Labor shortages, rising complexity and constant disruption are forcing
distributors to rethink how work gets done. Based on the March 2026 NAW webinar, this executive summary captures an Epicor industry expert’s practical, proven strategies for helping distribution companies adapt faster, train smarter, and build a more resilient workforce—without compromising productivity.
Artificial intelligence has moved quickly from an interesting possibility to operating near-requirement across wholesale distribution. Yet for all the attention AI receives, most distributors are still trying to answer a more basic question: Are we actually ready to use it, and use it well? In this NAW MDM whitepaper, written in collaboration with Epicor, we examine what AI readiness really looks like and how organizations can move from experimentation to scalable business results.
Lead time accuracy has become one of the most critical and overlooked challenges facing distributors today. While organizations have heavily invested in demand forecasting, supply-side uncertainty driven by tariffs, market volatility and ongoing disruption has made it increasingly difficult to predict when inventory will actually arrive. In this NAW MDM whitepaper, written in collaboration with GAINS, we explore how modern lead time prediction is transforming purchasing into a more precise, data-driven capability.
As distribution leaders constantly seek educational resources on business transformation, technology optimization and talent management, MDM’s SHIFT conference has answered the call. The annual executive summit invites distributor decision-makers to attend and absorb three days of thought leadership across numerous topics that our audience has indicated are top-of-mind for those driving the industry forward.
Here, we’ve compressed four of the sessions from our 2023 SHIFT event into an MDM Playbook, extracting key takeaways from the content they offered. They include transformation case studies on industrial supplies outperformers Motion and Global Industrial Company; insights from Gartner on using technology as a burden-lifter on sales staff; and lessons from a panel discussion about workplace culture components that foster an environment where talent want to work and stay.
Read on to view those pieces from our marquee in-person event, and mark your calendars for MDM’s 2024 SHIFT conference, to be held Sept. 11-13 in downtown Denver.
Distributors of all sizes and in all verticals are ambitiously investing in data capabilities over the next three years, and for good reason: the distributor data divide is big and growing.
Our latest research, Data-driven decisions: opportunities and challenges in the data revolution, reveals the striking finding that the most data-savvy distributors are twice as likely to report using advanced data techniques in every single part of their business and twice as likely to report moving faster than average to continue growing their data capabilities.
As a result, distributors who have been slow to adopt data capabilities are moving quickly to catch up. Of the distributors who identify as low-maturity today report realistic, 70% revealed that they have realistic plans to achieve high-maturity within the next three years.
Download the report today to read more about these and other findings from the research, a multi-month effort that engaged over 200 senior distribution executives.
Dive into the world of artificial intelligence (AI) adoption in wholesale distribution with our practical guide. Uncover firsthand experiences from industry executives at different AI adoption stages, offering valuable strategies, implementation tips, and inspiring stories for your business’s transformative journey.
In an industry where the potential of AI is rapidly evolving, our guide becomes your compass. Join the narratives of three executives who, much like you, have seamlessly integrated AI into their operations, witnessing its transformative impact and now championing its potential for success. Consider AI not as a foreign concept, but as your next strategic partner in the distribution landscape. Just as you rely on supplier relationships and logistics providers, AI enhances efficiency and elevates the customer experience. Download our guide now to pave the way for your business’s AI-powered evolution and revolutionize wholesale distribution.
As distributors adapt to changing dynamics, CRM software has evolved to become much more than a tool for logging activity and tracking sales performance. A robust, user-friendly CRM platform empowers sales reps and your entire customer-facing team to be more efficient and proactive, improving customer engagement and profitability.
In this resource, we’ll discuss the key benefits of CRM software, the most important factors distributors should consider when evaluating solutions, how to improve user adoption, and how to maximize the impact of your CRM with battle-tested sales workflows.
In today’s dynamic business landscape, ensuring a consistent and exceptional customer experience is the ultimate differentiator. The path to success for B2B distributors is no longer just about products and services; it’s about the seamless journeys you create. Our whitepaper, “Achieving Consistent Customer Experience: A Distributor’s Guide,” is your roadmap to achieving excellence. By exploring innovative strategies, overcoming challenges, and reaping the rewards, you’ll position your business at the forefront of customer-centricity.
Don’t merely adapt—lead the way. Embrace the future of distribution, download the whitepaper now, and watch your business transform into a customer-centric powerhouse.
Introducing “New Solutions for Tomorrow’s Challenges: A Distributor’s Guide” – a comprehensive whitepaper that delves into the evolving landscape of B2B distribution. In today’s global economy, where connections between manufacturers, retailers, and end-users are more crucial than ever, traditional distribution models are facing significant disruptions due to digital transformation, shifting customer behaviors, and supply chain complexities. To remain competitive and ensure sustained growth, distributors must anticipate and adapt to these challenges.
In the rapidly evolving distribution landscape, embracing technology, nurturing talent, and enhancing supply chain resilience are critical for distributors to thrive. This whitepaper equips distributors with valuable insights and strategies to navigate these complexities successfully. Don’t miss out on this invaluable resource for the future of B2B distribution.
In the world of wholesale distribution, efficiency is the name of the game. Whether you’re a small distributor or a large-scale operation, the pursuit of productivity improvements is unceasing. Our whitepaper, “3 Key Ways Distributors Can Boost Productivity,” is your definitive guide to not just identifying areas for enhancement but also executing transformative changes with finesse.
This in-depth document takes a deep dive into the pivotal strategies that empower distributors to maximize their operational efficiency. From harnessing the untapped potential of automation within modern platforms to revolutionizing customer experiences, we unveil the keys to sustainable success. Don’t let outdated practices hold you back; take the first step towards a more efficient and profitable future. Download the guide now and equip yourself with the knowledge to elevate your distribution business to new heights. While your competitors ponder their next move, you’ll already be charting the course to a more prosperous tomorrow.
