2022

There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market – you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.

Market Growth Strategy Based on The Lanchester Strategic Model, Part 1

Featured Premium, Strategy / Bill Hodgdon

There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market — you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

Market Growth Strategy Based on The Lanchester Strategic Model, Part 1 Read More »

DXP Yearly Sales Rise 10.8%

Leave a Comment / Earnings, Operations / Mark Powell

DXP Enterprises, Inc. reported 2021 sales of $1.1 billion after closing three acquisitions during the year.

DXP Yearly Sales Rise 10.8% Read More »

Bridge the Talent Gap by Fighting the ‘Distribution Isn’t Sexy’ Myth

Leave a Comment / Featured Blog, Strategy / Dirk Beveridge

Spreading the notion that distribution isn’t desirable makes it harder for companies to enact strategic changes and attract workers. It’s also just not true. Here’s how companies can promote their industry and win the talent war.

Bridge the Talent Gap by Fighting the ‘Distribution Isn’t Sexy’ Myth Read More »

Richmond, Virginia-based global healthcare products distributor Owens & Minor on Oct. 12 announced several executive leadership team changes, as well as preliminary financial figures for 2022's third-quarter.

Owens & Minor Upsizes Notes Offering

Leave a Comment / Operations / Mark Powell

The company increased the pricing of its private offering from $500 million to $600 million aggregate principal amount of its 6.625% senior notes due 2030.

Owens & Minor Upsizes Notes Offering Read More »

TD SYNNEX Fiscal 1Q Revenues Top $15B

Leave a Comment / Earnings, Operations / Mark Powell

The company’s strong quarter was primarily due to the impact of the completion of its merger with Tech Data from September 2021.

TD SYNNEX Fiscal 1Q Revenues Top $15B Read More »

The company says it has selected Robert (Bobby) Cain as Chief Information Officer for its North America region.

Schneider Maintains Hold on New Russian Orders

Leave a Comment / Operations / Mark Powell

The company says it will keep on hold new investments as well as the ‘international delivery of new project orders destined to Russia and Belarus.’

Schneider Maintains Hold on New Russian Orders Read More »

How Import Volumes, Economic Drivers and Other Factors are Impacting the Shipping Crisis

Why the Global Shipping Crisis Isn’t Going Away Anytime Soon

Leave a Comment / Economic Trends, Featured Blog, Research & Analytics / Chris Jones

Supply chain issues continue to plague the industry, while persistent inflation and conflict abroad could create additional market chaos. Here’s what it means for distributors.

Why the Global Shipping Crisis Isn’t Going Away Anytime Soon Read More »

Buffalo Grove, Illinois-based building materials distributor US LBM has acquired Florida truss manufacturer and supplier Deco Truss.

R.P. Lumber Opens New Missouri Location

Leave a Comment / Operations / Mark Powell

The hardware and building materials supplier opened a new location in Nevada, Missouri.

R.P. Lumber Opens New Missouri Location Read More »

Lowe’s Prices $5B Notes Offering

Leave a Comment / Operations / Mark Powell

The home improvement company says it plans to use the net proceeds from the sale of the notes for “general corporate purposes.”

Lowe’s Prices $5B Notes Offering Read More »

Envoy Solutions Acquires ATRA

Leave a Comment / Mergers & Acquisitions, Operations / Mark Powell

The company says the acquisition — the 3rd New Jersey company to join Envoy’s platform — with strengthen its Northeast presence.

Envoy Solutions Acquires ATRA Read More »

Foodservice and JanSan distributor BradyIFS has acquired Hill & Markes, a similar leading distribution company serving customers in New York and Vermont.

FleetPride Acquires Portville Truck & Auto

Leave a Comment / Mergers & Acquisitions, Operations / Mark Powell

The distributor of truck and trailer parts and services bought the assets of New York-based Portville Truck & Auto Repair.

