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2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation
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5 Steps to Increase the Value of Your Distribution Business
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Behind the Deal: How the Motion-KDG Deal Changes the Landscape
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Boost Customer Confidence, Strengthen Sales Relationships
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Graybar Exec on Strategy Behind New Leadership Roles, M&A Activity
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Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure
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4Q ‘Will Be Big’ for Distribution M&A Activity
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Break Free from the Constraints of Traditional Gross Margin-Based Sales
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? Distributors can break free from the constraints of traditional gross margin-based sales models and liberate their salespeople to achieve breakthrough performance. Leaders can leap ahead of disruptors by transforming customer experiences. […]
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, […]
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, […]
Behind the Deal: Why Did Rexel Acquire Mayer Electric — and Why Did Mayer Sell?
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 acquisition is sure to shift MDM’s Top Electrical, Data & Security Distributors list for 2022 — Rexel was No. 5 and Mayer was No. 12 in the 2021 rankings. Rexel’s […]
Parts Town Goes Full-Tilt on E-Commerce Marketplace Model
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? Parts Town’s new Marketplace will help it expand into other verticals, such as HVAC, janitorial, water filtration, technician supplies and residential appliances. The Red Lightning Group division of Parts Town — […]
What Will Industry Events Look Like This Fall, and Beyond?
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? After last year’s hiatus due to COVID-19, in-person events are back. Live industry events are critical for the industry because distribution’s foundation — sales — is built on face-to-face interactions. The […]
Will a Resurgent Pandemic Rekindle PPE Sales in Distribution?
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 companies built up personal protection equipment inventory, people learned to live with the new reality and demand softened, PPE shrank as an overall percentage of revenue. • With COVID-19 […]
F.W. Webb’s Jeff Pope Talks Industry Opportunities, Outlook
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? • 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 […]
Sales Travel Will Continue to Be a Mixed Bag for Distributors in 2022
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? 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 […]
Search for Supply Chain Relief Continues
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 price of containers is throwing a wrench into supply chain logistics. • Some manufacturers have been unable to keep up with the increased demand by distributors because their suppliers […]
Sales and Marketing Teams Plan to Build on Pandemic-Induced Flexibility
To continue reading this article you must be a paid subscriber. Subscribe to MDM Already Subscribed? Click here to log-in | Forgot your password? • Distributors are shifting their focus on the traditional inside sales team model to create an approach that better supports customers across e-commerce websites. • A hybrid sales model can include […]
How Distributors are Handling COVID-19-Driven Operational Shifts
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 sales environment is upbeat, with most verticals seeing growth for now into next year. • M&A has accelerated, and consolidation should continue to alter wholesale distribution well after the […]
