MAPI analysis of China’s latest five-year plan indicates the country will focus on relatively new industries, such as biotechnology.
China Manufacturing Remains Low on Global Value Chain Read More »
When considering outside investment, take steps to ensure a successful search process.
Tip: Pick Investors in Tune with Your Goals Read More »
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Test in Explorer for url Read More »
Acquisition is BlackHawk’s sixth acquisition as part of a buy-and-build strategy in the U.S.
BlackHawk Industrial Distribution Acquires Kendeco Tool Crib Read More »
The joint venture will operate as a stand-alone business using its existing infrastructure.
Watsco, Carrier to Add Canadian Joint Venture Read More »
Sales and marketing is the final frontier in wholesale distribution for process improvement.
Customer Segments, Specialized Niches Key to Today’s Markets Read More »
‘It was like tripping over a gigantic jewel on the sidewalk,’ Shale-Inland CEO says.
Why Shale-Inland is Buying HD Supply’s Industrial PVF Business Read More »
Shale-Inland Holdings will purchase the business from HD Supply.
HD Supply to Sell Industrial PVF Business Read More »
Graybar’s profit increased 93.9 percent for the year.
Graybar Sales Up 16% in 2011 Read More »
Orders were down 26.5% from December 2011.
January Manufacturing Technology Orders Up 8.4% Year-Over-Year Read More »
Organic growth for Grainger was 13%.
Grainger Daily Sales Up 18% in February Read More »
A willingness to help finance the sale of your company may move the sale forward, but will introduce more risk.
Seller-Financed Deals: Another Option in a Busy M&A Market Read More »
At a time when many employees are maxed out on productivity, March Madness offers opportunities to let off a little steam.
March Madness: Good for Morale Read More »
Acquisition of Volzhsky Azot expands Praxair’s footprint in southern Russia.
Praxair Agrees to Buy Russian Packaged Gas Business Read More »
MDM recently spoke with Tony Pericle, author of Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions, published by the National Association of Wholesaler-Distributors. Pericle has worked in the distribution industry since the early 1990s.
In Part 1 of this interview, Pericle talks about why distributors are interested in doing more with analytics and how tapping someone to oversee the effort can pay big dividends. He also provides his perspective on the role the IT department should play in enabling the better use of data.
MDM: Distributors are increasingly interested in using the data they have in their systems better. What do you think is driving the growing demand for business analytics?
Tony Pericle: Today’s $2,000 desktop is 200 times more powerful than the $20 million mainframe of 20 years ago. That’s significant because what can be done with one person in three minutes…
MDM Interview: Why Analytics is About People, Not IT Read More »
Distribution executives’ beliefs about the best segments to go after in their markets may not be accurate. Blending internal transaction data with data that provides a more complete, demographic view of your customers is the best way to better understand your markets. This article examines how customer segmentation can highlight markets where you may be missing growth opportunities. And it provides examples of where previous assumptions about growth segments were called into question by actual data.
When we ask successful distribution company executives about the sweet spots in their markets, they readily provide a confident answer. The problem with the answer is that it is usually incorrect or at best partially correct. A detailed, analytical look at their customer base shows that some market segments are overrated, some underrated, and others are ignored or undetected altogether.
While these executives sincerely believe their answers, there are several reasons why they don’t match data about the customer base. The first is …
Stop Guessing: The Value of Customer Segmentation Read More »
Mobile technologies are exploding. Here are a few statistics, courtesy of the Pew Research Center’ Internet & American Life Project’s most recent survey at www.pewinternet.org:
Commentary: What Mobility Means in 2012 Read More »
News briefs from Feb. 26 – March 10, 2012.
MDM News Digest 4205 Read More »
This is the PDF of this issue of Modern Distribution Management.
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Download This Issue in pdf: March 10, 2012 Read More »
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