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!!Presidential election years can cause business caution when it comes to spending. We asked hundreds of distributors about it in an October survey.
ABC Supply’s CEO shares a scaling secret that defies business school teachings. Learn how decentralization fueled the building supply distributor’s rise to the top.
We polled nearly 200 distributors about how their budgets for attending industry events has changed in the past several years. Here’s what the data told us.
The second of this three-part series examines the HVACR distributor’s decade-transformation of its digital commerce offering, which the company says is still in the early stages of organizational adoption.
Explore the response and recovery of a sweeping three-day port strike on the distribution industry. Who was prepared?
This year is shaping up to have less than half the annual growth that was originally projected, illustrating longer-than-expected industrial softness.
Get the details on the platform’s new vending program and what it means for distributors in terms of a potential threat.
We spoke with the electrical distributor’s Co-CEOs on being approachable and the entrepreneurial element infused into its business model.
In the wake of Hurricane Helene, we gathered commentary from numerous distributors with locations that were in its direct path
The first of this three-part series examines how the HVACR distributor achieved its current top market position and scale and how it serves its customer base.
What homework precludes your hard-earned expansion into a new state? We spoke with a distributor well-versed in recent growth to learn what has been involved.
The second of this three-part Premium series examines the plumbing, HVAC and industrial supplier’s exclusive brands that have been a key market accelerator.
More than half of respondents in the 2Q24 Baird-MDM Distribution Survey indicated they characterized 2Q24 as slightly or much more competitive than a year earlier.
Distributors won’t be able to pass along price increases in 2024 at nearly the rate of 2021-2023. So, the 4Q23 Baird-MDM Survey asked distributors how they see supplier pricing impacting gross margin.
Mike Hockett extracts eCommerce commentary from a panel discussion between STAFDA distributors, manufacturers and rep agents.
Technology has the power to lighten the load on a distributor’s sales team, freeing time to focus on higher-quality deals, says Gartner’s sales VP.
Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.
The age-old conflict of sales vs. revenue operations doesn’t have to be a combative relationship. Mike Hockett distills takeaways from an ISA23 session on ways to make this dynamic more collaborative.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
This MDM Premium piece from Redwood Advisors focuses on how your organization can develop a detailed customer segmentation methodology.
We asked distributors if their gross margin was over- or under-inflated in 2022 thanks to pricing inflation. Here’s what the data says.
Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.
We polled distributors about how much pricing influenced last year’s revenue numbers. See the exclusive results and commentary here.
What is loyalty marketing? Lincoln Smith explains and makes a case for using incentive loyalty programs to bolster your revenue.
The quarterly Baird-MDM industrial distribution survey gauged distributors’ confidence heading into 2023. Here’s what they had to say about pricing expectations.
We chat with pricing expert Lee Nyari on the various factors distributors are working into their strategy — and how they are navigating the many pitfalls along the way.
Mike Hockett shares takeaways from an MDM SHIFT keynote session that addressed the burnout that is hindering distribution sales organizations — and what they can do about it.
Data is the new currency of business, and distribution leaders must guide their teams while there’s no guarantee as to what will happen next, Nelson Valderrama explains.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial’s unique sales structure and go-to-market strategy.
Consider perfecting these four pillars to create a company culture that supports and encourages innovation in distribution.
Amid rampant profit erosion industry-wide, this article explores specific actions distributors are now using to restore their past profit rates.
We consulted a legal expert well-versed in DEI legal policy and advisement on how leadership teams can navigate what could become a tricky situation.
This case study details the MRO products distributor’s pandemic-born initiative to complement its third-party software solutions with in-house technology, and the ROI gained from the hybrid approach.
Fastenal launched an AI-upgraded chatbot in June, and is currently building a sourcing tool — both intended to help its staff. Get the details here.
Through a new report and an interview with someone close to QXO, MDM gleaned insights about which building materials verticals the splash-making distributor is targeting.
As distributors look to add to their headcount in a challenging labor market, tech experts share three ways automation can help.
While anecdotal evidence points to industry improvement in hiring and retention, we polled hundreds of distributors about their turnover rate over the past year across leadership/management and frontline roles.
Month-to-month, the revenue outlook for 2024 improved modestly, while 2025’s had a healthy increase. See those figures plus an updated GDP forecast here.
The last of this three-part Premium series examines how the plumbing, HVAC and industrial distributor has leveraged Ferguson.com, Build.com and Ferguson Rewards
With demand softness lasting longer than any industrial distributor would prefer, we examine recent executive commentary and numerous economic indicators to make sense of business conditions.
Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.
Build strategic sales plans.
Determine market and demand.
Create smart prospect lists.
Turn your sales data into actionable data with Market Prospector. A web-based SAAS tool that gives you insight into your market, your territories, your customers and new prospects too.
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