May 10, 2011

News briefs from April 26 – May 10, 2011.

Editor's Note: In this article, survey results are frequently presented showing Market Leader response vs. other distributors. MDM’s Market Leaders lists are available at mdm.com/marketleaders. The lists show the largest distributors in eight sectors.

There is a wide variety of marketing practices within the wholesale distribution industry. Real Results Marketing in partnership with Modern Distribution Management conducted an online survey to better understand these practices. In general, distributor respondents that appear on MDM’s Market Leaders lists more broadly embrace marketing as evidenced by the amount of resources they apply. Not surprisingly, they obtain better marketing results than other distributors. This article, the first in a two-part series, explores approaches to sales channels. The second article, to be published May 25, examines how marketing vehicles are used in independent distribution channels.

Over the past 20 years, there has been a broad movement by distributors to make various operational improvements through the use of warehouse automation, RFID, transportation management systems, 3PL outsourcing, process …

Which comes first: Revenue from product sales or the innovative idea or product that will drive future sales? Trick question on a tough balancing act. As wholesale distribution channels go through business cycles, it’s easy to lose perspective.

Managers at every level get so focused on hitting the numbers when times are tight that every creative effort tends to focus on the target, while delivering value – often …

Marketing industrial distribution to younger generations without family ties to the industry has been a challenge for many companies. University programs, such as the Industrial Distribution program at the University of Nebraska at Kearney, are working to counter that problem and prepare students to meet the needs of the industry through a variety of experiences including internships and a hands-on simulation lab. MDM visited UNK during the program’s Spring Career Event to take a closer look at how schools are preparing students for careers in distribution.

The U.S. jobless rate remains a sticking point in recovery. In March 2011, the rate continued to hover around 9 percent. But several companies – including wholesaler-distributors – have reported having trouble finding qualified candidates to fill openings. At the same time, industrial distribution programs, such as the one offered by the University of Nebraska at Kearney, …