Elizabeth Galentine

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? The post Download this Issue as a PDF: October 10 2020 appeared first on Modern Distribution Management.

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? I love the opening premise of Indian River Consulting Group Managing Partner Mike Marks’ recent MDM Sales GPS Presentation on the nuts and bolts of sales model redesign. The managing partner […]

I love the opening premise of Indian River Consulting Group Managing Partner Mike Marks’ recent MDM Sales GPS Presentation on the nuts and bolts of sales model redesign. The managing partner at IRCG starts by addressing a series of assumptions long held by distributors about sales operations and sales team performance. Things distributors often think […]

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? Shaped by decades of conventional practice, certain habits may do distributors harm more than they help. In the last six months or so since we entered the pandemic, companies have been […]

COVID-19 has changed the way distributors think about sales models ― remote selling is now the norm, forecasting at the account level is a guessing game for some end-markets, and talent acquisition and development are complicated due to dispersion of people. One element of the sales model that is particularly impacted is sales compensation. Alexander […]

Construction and industrial supplies and equipment distributor Winsupply Inc., on Tuesday announced it has completed the purchase of substantially all the assets of Avon Supply Co., a plumbing and heating wholesale distributor primarily serving the greater Boston market. Details of the purchase were not disclosed. Avon Supply Co. is located in Wakefield, Massachusetts, and serves […]

In the last six months or so since we entered the pandemic, companies have been taking time to think critically about their business practices and changing value propositions. In a presentation during MDM’s recent Virtual Sales GPS 2020 conference, Mike Marks of Indian River Consulting Group reflected on the importance of such evaluations, but also […]

The most-read blogs of September were all about ways to enhance business practices across a broad range of topics, from sales rep training to website redesign, competing online to better inventory management. A series of guest contributors share the secrets to better sales and marketing tactics, what operational efficiency looks like today and e-commerce improvement […]

For those of you who missed the recent virtual edition of MDM’s Sales GPS conference, the event was packed with takeaways both large and small that can apply to your business immediately — many with no need for any new financial investments. That’s not to say that financial investment is the top impediment or most important indicator of how […]

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? The post Commentary: Pump Up the Empathy, Get Customers’ Attention appeared first on Modern Distribution Management.

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? The post The Cultural Shift that will Create an Empowered, Integrated Sales Team appeared first on Modern Distribution Management.

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? The post Download this Issue as a PDF: September 25 2020 appeared first on Modern Distribution Management.

Hammond Lumber Company on Monday announced the creation of a new senior leadership team. Mike Hammond, president and CEO of the fourth-generation, family-owned company has appointed internal promotions and several new roles within the company. Hammond Lumber Company is the largest lumber and building materials retailer in Maine and the 25th largest ProSales dealer in […]

Last year, MDM launched our first annual MDM Future Leaders Award program. We held the nomination period in the fall of 2019 and released the profiles of our winning distributors just as COVID-19 was hitting the U.S., in the first week of March 2020.  It feels like the world has changed 100 times over since […]

Sales performance transformation involves “a series of baton hand-offs,” moving from strategy sessions to tactical planning to the execution stage, noted Mike Kunkle, VP, sales effectiveness services at SPARXiQ in his Sales GPS 2020 presentation, 6 Steps to Position Your Sales Talent for Growth. Kunkle used the 30-minute presentation to drill down on the critical […]

Talk about good timing. In early January, process instrumentation products and services distributor George E. Booth Co. launched a cloud-based ERP system that had been in the works since June 2019. In a discussion with MDM’s John Gunderson, President Scott Young shared how the timely move contributed to a nearly seamless transition to work from […]

Like you, we at MDM have been grounded from meeting face to face with our customers — you! — since mid-March. We’ve been making up for the lost engagement in the same ways you have, through regular Zoom meetings, presentations, conference calls and a slew of online events in various forms, such as our recent […]

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To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? The post Commentary: ‘I Don’t Have Time’ Doesn’t Work Anymore appeared first on Modern Distribution Management.

To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? The post Download this Issue as a PDF: September 10 2020 appeared first on Modern Distribution Management.