August 25, 2011

How to Analyze Your Marketing Claims

Sales & Marketing, Subscriber Only / Robert Kelley

When it comes to positioning and messaging, the overwhelming majority of distributors in a recent MDM survey featured in the July 25 issue say they value similar things: product selection, training and technical support capabilities, among others. But when their websites are put to the test, online messaging on those important attributes often fails.

In this article, part two of a two-part series, Jonathan Bein, Ph.D,and Rob Kelley, CFA, of Real Results Marketing explore the gap between the value and the message and how distributors …

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How Financial Executives View IT

Free, MDM Blog, Subscriber Only, Technology / Lindsay Konzak

Recent survey highlights need to prioritize the alignment of IT with business strategy.

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Download This Issue in pdf: Aug. 25, 2011

Subscriber Only / MDM Staff

This is the pdf of this issue of Modern Distribution Management. Apply the full $34.95 pay-per-view cost of this issue toward an annual subscription, which includes two issues a month plus access to more than eight years of online archives and market data. Call 1-888-742-5060 or email info@mdm.com to subscribe. Subscribers log-in to download this issue.

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Monthly Wholesale Trade Data: June 2011

Economic Trends, Research & Analytics, Subscriber Only / MDM Staff

Sales and inventories data for wholesaler-distributors in June 2011.

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Survey: Salary Budgets Remain Tight Among U.S. Employers

Economic Trends, Research & Analytics, Subscriber Only / MDM Staff

Reflecting uncertain economic conditions and a conservative cost-management environment, U.S. employers are projecting moderate pay raises for employees next year. Employers do expect to fully fund their annual bonuses for workers this year, as corporate profits have increased, according to new survey data by global professional services company Towers Watson.

A survey of 773 U.S. companies conducted by Towers Watson Data Services found that companies are planning pay increases that will average …

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Commentary: The Power of Data in Channel Partnerships

Subscriber Only / Tom Gale

Data-free planning limits the ability of salespeople to fully target and exploit customer potential.

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Industrial Inflation Index: June 2011

Economic Trends, Research & Analytics, Subscriber Only, Top Distributor Sectors / MDM Staff

Modern Distribution Management’s Industrial Inflation Index measures a cross-section of industrial supplies.

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Other Distributors Continue Expansion Into Jan-San Market

Companies, Research & Analytics, Subscriber Only / MDM Staff

The janitorial and sanitation supply sector has become a popular target for distributors from other sectors looking to expand into adjacent markets.

“Its a natural extension of their product offerings that allows these …

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Jan-San Industry Sees Green in Green

Companies, Research & Analytics, Subscriber Only / Jenel Stelton-Holtmeier

Demand for environmentally friendly products has continued to grow over the past couple years, even as the general economy has remained stagnant. But in some sectors there is still hesitation when it comes to making the “philosophical change” necessary to take advantage of the opportunity and to build out the capability to profit from it.

The focus on using more environmentally friendly products – particularly chemicals – has become more pronounced in recent years. While consumer interest drove much of the development early on, commercial and industrial interest has also risen …

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