Are you tired of the AI buzzwords? It’s time to cut through the noise and take practical steps to truly transform your distribution business with our newest groundbreaking research report.
This comprehensive report is the culmination of months of rigorous research, featuring in-depth interviews with industry-leading AI experts and distribution executives who have successfully harnessed the power of artificial intelligence. We’ve distilled their insights into five key behaviors that are driving success in today’s distribution landscape, and outlined 2 to 3 actionable building blocks that you can immediately implement.
Whether you’re just beginning your AI journey or looking to fine-tune your existing strategy, this report is your roadmap to success. We’ve also included a valuable worksheet to help you assess your AI maturity and identify areas for improvement.
Download the report today and start putting these proven strategies to work for your business. It’s time to turn AI hype into AI success.
For most of B2B distribution history, the deciding factor for customers came down to quality. The distributor with the better products, brands and available options had the advantage to win their business. As industrial, commercial and building supply markets became increasingly fragmented and competitive over time, the emphasis shifted to customer service.
To learn what distributors are doing on the Customer Experience front and deliver the buying experience that customers expect today, Modern Distribution Management partnered with Infor on a Spring 2023 research project. This resulting report illustrates current CX trends and the technologies that distributors are leveraging to meet and exceed customer expectations.
Digital transformation is accelerating throughout global businesses. What started as a leap of faith for many enterprises during the pandemic has become a true competitive advantage for those businesses embracing digital solutions.
The wholesale-distribution sector, typically a laggard when it comes to adopting new technologies and processes, must pursue digital transformation for the same reasons — primarily because their customers are demanding it.
It’s all here. MDM’s latest research into the utilization of data analytics in distribution — including barriers, frequency, application areas, prioritization, planned investment and more.
The benefits of modern data analytics tools such as Customer Relationship Management (CRM), Business Intelligence (BI) software and Pricing Intelligence software are many. They take the guesswork out of decision-making. They provide real-time information at a time when speed is vital. They democratize data use across the organization and help distributors un-silo departments that were previously using disparate processes. They show distributors what their customers want — not just from a product demand standpoint, but how they want to buy it. That’s just for starters.
Digital transformation has revolutionized the distribution industry. Distribution customers can make purchases, access resources and find a more “Amazon-like” buying experience in just a few clicks thanks to the convenience afforded by the digital channels.
However, the instant accessibility provided by these digital avenues is a double-edged sword for distributors. On the security front, digitally stored data can be stolen or tainted by hackers, viruses and other cyber threats, and distributors need to ensure their information is properly protected at all times.
This report examines the current state of cybersecurity in distribution; how it should be prioritized in key areas of operations; what measures distributors can take; and where to find help along the way.
There is a tech tool for every challenge. The downside is that this can easily lead to decision paralysis — there is an overwhelming amount of options to pick from, and choosing the right tools and the right vendors for them is a challenge in itself.
But that doesn’t mean simplicity can’t still be the best path forward for today’s distributor. This report will detail the myriad market challenges facing distributors today, how distributors are addressing those challenges with increased use of technology, and how a simplified, consolidated technology approach is proving effective in this endeavor.
The supply chain situation entered 2023 in much better shape than which it entered 2022, but the inventory lessons of the past two years were apparent: Just-in-time is too prone to disruption to remain the industry standard in the post-pandemic world.
In this report, we will examine new research from Modern Distribution Management that shed light on the current state of inventory management practices among distributors and manufacturers.
Nearly three years after the COVID-19 pandemic began, distribution business conditions are still far from “normal,” as in what they were in late 2019. While improved in most areas of pandemic-led disruption, 2022 was the third-straight year that distributors had to navigate major challenges of inflationary pricing, supply chain bottlenecks and a labor pool that has been difficult to attract and retain. Those factors were amid the ongoing challenge of a digital transformation that the entire distribution landscape had already embarked on pre-2020 but was forced to accelerate by B2B buyers’ rapidly evolving preference for a digital buying experience.
With 2022 now behind us, let’s look at the current state of forces impacting distributors, what 2023 may have in store and how distributors can navigate conflicting market signals.
As companies have struggled to pivot normal operating procedures over the past few years, automation tools have rapidly emerged as levers to not just manage stretched employee resources, but to support a deeper business model transformation. Automation – often referred to as Robotic Process Automation (RPA) – typically yields the highest and fastest return-on-investment of any technology deployment, especially in early adoption stages.
In this report, we’ll examine ways in which distributors are navigating this journey, expanding the use of automation across every area of the business – customer-facing, back-office, warehouse and delivery. We’ll share insights from a distributor that has created transformational leverage through process automation. And we’ll also offer a few tips on how to frame your own successful automation deployment.
Since the onset of the pandemic, Modern Distribution Management has identified key differentiators between distribution organizations challenged to tread water and those able to strengthen profitability and customer loyalty. The biggest differentiator is how the successful organizations effectively use data analytics tools across operations, sales and marketing, while struggling organizations are holding on to the status quo. And the gap is widening.
This report distills MDM research from the past two years to provide a roadmap for how distributors can use advanced analytics best practices to drive revenue growth and profit despite (and often because of) a volatile market environment.
As technology, buying behaviors and influence from the B2C market disrupt the distribution industry, models that worked for decades are no longer effective. Distributors are adopting new platforms, ecosystems and tools to ensure they can fulfill demand across a variety of channels and deliver the additional value commercial buyers demand.
Download this free report to learn how distributors must innovate to meet the changing landscape.
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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