MDM News Digest 4415
News briefs from July 26-August 10
MDM News Digest 4415 Read More »
With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today’s ever-changing environment.
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The Changing Role of Sales Personnel Read More »
Fear of disintermediation, or manufacturers bypassing distributors to sell directly to end customers, has grown in recent years, with increased adoption of e-commerce making such a move appear more feasible than in the past. As a result, distributors are faced with an increased need to prove their value to both manufacturers and customers or risk being viewed as simply an added cost in the chain.
This article examines the role distributors play in the supply chain and how they can approach the challenge of proving value to fight the threat of disintermediation, including results from MDMs survey on disintermediation, conducted in partnership with Grant Thornton.
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Differentiate to Combat Disintermediation Read More »
There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. In this article, Jonathan Bein of Real Results Marketing provides an overview of how realigning sales channels can help distributors benefit from these small customers.
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Cost-Effective Channel Alignment Read More »
Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations.
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Commentary: The Changing Role of the Distributor Read More »
Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.
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MDM Industrial Inflation Index: June 2014 Read More »
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Download this Issue in PDF: August 10, 2014 Read More »