Losses from continuing operations lessened for the diversified distributor.
HD Supply Sales Up 10% in Fiscal 2011 Read More »
Residential construction was the only category to post sequential gains in January.
January Construction Spending Down Slightly from December Read More »
Financial incentives can be a powerful tool, but it’s important to administer them with great care.
To Get Incentives to Sing, Adjust the Balance Read More »
TECSYS market share in industry reaches over 25%.
Major Service Parts Dealer Selects TECSYS’ WMS Read More »
Profit fell 60 percent.
TECSYS Reports 14% Revenue Growth in Q3, 2012 Read More »
Growth was at a slower rate compared with January.
Manufacturing Sector Expands in February Read More »
Successful suppliers will be those who radically differentiate their service offerings and relationships with customers.
The Importance of Service Differentiation Read More »
Combined, ZITEC Industrietechnik and Wilhelm Jung have €140 million in annual turnover.
IPH Group to Acquire Two German Distributors Read More »
The electrical distributor completed several acquisitions in the U.S., China, Canada and throughout Europe in 2011.
Sonepar Organic Sales Up 8% in 2011 Read More »
Economy grew at faster pace than previously thought.
GDP Increases at Annual Rate of 3% in Fourth Quarter: Second Estimate Read More »
Making mistakes – and learning from them – can lead to even better results.
Tip: Allow for Failure Read More »
Profit for DXP increased 58% to $31.4 million.
DXP Enterprises Sales Up 23% in 2011 Read More »
Transportation equipment posted the largest decrease, down 6.1% in January.
Durable Goods New Orders Down 4% in January Read More »
Quaker City, a NAPA distributor, serves the mid-Atlantic region of the U.S.
Genuine Parts Agrees to Buy Quaker City Motor Parts Read More »
Bunzl also announces acquisition in U.S.
Bunzl 2011 Organic Sales Up 6% Read More »
The next major frontier for distributors is to develop more significant marketing capabilities. The companies who embrace this challenge will outperform the market and their peers, even during recessions.
The Distributor Marketing Imperative is based on a survey of and interviews with distributors across sectors. This research was conducted by MDM and Real Results Marketing in Boulder, CO. The two articles in this special report present the results of that research and explore ways distributors can refine their approach.
The first article analyzes distributors' approaches to sales channels, including outside sales, inbound sales, telesales and in-store programs.
The second article explores how distributors use different marketing vehicles, including email, the Web, catalogs and more.
Data/graphics included in this report:
Editor's Note: In this report, survey results are frequently presented showing Market Leader response vs. other distributors. MDM's Market Leader lists are available at mdm.com/marketleaders. The MDM Market Leaders are the largest by revenue distributors in eight different distribution sectors.
These articles were originally published in MDM Premium in May 2011.
Are you a premium subscriber? Log-in to access this full report. If you aren't a subscriber, buy this report for $44.95.
MDM Special Report: The Distributor Marketing Imperative Read More »
This MDM Special Report looks at five areas where distribution companies have started to take advantage of newer technologies to run their businesses better:
The first, cloud computing, provides a cost-effective, efficient way for distributors to implement technology in their businesses. The cloud has advanced to a point where it's a viable alternative to client-server ERP, according to some experts, and more distributors are using cloud-based services to gain competitive advantages.
Next, we look at tools that are helping distributors optimize their pricing practices. Pricing continues to be an area ripe for improvement, and advanced technologies now make data-based decisions on pricing much easier for distributors of all sizes.
Mobile technologies, the third area we examine in this report, is playing a growing role in how distributors do business and in the services they are able to offer their customers.
Business intelligence tools – delivered over a number of platforms, including mobile – are providing actionable data for distributors to be more strategic about their next moves in their markets.
And finally, e-commerce has evolved beyond what many think of as a B-to-C approach. More and more distributors are using online platforms with a B-to-B mindset to complement their sales and marketing efforts.
These articles were originally published in the second half of 2011.
Are you a premium subscriber? Log-in to access this full report. If you aren't a subscriber, buy this report for $44.95.
Special Report: Emerging Technologies in Wholesale Distribution Read More »
Asset Recovery offers EAD services including data removal, data security, refurbishment, and remarketing of electronic assets.
Arrow Electronics Acquires Asset Recovery Corp. Read More »
Industrial Distribution segment sales increased 14.3% in 2011.
Kaman Sales Up 15% in 2011 Read More »
Grainger continues to work toward increased stickiness with its customers.
Grainger’s Approach to Mobile Read More »
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