevate sales and marketing strategies.

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.

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.

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.

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.

eCommerce

Why eCommerce Integration is Critical to Driving Profitability

Critical to improving the customer experience, eCommerce integration is especially important given the current market reality of stockouts and labor shortages.

Data: The Factors that Attract, Retain or Repel Distribution Talent

We dive into the data from a new survey that compares results between distribution candidates and employees with hiring managers.

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.

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.

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.

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

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.

Financial Acumen: The Not-So-Secret Fundamental of Distribution Leadership

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

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.

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.

Baird-MDM 3Q Survey: Distributors Expect Pricing to Increase at Slower Rate in 2023

Are You Hiring Honestly?

Pricing

The quarterly Baird-MDM industrial distribution survey gauged distributors' confidence heading into 2023. Here's what they had to say about pricing expectations.

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.

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.

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.