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Category: Strategy
Growth Hinges on People: How to Become a Talent Magnet
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2022 Strategy and Leadership Outlook: Shifting Power Dynamics
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The Argument for a Small Distributor Renaissance
“The higher-tech we get, the more we lose high touch.” That’s one of three reasons why Al Bates, principal of Distribution Performance Project and dean of financial performance benchmarking, sees opportunities emerging for smaller independent distributors in the current business cycle. (Listen to the podcast with the player below). The challenge, he says of these […]
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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Data Storytelling: 3 Easy Ways to Identify What Your Customers Value
We all want to know what our customers value so we can better focus our value creation strategies. Customer needs and pain points are the best drivers for a company’s growth strategy development and resource allocation. However, learning what customers value and aligning our offerings to those values is easier said than done. An organized […]
How People, Process, Experience and Trust Differentiate Distributors
When we think of differentiating ourselves, we often fall back on what kind of products/services we sell. But if we take a page out of Simon Sinek’s Start with Why, what we sell actually isn’t very differentiating, at least when it comes to loyalty. You may carry more products than your competitors, expanding your ability […]
Graybar Exec on Strategy Behind New Leadership Roles, M&A Activity
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Forecasts Mostly Bullish for 4Q and 2022
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8 Third-Quarter Economic Indicators Impacting Distribution
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Why Core & Main CEO Steve LeClair is Passionate About Training Programs
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Rexel USA CEO on Years-in-the-Making Acquisition of Mayer Electric
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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 […]
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 […]
8 Factors for Distributor Advisory Council Success
Editor’s note: To help manufacturers avoid the typical pitfalls encountered when they organize and manage a Distributor Advisory Council, The Corporate Development Institute (CDI) surveyed nearly 300 distributor principals in a variety of industries to determine which manufacturers had the most effective DACs. Since distributors usually carry the lines of several competitive manufacturers, they are […]
The Link Between Effective Change Management and ROI
Whether it’s implementing new digital tools, e-commerce platforms or pricing programs, distributors are undergoing transformations at a rapid clip. Those who have pivoted successfully have embraced change management as one of their core values. During the recent MDM webcast “Transformation Management: Capture Maximum Value” PROS Lead Strategic Consultant Bill Dudziak provided a detailed blueprint for […]
What the Best Distributor Advisory Councils Look Like
Editor’s note: To help manufacturers avoid the typical pitfalls encountered when they organize and manage a Distributor Advisory Council, The Corporate Development Institute (CDI) surveyed nearly 300 distributor principals in a variety of industries to determine which manufacturers had the most effective DACs. Since distributors usually carry the lines of several competitive manufacturers, they are […]
The Case for Distributor Advisory Councils
With a global market reliant on internet purchasing and the increased cost of direct sales calls, today’s digital age requires manufacturers and distributors to team up and align as supply chain partners. Distributors and customers are demanding superior service from their suppliers, and new procurement methods that include just-in-time deliveries, digital commerce, and systems contracts […]
A Guide to Building Stronger Partnerships with Distributor Advisory Councils
Every manufacturer who goes to market with distributors or dealers is at least one step removed from users. Many of these manufacturers tout that they’re customer- or market-oriented, but in reality, they continue to be product-driven, pushing goods on users through distributors. They simply sign-up new distributors, load them with inventory, and forget to provide […]
