With technology and competition constantly creating shifts across the distribution industry, MDM readers have tried to stay on top of new trends while seeking ways to adapt to these changes – including adjusting to the new generation of workers and the evolution of field sales.
Here are the Top 5 premium articles from MDM in 2016:
1. 2016 Wholesale Distribution Trends Special Issue
This year, MDM released the seventh edition of the Distribution Trends Special Issue. This overview of the most important issues facing distribution is researched and written by MDM and is based on interviews with dozens of distributors, industry experts and manufacturers, as well as a survey of readers. Top trends in 2016 included a focus on technology, customer engagement, growing competitive threats and HR challenges.
2. Distribution Remodel: Invest or Die
Distributors that invest wisely in talent, technology or other areas of their business will gain a competitive advantage – and market share – when economic conditions improve. This article explains why strategic investment is critical and provides tips on where and how to devote resources.
3. Gorilla in the Room, Part 1: Why Field Sales Must Evolve
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 article, the first of a two-part series on the changing role of distribution sales reps, examines 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.)
4. Trends Snapshot: Industrial Distribution
This article is an overview of trends affecting industrial distributors in 2016, based on interviews with dozens of distributors, industry experts and manufacturers, as well as a survey of MDM readers. Hot topics include finding opportunities in new markets and the impact of new technology. This article also includes M&A highlights of 2016 and the average growth for companies on the industrial market leaders list.
There are many assumptions about what millennials want from a workplace, but those assumptions may be misguided. MDM recently conducted a survey of students in industrial distribution programs at three universities about what they’re looking for in a workplace. This article examines some of the misconceptions and how distributors can adapt to the younger workforce.
Read more from MDM's Premium archive here.
