Modern Distribution Management’s Industrial Inflation Index measures a cross-section of industrial supplies.
MDM Industrial Inflation Index: June 2012 Read More »
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Download This Issue in PDF: Aug. 25, 2012 Read More »
Al Bates, president of Profit Planning Group, is arguably the preeminent expert on profitability in wholesale distribution companies. For decades his company has performed annual statistical programs, profitability studies and industry benchmarking for many associations (PAR reports) and companies.
He coined a phrase a few years back that seems especially appropriate in the erratic economy we are in today – the cost of goods not sold.
It’s a great term that describes so well the core growth issues every distributor faces now. Some months are great, others are flat. Even in the sectors where growth has been strong, most don’t …
Commentary: Cost of Goods Not Sold Read More »
Uncertainty is dominating the economic discussion in the U.S. and around the globe. Chad Moutray, chief economist for the National Association of Manufacturers and a board member for the National Association for Business Economics, recently spoke with MDM about the factors behind the uncertainty and what needs to be done to address the challenges. The entire interview with Moutray can be heard or downloaded at mdm.com/executivebriefing.
While the U.S. has technically been in recovery since 2009, “most Americans wouldn’t know it,” says Chad Moutray, chief economist for the National Association of Manufacturers. Slow to near-stagnant growth coupled with anxiety and uncertainty about the future have led to an economy that appears to be “stuck in neutral.”
“If you ask manufacturers about how they’re doing, personally, their companies, many of them will tell you that their overall outlook is OK,” Moutray says. In NAM’s quarterly survey with IndustryWeek, 80 percent of manufacturer respondents said they were either “somewhat” or “very” positive about their companies’ outlook.
But tax policy and the overall regulatory environment continue to …
Economic Outlook: U.S. is ‘Stuck in Neutral’ Read More »
In the recent MDM-Baird Distribution Survey, we asked readers how satisfied they are that their current sales compensation plans support their business objectives. More than 60 percent responded that they are very or pretty satisfied (ranking of 6-10 on a scale of 10) that their plans aligned with their business objectives. (Full results are presented in graphics throughout this article.)
About a third responded with a rank of 5 or below, implying that they are somewhat or very unsatisfied with the performance of their current sales compensation plans.
“They are working into a headwind, because their sales compensation plan is not supportive of what they are trying to do at a company level,” said Mike Emerson, co-author of the new book from the National Association of Wholesaler-Distributors, Effective Sales Incentive Design for Distributors: What’s the Right Plan?
Editor Lindsay Konzak spoke with Emerson about the book, what distributors need to do before embarking on a redesign of their sale compensation plans, what the most common challenges are when doing so and how distributors can take steps in the early stages to ensure a smoother transition to a new compensation plan…
MDM Interview: Get Strategic Clarity Before a Sales Compensation Change Read More »
News briefs from Aug. 11 – Aug. 25, 2012.
MDM News Digest 4216 Read More »
Sales and inventories data for wholesaler-distributors in June 2012.
Monthly Wholesale Trade Data: June 2012 Read More »
Jonathan Byrnes in latest webcast: This simple question can position you for success.
Are You a Brewery or a Plastics Company? The Answer is More Important than You Think Read More »
The companies will work together to facilitate electronic document exchange between distributor members and suppliers.
Evergreen Marketing and GCommerce Join Forces Read More »
Codale Electric Supply has 12 locations in Utah, Wyoming and Nevada.
Sonepar USA Agrees to Acquire Codale Electric Supply Read More »
The acquisition of McCullough will expand Crescent’s presence in the Pittsburgh area.
Crescent Electric Agrees to Acquire McCullough Electric Company Read More »
Acquisition strengthens HVACR distributor’s presence in Colorado.
Charles D. Jones Company Acquires Empire Gas & Electric Equipment Company Read More »
Don’t let knowledge gained through experience be lost when one person leaves.
Tip: Create a Culture of Cooperation to Protect Institutional Knowledge Read More »
Grainger’s app allows professionals to search for and order products through their phones.
Grainger Launches Mobile Apps for iPhone and Android Phones Read More »
MDM presents Behind the Little Black Book of Strategic Planning: Ask the Author on Sept. 6.
Ask Brent Grover about His New Book on Strategic Planning for Distributors Read More »
The Australian furniture manufacturer says the new program has helped drive revenue growth.
Fantastic Holdings Growth Buoyed by Supply Chain Software Read More »
Though slowing, both manufacturers and distributors continued to see expansion in July.
Activity Slows for ISA Members in July Read More »
Petroleum and coal products sales dropped 10.6 percent.
Canadian Manufacturing Sales Fall 0.4% in June Read More »
Operational excellence these days is a requirement; customers have come to expect it.
Amazon, Grainger Focus on Taking Operations to the Next Level Read More »
Uncertainty is having an ‘adverse impact’ on optimism levels, economist says.
New NFIB Report: Businesses in a ‘Holding Pattern’ Read More »
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