January Wholesale Revenues Up 8.4% YOY
Sales of durable goods up 7.4 percent from the previous year.
January Wholesale Revenues Up 8.4% YOY Read More »
March 2017
HD Supply Sales Up 4.4% in 2016
Fourth-quarter sales up 3.2 percent year-over-year.
HD Supply Sales Up 4.4% in 2016 Read More »
Recommended Reading: Shift Sales Approach to Reach Millennials
Survival requires understanding next gen's shopping, buying preferences.
Recommended Reading: Shift Sales Approach to Reach Millennials Read More »
SiteOne Landscape Supply Acquires American Builders Supply
Acquisition will enhance SiteOnes Southern California and Las Vegas markets.
SiteOne Landscape Supply Acquires American Builders Supply Read More »
U.S. Manufacturing Technology Orders Down in January
January orders down 11.4 percent year-over-year.
U.S. Manufacturing Technology Orders Down in January Read More »
5 Ways to Grow Your Business in 2017
Tips for industrial distributors to thrive in today's challenging marketplace.
5 Ways to Grow Your Business in 2017 Read More »
Conference Board Employment Trends Index Increases in February
3.1 percent gain over February 2016.
Conference Board Employment Trends Index Increases in February Read More »
Selling to the Next Generation
You may have tailored your office culture and training processes to accommodate more millennials in the workplace, but have you considered how you’re selling to the next generation? More millennials are in B2B buying positions, and they shop and buy differently than preceding generations. This article examines those changes and how to adjust to meet these new demands.
This article includes:
- How to identify your customer demographics
- How to shift your sales approach
- Why hiring millennials helps you to reach them
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:
- How to Navigate Key HR Issues in 2017
- A Growing Competitive Threat
- MDM Interview: Winsupply’s Winning Formula
Selling to the Next Generation Read More »
Commentary: Keep America Competitive Globally
The start of 2017 has the most positive signs for the most bullish year for industrial markets since 2008, just before the Great Recession hit. All major customer sectors are strengthening, including energy and mining. And a recent report on the global competitiveness of the United States offers additional optimism for several years out.
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- Could Distributor Revenues Rebound in 2017?
- What Millennials Want
- Distribution Training Ground
Commentary: Keep America Competitive Globally Read More »
How Sales Comp Can Drive Sales Growth
A critical part of realigning sales resources is reassessing how your sales compensation supports – or competes with – your company’s sales goals. This article, based on a presentation of Mike Emerson, Indian River Consultant Group, at the Sales GPS 2017 Executive Workshop, examines some of the common challenges to aligning compensation with company goals and some options for overcoming those challenges.
This article includes:
- Challenges to change
- Steps to creating change
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- How to Navigate Key HR Issues in 2017
- Top Trends for 2017
- The Future of Relationship Selling: The Gorilla in the Room, part 2
How Sales Comp Can Drive Sales Growth Read More »
Download this Issue in PDF: March 10, 2017
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- Selling to the Next Generation
- Commentary: Keep America Competitive Globally
- How Sales Comp Can Drive Sales Growth
- Market Snapshot: Gases & Welding Equipment
- News Digest
Are you a subscriber? Simply log-in to view this issue.
Download this Issue in PDF: March 10, 2017 Read More »
Market Snapshot: Gases & Welding Equipment Market Demand in the U.S.
The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Gases & Welding Equipment by end user in the U.S., plus the top end users by 6-digit NAICS.
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Use Tech to Work Smarter, Not Harder
- Market Snapshot: Cutting Tools Market Demand in the U.S.
- MDM Pricing Trends Report: Fourth Quarter 2016
Market Snapshot: Gases & Welding Equipment Market Demand in the U.S. Read More »
Webco Sales Up 21.3% in Fiscal 2Q
Year-to-date sales up 7.2 percent compared to the prior year.
Webco Sales Up 21.3% in Fiscal 2Q Read More »
Manufacturing Jobs Increase in February
Overall employment grew 235,000 in February, with unemployment little changed at 4.7 percent.
Manufacturing Jobs Increase in February Read More »
MDM Special Report: The Sales Gorilla in the Room
This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.
How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This series of articles, focusing on the changing role of distribution sales reps, examine what’s driving the shift, why distributors should act and the future of field sales, including its role, function and purpose for the successful distributor.
Articles included in this special report:
- Why Field Sales Must Evolve
- The Future of Relationship Selling
- Amazon Effect Takes Aim at Relationship Equity
Click on the link below to download this special report in PDF format.
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MDM Special Report: The Sales Gorilla in the Room Read More »
Tip: Keep Focus on Customers for Successful Rebranding
Changes are more effective when focused on what customers need and want.
Tip: Keep Focus on Customers for Successful Rebranding Read More »
Canadian Capacity Utilization Rates Up in 4Q
Oil and gas extraction was the main source of the gain.
Canadian Capacity Utilization Rates Up in 4Q Read More »
Northwest Pipe Sales Down 34% in 2016
Fourth-quarter sales down 14 percent year-over-year.
Northwest Pipe Sales Down 34% in 2016 Read More »
Myers Industries Sales Down 7.2% in 2016
Fourth-quarter sales decreased 6.6 percent year-over-year.
Myers Industries Sales Down 7.2% in 2016 Read More »