FleetPride Acquires Portville Truck & Auto Read More »

Hand of woman watering small plant in pot shaped like growing graph

How to Maintain Profit When Supplier Prices Rise

Featured Premium, Strategy / Al Bates

Supplier price increases offer profit opportunities for distributors, especially today. But too often firms miss the boat. Here’s a primer on the key levers and strategies to make sure everyone on your team maintains price integrity.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

How to Maintain Profit When Supplier Prices Rise Read More »

Sales Transformation 101 with Mike Marks

Leave a Comment / Featured Blog, MDM Blog, Sales & Marketing / Tom Gale

The field salesforce is the heart and soul of distributor go-to-market strategies. For great reasons. It’s also the biggest hidden bite to profitability today. Here’s a primer on the challenges and 3 keys to successful sales transformation that every distributor can profit from.

Sales Transformation 101 with Mike Marks Read More »

Rich Stinson — president and CEO of Carrollton, Georgia-based Southwire Company, LLC — has been named to the National Association of Manufacturers’ board of directors.

Southwire CEO Joins NAM Board

Leave a Comment / Leadership / Mark Powell

The National Association of Manufacturers says Rich Stinson, Southwire president and CEO, has been named to its board of directors.

Southwire CEO Joins NAM Board Read More »

Crescent Moves Minneapolis Branch

Leave a Comment / Operations / Mark Powell

Crescent Electric Supply Company says it has relocated its Minneapolis branch for ‘better customer access and enhanced service.’

Crescent Moves Minneapolis Branch Read More »

Summit Names New Marketing Leader

Leave a Comment / Leadership, Operations / Mark Powell

Sheila Hernandez will lead the company’s efforts, including category management, supplier relations, digital presence and customer lifecycle.

Summit Names New Marketing Leader Read More »

Woodgrain to Acquire Huttig for $350M

Leave a Comment / Mergers & Acquisitions, Operations / Mark Powell

The two companies have reached an agreement that will allow Woodgrain to buy Huttig Building Products in an all-cash deal.

Woodgrain to Acquire Huttig for $350M Read More »

Improve Sales Rep Effectiveness with AI

Featured Premium, Technology / Nelson Valderrama

By taking advantage of AI-driven recommendations, organizations are seeing a significant increase in the return on their sales and marketing activities.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

Improve Sales Rep Effectiveness with AI Read More »

Distribution America, Pro Group Form Single Company

Leave a Comment / Mergers & Acquisitions, Operations / Mark Powell

Starting April 1, Distribution America and PRO Group will operate as Hardlines Distribution Alliance.

Distribution America, Pro Group Form Single Company Read More »

Analyzing Stockouts to Improve Customer Service

How to Analyze Stockouts and Improve Customer Service

Leave a Comment / Featured Blog, Operations / Jon Schreibfeder

Few things damage customer experience more than stockouts. Companies can’t prevent all stocking problems, but here are some best practices to minimize the impacts.

How to Analyze Stockouts and Improve Customer Service Read More »

Market Growth Strategy Based on The Lanchester Strategic Model, Part 1

DXP Yearly Sales Rise 10.8%

Bridge the Talent Gap by Fighting the ‘Distribution Isn’t Sexy’ Myth

Owens & Minor Upsizes Notes Offering

TD SYNNEX Fiscal 1Q Revenues Top $15B

Schneider Maintains Hold on New Russian Orders

Why the Global Shipping Crisis Isn’t Going Away Anytime Soon

R.P. Lumber Opens New Missouri Location

Lowe’s Prices $5B Notes Offering

Envoy Solutions Acquires ATRA

FleetPride Acquires Portville Truck & Auto

How to Maintain Profit When Supplier Prices Rise

Sales Transformation 101 with Mike Marks

Southwire CEO Joins NAM Board

Crescent Moves Minneapolis Branch

Summit Names New Marketing Leader

Woodgrain to Acquire Huttig for $350M

Improve Sales Rep Effectiveness with AI

Distribution America, Pro Group Form Single Company

How to Analyze Stockouts and Improve Customer Service

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