January 10, 2016

Chasing Profitability

Leave a Comment / Economic Trends, Research & Analytics / Al Bates

After following a yo-yo pattern in the wake of the Great Recession, distributor performance appears to have leveled off. The following analysis by Al Bates, director of research for Profit Planning Group and principal of the Distribution Performance Project, examines key profit drivers in wholesale distribution across 31 lines of trade. This article includes historical data from the past five years and trends in 2014, the latest year for which full data is available.

This article includes:

Distributor ROA by line of trade, year & segment
Sales growth & gross margin for distributors
Inventory turnover & days sales outstanding for distributors

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Commentary: Lessons from Lyft & GM – Adapt

Leave a Comment / Research & Analytics, Inventory Management, Operations, Strategy, Management / Tom Gale

Distributors can benefit from rethinking how they do business. And General Motor's investment in Lyft provides a few timely lessons on this.

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2016 State of Distribution Inside Sales: Strive to be Proactive

Leave a Comment / Sales & Marketing, Strategy, Management / Debbie Paul

A joint MDM-Real Results Marketing survey revealed that inside sales teams struggle in balancing proactive and reactive sales activities. This article examines how distributors can streamline those activities to make their inside sales teams more effective and increase revenue.

This article includes:

How inside sales teams spend their time
Ways distributors' measure inside sales teams
Tips for improving effectiveness of inside sales

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Who's My Coach? The Changing Role of Sales Managers
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JLL Industrial Outlook: More Ships, More Investment

Leave a Comment / Economic Trends, Research & Analytics, Free, Inventory Management, Operations, Strategy / MDM Staff

U.S. supply chains evolve to changing demand.

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M&A: Easing the Transition
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MDM News Digest 4601

Leave a Comment / Uncategorized / MDM Staff

News briefs from Dec. 26, 2015-Jan. 10, 2016.

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Market Analysis: Janitorial Supplies Consumption in the United States

Leave a Comment / Economic Trends, Research & Analytics / MDM Staff

The MDM Market Analysis, based on data from MDM Analytics, includes consumption of janitorial supplies by end user in the U.S., plus the top end users by 6-digit NAICS.

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