Too many distribution companies focus on operational weaknesses.
Distributors Need to Define Strategy in Terms of Closing Market Gaps Read More »
Single-family housing starts fell 0.2 percent from February.
March U.S. Housing Starts Down 5.8% from February Read More »
Sales for parent company USG Corp. grew 13 percent.
L&W Supply Sales Up 11% in First Quarter Read More »
This two-part special report, published in MDM Premium, examines the practice of sharing point-of-sale data between distributor and manufacturer. The report is based on results from an MDM survey on POS as well as interviews with distributors, manufacturers and industry channel management experts.
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The articles in this report were published in MDM in the March 25, 2012, and April 10, 2012, issues.
Part 1: POS – An Exercise in Trust
In part 1 of this report, MDM Editor Lindsay Konzak looked at the hurdles to a broader acceptance of customer data-sharing in independent distribution channels and how those hurdles may be holding channel partners back from higher profitability due to greater transparency. Obstacles include distrust, a resource gap for both distributors and manufacturers and distributor-manufacturer market misalignment.
Part 2: The Untapped Potential of POS
In part 2, Konzak examined opportunities for distributors and manufacturers to use point-of-sale data more strategically to identify and capitalize on opportunities in their markets. This article also discusses the biggest constraint to capitalizing on POS: It requires a large investment in technology, culture and collaboration to do it correctly.
MDM Special Report: Sharing Point-of-Sale Data – Challenges & Opportunities Read More »
This collection features five of the dozens of interviews MDM editors did in 2011 and 2012 with the leaders of wholesale distribution companies. In this report, you’ll find insights from top distribution companies on market conditions, product strategies, acquisition approaches and human resource challenges.
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The interviews featured in this collection were published originally in MDM Premium and include:
As economy improves, employees seem more confident about finding new jobs.
More Employees Are Calling It Quits Read More »
The March 2012 composite index declined slightly from the December 2011 survey.
MAPI Survey on Business Outlook: Moderate Growth to Continue Read More »
After increases in January and February, the Producer Price Index holds steady.
Wholesale Prices Unchanged in March Read More »
New solution increases data sync efficiencies for manufacturers and distributors.
IDEA Launches the Data Management Platform (DMP) Read More »
Both MSC Industrial Supply and Fastenal tout the potential of vending as a growth engine.
Vending Becomes a Key Component of Growth for MSC, Fastenal Read More »
Daily sales to manufacturing customers were up 20.3% in the first quarter.
Fastenal First-Quarter Sales Up 20% Read More »
Dressel has nine locations in Pennsylvania and Maryland.
Tech Air to Acquire Dressel Welding Supply Read More »
Inventories grow 0.9 percent from January and 9.3 percent from last year.
Wholesale Revenues Up 1.2% in February Read More »
Revenue growth that outstrips your current infrastructure can threaten your business.
Tip: When Business is Hot, Learn How to Say No Read More »
MSC’s executives share plans for expanding programs and the map that will eventually lead them to $10 billion.
MSC Industrial Takes Aim at $4B by 2016 Read More »
News briefs from March 26 – April 10, 2012.
MDM News Digest 4207 Read More »
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
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Download This Issue in pdf: April 10, 2012 Read More »
I got a lot of feedback after I wrote about big data in the last issue. My main point was how companies have to manage a transition from transactional to strategic when it comes to their data management.
A few readers thought I was making a bigger deal of it than necessary in the most promising business climate in five years: “We’re ahead of where we were before the recession, much earlier than expected… our problems, thankfully, are growth problems again. Our real challenge right now is service levels.” That’s great news on the growth part!
But I would also recommend considering …
Commentary: Better Questions, Simple Analytics Read More »
This article, the final in a 2-part series, analyzes opportunities for distributors and manufacturers to use point-of-sale data more strategically to identify and capitalize on opportunities in their markets. This article also discusses the biggest constraint to capitalizing on POS: It requires a large investment in technology, culture and collaboration to do it correctly.
In general, a gap still exists between what many distributors and manufacturers would like to see done with the point-of-sale data that is collected and shared in the channel and what actually occurs.
The sharing of customer data often has limited impact on …
The Untapped Potential of POS Read More »
Finding the correct balance with customer contact can be challenging: Too much turns them off, too little misses sales opportunities. This article examines a relatively simple method to find the right balance.
One of the biggest challenges for any sales and marketing organization is when to reach out to a customer with an offer or promotion. If it is done too frequently, it loses its impact or even turns the customer off. By contrast, if it is too infrequent, sales opportunities may be missed altogether.
A simple behavioral segmentation technique called recency-frequency-monetary (RFM) value can help optimize the …
A Simpler Way to Manage Customer Lifecycles Read More »
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