Distributors must increase their profitability range and market data can help.
The Power of Market Analytics to Increase Profitability Read More »
Industrial Welding Supplies of Hattiesburg, which does business as Nordan Smith, has 17 locations.
Airgas Acquires Nordan Smith Read More »
Today CIOs are facing an important opportunity to develop systems that link their companies with their most important customers.
In recent CFO survey, more executives say they are focused on long-term planning.
From Reactive to Proactive: Have Strategies Shifted Now That Economy is Improving? Read More »
Fluid Routing Solutions is a manufacturer of industrial hose products and fuel filler and hydraulic fluid assemblies.
Park-Ohio Industries Acquires Fluid Routing Solutions Read More »
New company will be operate under the Pentair name and be based in Switzerland.
Pentair to Merge with Tyco Flow Control Read More »
Excluding transportation, new orders increased 1.6 percent.
Durable Goods New Orders Up 2.2% in February Read More »
Telling your sales team what you want will help them achieve your goals.
Tip: Focus Your Sales Force with a Formal Strategy Plan Read More »
Ferguson sales increased 9 percent in the first half, with modest recovery in levels of new construction.
Wolseley Sales Up 3% in First Half of FY12 Read More »
Electrical distributor acquires Rosa Leal, with 12 operating companies and 16 branches.
Sonepar Expands in Brazil Read More »
Ascendent Technology is an international IT consulting firm with operating units in North America, Europe, Brazil and India.
Avnet Agrees to Buy Ascendant Technology Read More »
The index’s three-month moving average, the CFNAI-MA3, increased to its highest level since May 2010.
Chicago Fed National Activity Index Declines in February Read More »
Cloud-based solution gives visibility into the effect of manufacturer price changes.
Trade Service and epaCUBE Release Margin Optimizer™ for Wholesale Distributors Read More »
News briefs from March 11 – 25, 2012.
MDM News Digest 4206 Read More »
Modern Distribution Management’s Industrial Inflation Index measures a cross-section of industrial supplies.
Industrial Inflation Index: February 2012 Read More »
This is the PDF of this issue of Modern Distribution Management.
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Download This Issue in pdf: March 25, 2012 Read More »
Sales and inventories data for wholesaler-distributors in January 2012.
Monthly Wholesale Trade Data: January 2012 Read More »
This article, part 1 in a series, examines 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.
Based on MDM surveys and interviews, just a small percentage of distributors and manufacturers across sectors are experiencing significant competitive advantage and market insight as a result of sharing point-of-sale data.
Two-thirds of distributors in a recent MDM survey said they share POS data with at least some of their suppliers. Of those that do share data, …
Sharing POS Data: An Exercise in Trust Read More »
The concept of using data to become more responsive is attractive, but there’s a major reality gap.
Commentary: Are You Ready for Big Data? Read More »
MDM recently spoke with Tony Pericle, author of Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions from the National Association of Wholesaler-Distributors. This is part 2 of that interview. Part 1 was published in the March 10, 2012, issue of MDM. In part 2, Pericle says analytics alone won’t solve all problems. It takes ongoing course correction and the “common sense test” to get the best results from any effort to use data to make better decisions for your organization.
MDM: When defining analytics, you include walking around the company and getting more qualitative information. That is just the first level of nine you outline in your book. Do companies sometimes think too narrowly when they think about how to use data to improve their organizations?
Tony Pericle: If you think you’re going to be able to use data to answer all of your questions, you are absolutely wrong. I’ll use this example. I have five children and I’ve taught three of them to drive so far. Now I am teaching a fourth one. I take him to an empty parking lot, and I have a crunched Aquafina bottle that I throw out in the parking lot. I tell him: “I want you to drive over it with your left wheel. And then I want you to drive over it with the right …
MDM Interview, Part 2: The Common Sense Test in Analytics Read More »
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