August 25, 2014

The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment than just a few months ago.

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Commentary: The Trouble with Rebates
Who's My Coach? The Changing Role of Sales Managers
U.S. Economy: Out of 'Surviving' and on to 'Thriving'

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MDM Interview: Operations as a ‘Lever for Innovation’

Management, Strategy, Subscriber Only, Top Distributor Sectors / April Nowicki

Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.

This article includes:

How to change the decisions made in your company
Why to change those decisions
Innovative operations strategies for better management and return

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Commentary: The Trouble with Rebates
Who's My Coach? The Changing Role of Sales Managers
U.S. Economy: Out of 'Surviving' and on to 'Thriving'

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Commentary: The Trouble with Rebates

Management, Research & Analytics, Strategy, Subscriber Only / Tom Gale

Rebate structures are still driving dysfunctional behavior, making distributors vulnerable. The article addresses how today's rebate structures make individual companies, and in most cases entire channels, more vulnerable in current market conditions.

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Who's My Coach? The Changing Role of Sales Managers
Interview: Operations as a 'Lever for Innovation'
U.S. Economy: Out of 'Surviving' and on to 'Thriving'

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MDM Industrial Inflation Index: July 2014

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

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

Abrasives Products
Cutting Tools
Power Transmission Equipment
Fasteners
Valves, etc.
Power Tools
Material Handling Equipment
Belting
Hand Tools
Misc. Metal

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MDM 2Q14 Pricing Trends Report
MDM/Baird Survey: Distributors See Measured Growth in 2Q
The State of Analytics in Distribution

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Monthly Wholesale Trade Data: June 2014

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

Sales and inventories data for wholesaler-distributors in June 2014.

This article includes:

Wholesale trade revenues for durable and nondurable goods in June 2014
Monthly inventories/sales ratio for the industry
Sales & inventory trends for durable and nondurable goods

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2Q14 MDM-Baird Distribution Survey Results
2Q14 MDM Pricing Trends Report
Building on Already Profitable Business

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Who’s My Coach? The Changing Role of Sales Managers

Human Resources in Wholesale Distribution, Management, Operations, Sales & Marketing, Strategy, Subscriber Only / April Nowicki

Baby boomers are retiring, and sales managers are recognizing that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team is the first important step to take when shifting a management culture.

This article looks at reasons why the change is happening and what sales managers can and in some cases, should be doing to improve their management styles.

This article includes: