2013

The prevalence of counterfeit products has grown in recent years, as the Internet and a global marketplace have increased their accessibility. The impact goes beyond financial. In several sectors, serious safety risks come with counterfeit goods. This article examines the scope of the problem, as well as how distributors and manufacturers can work together to combat it.

This article includes:

The scope of the counterfeit problem
Risks associated with counterfeits
How distributors and manufacturers can work together against the problem

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Data Security Risks Grow
Why Online Marketing is Essential for Distributors
Global Competition on a Local Level

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Commentary: Slowing Down to Grow Fast

Management, Strategy, Subscriber Only / Tom Gale

Today it is easier to monitor financial metrics with better technology tools, but you have to understand, commit and prioritize the key drivers for your company."You're better off slowing down and capturing expense dollars you're losing than flying too high, too fast."

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Survey: Distributors 'Shake Off the Dust'
Distributor Collaborations Add Value, Build Local Influence
Commentary: Better Questions, Simple Analytics

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The Case for a Radical Sales Overhaul

Human Resources in Wholesale Distribution, Operations, Sales & Marketing, Subscriber Only / Angela Poulson

As customers’ buying behaviors change, so too must distributors’ selling priorities. Mike Marks and Steve Deist of Indian River Consulting Group say that despite the challenges, radically re-organizing sales structure can create higher customer value and switching costs while improving margins.

This article includes:

How to assess total selling costs, as opposed to just transactional costs
Tips of overhauling a traditional sales structure
The value of a market-base model

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From Sales-Driven to Customer-Driven
New Definitions of Partnership
Bridging the Value Gap

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Download this Issue in PDF: August 25, 2013

Full Issue PDF, Subscriber Only / MDM Staff

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

The Counterfeit Challenge
Commentary: Slowing Down to Grow Fast
MDM Interview: Building a Collaborative Culture
The Case for a Radical Sales Overhaul
Monthly Wholesale Trade Data
MDM Industrial Inflation Index: July 2013
News Digest

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Monthly Wholesale Trade Data: June 2013

Economic Trends, Research & Analytics, Subscriber Only / MDM Staff

Sales and inventories data for wholesaler-distributors in June 2013.

This article includes:

Wholesale trade revenues for durable and nondurable goods in June 2013
Monthly inventories/sales ratio for the industry
Sales & inventory trends for durable and nondurable goods

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The Extended Value Index
Distribution Profitability Case Study
Support a Differentiation Strategy

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MDM Interview: Building a Collaborative Culture

Human Resources in Wholesale Distribution, Operations, Subscriber Only, Top Distributor Sectors / Lindsay Konzak

Evan Rosen’s latest book, The Bounty Effect: 7 Steps to the Culture of Collaboration,addresses how companies can build an internal culture of collaboration, moving away from the traditional command-and-control setup to a collaborative approach to effectively compete in rapidly changing market.

In this interview, Rosen talks about:

Challenge distributors might face in building a culture of collaboration
Why it is critical to change how you think about your work force structure
Using technology to improve your results

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The Shifting Competitive Landscape
How to Counter Objections to CRM
Hiring in Distribution Complicated by Lack of Visibility, Shifting Needs

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Construction Employment Remains Below Peak Levels in Most Metro Areas

Building Materials/Construction, Economic Trends, Free, News, Research & Analytics, Subscriber Only, Top Distributor Sectors / MDM Staff

But gains spread to more areas between July 2012 and July 2013, according to AGC.

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Allied Motion Agrees to Buy Globe Motors

Companies, Finance, Free, Mergers & Acquisitions, News, Power Transmission/Motion Control/Fluid Power, Subscriber Only, Top Distributor Sectors / MDM Staff

Acquisition expands Allied Motion’s global reach and complements existing product offerings.

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Survey: HVAC Distributors Expect Revenue Growth of 5-10%

Association/Buying Group News, Economic Trends, Free, HVACR, News, Plumbing Products & PVF Distribution, Research & Analytics, Subscriber Only, Top Distributor Sectors / MDM Staff

Distributor respondents expect repair activity to decline in 2014.

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Tip: Personalize Your Customer Touch Points

Free, Sales & Marketing, Subscriber Only / MDM Staff

Make sure the information provided to customers is relevant to them.

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Conference Board Leading Economic Index Increases in July

Economic Trends, Free, News, Research & Analytics, Subscriber Only / MDM Staff

Economist: Pace of the six-month growth rate suggest better economic and job growth in second half of 2013.

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MDM Premium Extra: Social Media Marketing (Book Excerpt)

Economic Trends, Online Marketing, Research & Analytics, Sales & Marketing, Subscriber Only / MDM Staff

Social media is the “new” public relations. This excerpt from The B-to-B Online Marketing Toolkit by Bob DeStefano will help you build an effective social media strategy for your company.

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