MDM News Digest 4622
News briefs from November 11-25, 2016.
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MDM News Digest 4622 Read More »
November 2016
Download this Issue in PDF: November 25, 2016
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- The Future of Relationship Selling: The Gorilla in the Room, part 2
- Commentary: How to Fight the Noise
- Distribution Training Ground
- Baptized by Hydraulic Fluid
- Monthly Wholesale Trade Data: September 2016
- MDM Industrial Inflation Index: October 2016
- News Digest
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Download this Issue in PDF: November 25, 2016 Read More »
The Future of Relationship Selling: The Gorilla in the Room, part 2
The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor. Part 1 examined what’s driving the shift and why distributors should act.
Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.
This article includes:
- The difference between market-makers and market-servers
- Relationship disruption in distribution
- The sales rep of the future
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Changing Channels Demand New Models
- The New Realities of Training
- Move Beyond Sales Training
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The Future of Relationship Selling: The Gorilla in the Room, part 2 Read More »
Tip: Consider Sales Alternatives to Cut Costs
Field sales is often more expensive and less effective than other options.
Tip: Consider Sales Alternatives to Cut Costs Read More »
Power Transmission/Motion Control Industry Reports Slower Growth in 3Q
PTDA Business Index down to 46.9 in quarter.
Power Transmission/Motion Control Industry Reports Slower Growth in 3Q Read More »
Brammer Agrees to be Sold
Advent International subsidiary makes bid for European MRO distributor.
Brammer Agrees to be Sold Read More »
Beacon Roofing to ‘Remain Aggressive’ on M&A Front
Company eyes more growth through acquisition after eight successful deals in 2016.
Beacon Roofing to ‘Remain Aggressive’ on M&A Front Read More »
Durable Goods New Orders Up 4.8% in October
Excluding transportation, new orders increased 1 percent.
Durable Goods New Orders Up 4.8% in October Read More »
Court Blocks Federal Plan to Extend Overtime Pay
An estimated 4 million American workers no longer eligible for overtime pay.
Court Blocks Federal Plan to Extend Overtime Pay Read More »
ABC Supply Names President of L&W Supply
Former ABC Supply executive Dan Pich appointed to chief role in recently acquired company.
ABC Supply Names President of L&W Supply Read More »
Recommended Reading: 5 Market Leaders Investing Wisely in Technology
Investments in everything from e-commerce to supply chain paying off.
Recommended Reading: 5 Market Leaders Investing Wisely in Technology Read More »
Canadian New Housing Construction Investment Up 5.9% in September
Investment in single-family dwellings led the increase.
Canadian New Housing Construction Investment Up 5.9% in September Read More »
Bunzl to Acquire Companies in France & Denmark
Company agrees to acquire Prorisk and GM Equipement and Sbe Compagniet.
Bunzl to Acquire Companies in France & Denmark Read More »
Chicago Fed National Activity Index Increases in October
The index’s three-month moving average, CFNAI-MA3, decreased during the month.
Chicago Fed National Activity Index Increases in October Read More »
Report: ‘Hits Keep Coming’ for Global Economy
Outlook tempered by Brexit and U.S. election.
Report: ‘Hits Keep Coming’ for Global Economy Read More »
Beacon Roofing Supply FY2016 Sales Up 64.1%
Acquisition of Roofing Supply Growth fuels revenue growth.
Beacon Roofing Supply FY2016 Sales Up 64.1% Read More »
Canadian Wholesale Sales Fall 1.2%in September
The miscellaneous subsector and machinery, equipment and supplies subsector contributed to the decline.
Canadian Wholesale Sales Fall 1.2%in September Read More »
Hydraulic Supply to Expand to Mexico
Monterrey location represents company’s first international expansion.
Hydraulic Supply to Expand to Mexico Read More »
World and Main Sells Handy Hardware Unit
Hardware Distribution Warehouses acquired Handy Hardware.
World and Main Sells Handy Hardware Unit Read More »
Conference Board Leading Economic Index Increases in October
Coincident Economic Index up 0.1 percent and Lagging Economic Index up 0.2 percent.
Conference Board Leading Economic Index Increases in October Read More »
