Internet of things provides opportunities for distributors that embrace it.
Eric Smith
Senior Editor Eric Smith is an award-winning business journalist whose coverage focus includes economic news and insights, industry trends, M&A, and analysis of small businesses and public companies across the wholesale distribution marketplace. Reach him at eric@mdm.com or 720-207-0335.
Posts By Eric Smith
Distributors lag manufacturers in e-commerce maturity.
President: Drones can't deliver five-ton condensing units.
Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 500 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of first-quarter 2017 results and distributor and manufacturer expectations for the rest of the year.
This article includes:
- First-quarter revenue & pricing trends for wholesale distribution
- Revenue forecasts for second quarter & 2017
- Sector-specific trends for 19 sectors
- Inventory levels
- Economic outlook for 2017
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- Grainger’s Pricing Solution
- E-Commerce Inches Toward Maturity
- Build Revenue with Existing Customers
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Industry begins 2017 on solid footing with gains across all sectors.
Company also escalating onsite strategy with 50 percent growth.
E-commerce exposes broader range of products to existing customers.
Distributors are more focused on growing revenue from existing customers in 2017 than by any other means, but achieving this can seem daunting. This article outlines how a company can garner more wallet share from its current customers.
This article includes:
- How to increase e-commerce with current customers
- Identifying what customers need and want
- Why you should raze silos and increase training
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- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
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Latest jobs report shows economy has far to go despite enthusiasm.
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Applied Industrial, Fastenal, Beacon Roofing add to portfolios during month.
Grainger's pricing solution, disruption and a new approach to field sales garner views in the first quarter.
New CEO, company name highlight big changes for UK distributor.
In the first quarter of 2016, MDM published a series of articles about the importance of “remodeling” your business. The series, the 2016 Distribution Remodel, outlined ways distributors could think and act differently about talent, technology, customers and markets. The timing of that series wasn’t accidental.
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- Could Distributor Revenues Rebound in 2017?
- What Millennials Want
- Distribution Training Ground
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New marketplace dynamics require new ways to approach selling.
Distributor sees e-commerce sales grow 5 percent in 2016.
Survival requires understanding next gen's shopping, buying preferences.
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
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- How to Navigate Key HR Issues in 2017
- A Growing Competitive Threat
- MDM Interview: Winsupply’s Winning Formula
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Fluid power sector sees consolidation as top distributors acquire growth.
Essendant CEO says company's industrial business won't rebrand.
Positive economic reports bode well for upbeat year.
