MDM’s most-read content of March focused on the coronavirus pandemic and its impacts on manufacturing and distribution, as well as actions the industry is taking to minimize negative consequences. Follow the links below to read more.

 

For more discussion on the impacts of COVID-19, join us this Friday for the next MDM Live. This week, we'll focus on the industry outlook, competitive landscape, financial strategy and keeping the ship afloat through the COVID-19 disruption.  Click here to register. Click here to listen to last week’s discussion.

 

Support Your Customers: Don’t Stop Selling Because of Coronavirus
By: John Gunderson

In a few short weeks coronavirus has dealt another blow to in-person meetings and personal relationship selling. But now is not the time to stop selling, argues MDM’s John Gunderson. He frames the importance of continuity in your company’s sales process in this time of crisis and thoughts on how to deepen the value those relationships have built over many years. Read More.

 

6 Steps to Prep Your Company for Coming Coronavirus Disruptions
By: John Gunderson

The worldwide disruption caused by COVID-19 means distributors need to consider both short- and long-term action plans for your inventory and customer pricing programs. MDM’s John Gunderson shares actions that are critical to helping your company anticipate customer needs. Read More.

 

5 Rules for Growing Customer Loyalty in the Time of Coronavirus
By: Jonathan Byrnes and John Wass

Much is being written about how to manage the supply chain threat of COVID-19. The problem is that virtually all of it focuses on disruption threats to inbound supply chains from suppliers. The equally important, longer-lasting challenge is managing your customers through the crisis period to maximize their long-term loyalty and profitability. Read More.

 

5 Rules for Growing Customer Loyalty in the Time of Coronavirus, part 2
By: Jonathan Byrnes and John Wass

Managing your customers through this COVID-19 crisis to maximize their long-term loyalty and profitability includes several steps, such as incorporating your emerging channel strategies, aligning sales compensation with your priorities, developing product substitution groups and preventing over-ordering. Read More.

 

By: Thomas P. Gale

In a time when optimism and clarity are hard to come by, MDM's Thomas Gale was moved by how the fundamental value of distribution is in the right place, at the right time. At one level it’s about moving product, but it’s much deeper than that – distributors keep the economy running. Read More.