February 2019 - Page 5 of 7 - Modern Distribution Management

February 2019

Antitrust Actions Hit Dental Distribution Hard

Anticompetitive conduct lawsuits over several years are adding up to an estimated $100 million or more in settlement and legal fees for the three largest U.S. dental supplies distributors. A Federal Trade Commission case is still underway. Heres a summary of the cases, how these companies got into trouble and lessons for distributors across all sectors.

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Commentary: 3 Lessons for Distributors from Dental Industry Lawsuits

A series of antitrust lawsuits and other legal actions over the last several years will end up costing the largest three dental distributors in the U.S. upwards of $100 million in settlement fines and legal fees. Its an expensive lesson in how fairly common practices in distribution (and other industries) can turn into major liabilities.

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Shutdown Ends, Federal Business Questions Remain

Does the U.S. government owe contractors back interest on late payments? Should federal client relationships be reconsidered? Distributors are asking these questions and more in the wake of the longest federal government shutdown in history.

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MDM Interview: The Transformation Journey of Lawson Products

Since the Great Recession of 2008-2009, few publicly-traded companies have undertaken as much change in sales model, technology platform, process improvement and culture as Chicago-based Lawson Products. From 2009 to 2013, Lawson converted all of its sales representatives from a network of independent sales agents to sales employees, today numbering 1,000. MDM last talked with President and CEO Michael DeCata in 2014, who outlined the unique service-focused value proposition and changes taking place at the time. Four years after transitioning its sales model, we check in again for a progress report.

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Download this Issue in PDF: February 10, 2019

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Shutdown Ends, Federal Business Questions Remain
  • Commentary: 3 Lessons for Distributors from Dental Industry Lawsuits
  • Antitrust Actions Hit Dental Distribution Hard
  • MDM Interview: The Transformation Journey of Lawson Products
  • Monthly Wholesale Trade Data: November 2018
  • Market Snapshot: Market Demand for Power Tools
  • MDM News Digest 4903

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To Whom are Your Employees More Loyal: Your Company or Their Co-workers?

Why distributors should avoid the damaging consequences of I dont want to get a co-worker in trouble syndrome.

To Whom are Your Employees More Loyal: Your Company or Their Co-workers? Read More »

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