Digital transformation is a growing buzzword in distribution. But what exactly do distributors need to transform? Rethink the product-first focus of your website, for starters. That’s the advice of Andrew Walker, CEO of digital marketing firm Shift7 Digital. Working often with manufacturers and distributors, Walker explains in an MDM podcast (available below) that there is […]
Elizabeth Galentine
NAW CEO Gives Executive Summit Preview
With just over two weeks to go until the National Association of Wholesaler-Distributor’s first in-person Executive Summit in two years, MDM spoke with the organization’s CEO Eric Hoplin about what’s in store for this year’s conference. Themed The Future of Distribution is Now, the three-day event will take place in Washington, D.C., from January 25-27. […]
2022 Strategy and Leadership Outlook: Shifting Power Dynamics
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2022 Distribution Technology Outlook: Tech Investments to Strengthen Process
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2022 Distribution Operations Outlook: Level-Setting in a Challenging Environment
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2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation
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Boost Customer Confidence, Strengthen Sales Relationships in Distribution
Customers increasingly want a rep-free buying experience, but satisfaction levels drop when they go it alone. Sales reps play a role in increased customer confidence, and related buying satisfaction, by accurately diagnosing problems and providing technical expertise. To create a compelling online experience, first develop a thorough understanding of the customer’s buying journey. Do distributors’ […]
Genuine Parts to Acquire Kaman Distribution Group Under Motion Subsidiary
Genuine Parts Company (NYSE: GPC) on Thursday announced it has entered into a definitive agreement to acquire Kaman Distribution Group under GPC’s wholly-owned subsidiary, Motion Industries, Inc. The acquisition of KDG from private investment firm Littlejohn & Co. is valued at approximately $1.3 billion, according to GPC. The transaction is expected to close in the […]
Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure
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Wholesale Distribution Revenue Growth Rate Ticks Upward
The anticipated revenue growth rate for U.S. wholesale distributors in 2021 ticked up slightly in November based on 10 months of data, rising from the 20.8% October forecast to 21.3%, according to the latest monthly industry forecast produced exclusively for MDM by the University of Colorado Boulder Leeds School of Business. The 2022 forecast also […]
Expect Pricing Pressures to Remain High into 2022
Inflation data released by the Bureau of Labor Statistics this week was even higher than many analysts anticipated, with pricing rising 6.2% in October compared to last year. It’s the largest annual increase in nearly three decades. Distributors have been feeling the pinch of inflationary pressures throughout the pandemic and expect pricing pressures to remain […]
Through Pandemic Demand, Health Care Distributor Prioritizes Environmental Sustainability
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? Eric Schuler has seen “a lot of incredible growth” in his nearly 25 years with health care distributor Henry Schein, but nothing quite like the demands of 2020. Now Executive Director, […]
Throughout Unprecedented Pandemic Demand, Health Care Distributor Prioritizes Environmental Sustainability in Operations
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? Eric Schuler has seen “a lot of incredible growth” in his nearly 25 years with health care distributor Henry Schein, but nothing quite like the demands of 2020. Now Executive Director, […]
Commentary: Successful Habits Often Start with a Small Step in the Right Direction
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? Lately, I’ve been reading articles and listening to podcasts on the topic of what it takes to build successful habits and keep them going for the long term. In addition to […]
Sales Travel Will Continue to Be a Mixed Bag in 2022
With the uncertainty of the COVID-19 variants, distributors need to embrace flexibility for how and where they conduct their sales calls with customers. Not being able to see customers in-person for sales calls has hampered some distributors in 2021. Some companies, such as Disney, are requiring proof of COVID-19 vaccination before allowing in-person sales visits […]
How F.W. Webb is Pivoting Business Through the Pandemic
• F.W. Webb is a $1.4 billion-a-year distributor of plumbing, heating, cooling, PVF and industrial products. • Jeff Pope is a third-generation family member to run the business following his grandfather (Roger) and father (John). • Business has been good for F.W. Webb during COVID thanks, in part, to Pope’s leadership during the crisis. • […]
Download this Issue as a PDF: September 25 2021
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2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension
As Julius Caesar once said, “Experience is the teacher of all things.” Like a strict substitute, COVID-19 entered our lives and has given us all quite the range of lessons over the last 18 months. Some positive, such as the realization that work-from-home may not be as disruptive as once thought. Many unpleasant, including supply […]
Commentary: 2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? As Julius Caesar once said, “Experience is the teacher of all things.” Like a strict substitute, COVID-19 entered our lives and has given us all quite the range of lessons over […]
Download this Issue as a PDF: September 10 2021
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