March 10, 2014 - Modern Distribution Management

Log In

Search

March 10, 2014

Private Label & Channel Conflict

Companies, Research & Analytics, Strategy /

While the margin and branding benefits of selling private label products may be attractive to distributors, such a move can create tension in the channel. This article examines the potential challenges and how distributors and manufacturers may be able to mitigate them.

This is the third in a series of articles from MDM on private label in the wholesale distribution industry.

This article includes:

  • Drivers of conflict between manufacturers and distributors
  • How distributors balance private label and national brands
  • Why some manufacturers offer contract manufacturing for private label and others avoid it

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more.

Or purchase this report in the MDM Store.

Subscribers also have access to the following related articles:

  • The Drivers of Private Label in Distribution
  • Strategies for Private Label Success
  • Special Report: The Industrial Vending Boom
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

Private Label & Channel Conflict Read More »

Download this Issue in PDF: March 10, 2014

Full Issue PDF /

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

Table of Contents:

  • Private Label & Channel Conflict
  • Commentary: Wise Words from Warren Buffett
  • MDM Interview: Why ‘Delight’ is the Wrong Goal
  • The Value of a Feedback Loop for Sales
  • MDM Charts: MDM Charts: Historical E-Commerce Trends in Distribution
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

Download this Issue in PDF: March 10, 2014 Read More »

MDM Charts: Historical E-Commerce Trends in Distribution

Economic Trends, Research & Analytics, Sales & Marketing /

Wholesale revenues, excluding manufacturers’ sales branches and offices, reported $989 billion in e-commerce revenues in 2012, or 20.1 percent of the industry’s $4.9 trillion in sales that year, according to data recently released by the U.S. government. This article looks at how overall sales growth for the industry compared with e-commerce sales growth from 1999 to 2012, with four graphs showing the trend.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

MDM Charts: Historical E-Commerce Trends in Distribution Read More »

The Value of a Feedback Loop for Sales

Management, Sales & Marketing, Strategy /

Establishing a feedback mechanism is critical in improving processes across a business. Steve Deist of Indian River Consulting Group examines the importance of having a “feedback loop” and how it can help distributors create a more strategic approach to sales.

This article is an exclusive summary of the recent MDM Webcast, CRM & the Strategic Sales Force.

This article includes:

  • Characteristics of an effective feedback loop
  • Best practices to getting feedback
  • Where many companies fail

Subscribers should log-in to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: How to Stand in Your Employees’ Shoes
  • Where Managers Blunder
  • Yes, Customers Want to Hear from You
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

The Value of a Feedback Loop for Sales Read More »

MDM Interview: Why Customer ‘Delight’ is the Wrong Goal

Companies, Sales & Marketing, Top Distributor Sectors /

The desire to “delight your customers” is a noble one. But the effort involved may be better used elsewhere. Rick DeLisi, senior director of advisory services for CEB’s sales and services practice and co-author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty, spoke with Associate Editor Jenel Stelton-Holtmeier about how distributors could better focus their efforts to provide a better customer service experience for all customers online and off.

This article includes:

  • A strategy that works better than the strategy of delighting customers
  • The worst question a customer service agent can ask
  • New challenges to customer loyalty

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Interview: How to Stand in Your Employees’ Shoes
  • Where Managers Blunder
  • Yes, Customers Want to Hear from You
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

MDM Interview: Why Customer ‘Delight’ is the Wrong Goal Read More »

Commentary: Wise Words from Warren Buffett

Management, Strategy /

While the Berkshire Hathaway Chairman's annual letter is written for the company's stockholders, leaders from any business can gain insight from Warren Buffett's wise words.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • The State of Analytics in Distribution: 2014
  • The Shifting Competitive Landscape in Distribution
  • Redefining Competitive Advantage
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

Commentary: Wise Words from Warren Buffett Read More »

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!