This is the PDF of this issue of Modern Distribution Management. MDM’s quarterly Data Issue for the second quarter of 2020 features both our regular MDM-Baird Distribution survey of more than 550 distributors, manufacturers and service providers, as well as a new quarterly report, MDM’s Distribution Markets Forecast in association with the University of Colorado […]
Elizabeth Galentine
6 Common Executive Beliefs That Trigger a Sales Department Transformation
The successful transformation of a distributor’s sales department can only take place once a clear future destination is agreed upon by the company’s executives. Mike Marks, managing partner at Indian River Consulting Group, made these remarks early on during Tuesday’s Sales Transformation Roundtable web seminar, and the event’s speakers reinforced the sentiment throughout the two-hour […]
6 Common Executive Beliefs That Trigger a Sales Department Transformation
The successful transformation of a distributor’s sales department can only take place once a clear future destination is agreed upon by the company’s executives. Mike Marks, managing partner at Indian River Consulting Group, made these remarks early on during Tuesday’s Sales Transformation Roundtable web seminar, and the event’s speakers reinforced the sentiment throughout the two-hour […]
Pandemic Accelerates the Next Phase of Distribution Analytics
Analytics advancement in distribution is moving quickly. The events of this year are compounding and accelerating factors that are driving how distributors create competitive advantage today, with analytics among the top items on the list. This year has proven how quickly an organization can pivot to keep customers engaged. In a recent MDM Spotlight, CEO Tom […]
Tariffs and COVID-19: Case Studies on Distribution Disruption
A recent MDM Spotlight highlighted the experiences of two importers of industrial fasteners with regard to business challenges brought on by trade war tariffs and the emergence of the COVID-19 pandemic. Kirk Zehnder, president and CEO of master distributor Earnest Machine, and Joe DeMarco, VP of communication and business development at industrial fastener distributor LINC Systems, spoke […]
The Skills That Will Strengthen Your Sales Team’s Remote Selling Style
Leading up to MDM’s annual Sales GPS conference, we’ve done things a bit differently this year. In recognition of the continually changing sales environment brought on by COVID-19-related restrictions, we’ve been holding monthly calls for registered attendees to help distributors adjust and optimize not just sales departments but also overall business operations. The entire MDM […]
Distributors Find Value, Productivity in Work-From-Home Environment
Throughout the spring and summer, we’ve had the opportunity to interact with you in the same way I am sure you have been interacting with your customers and colleagues, over regular live video conference calls. Whether through our near-weekly MDM Live discussions, over the Sales Transformation Network — open to attendees of the upcoming MDM […]
