Ian Heller, Author at Modern Distribution Management - Page 4 of 5

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Posts By Ian Heller
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Commentary: Sales Growth is the Ultimate Brand Measurement

Creating a strong brand provides many benefits to distributors, of course, but the only measurement that really matters is sales results. Its hard to prove a website that only promotes the brand is somehow driving revenues.Subscribers should log in below to read this article.

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Branding for Distributors
How To Develop Branding Strategy

In the prior two articles of this series, we explored the pitfalls of bad branding and damage branding agencies can do. We outlined the Branding Matrix and how you can use it to understand how much time and money to focus on developing your branding strategy. For the final article in this series, lets talk about the branding strategy itself how should you develop your slogan and your supporting messages?

This article includes:

  • The Branding Process
  • The Branding Ladder
  • Defining the Role of Branding in Your Company

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
Management
Commentary: Are Pricing Consultants Worth the Price?

When pricing projects fail its often the distributors fault.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
Branding for Distributors
How Important is Branding for Your Business?

In part one of this three-part series, MDM President and COO Ian Heller explored the dangers of working with a pure branding agency and how the wrong partner can do more harm than good for a distributor. In part two, Ian uncovers how you determine the value of branding for your distribution company.

This article includes:

  • Sizing the purchase
  • Emotional attachments
  • The Branding Matrix

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
Branding-Slider
Branding for Distributors
When Good Distributors Do Bad Branding

This three-part series examines why distributors struggle with branding. In this, the first article in the series, MDM President & COO Ian Heller contrasts the difference between what branding agencies promise and what they actually deliver. He outlines why such agencies have objectives that conflict with yours, and why you should consider pure B2B advertising agencies that do more than just branding.

This article includes:

  • Convincing distributors to rebrand
  • The myth of branding
  • The reality of branding

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
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Featured Recommended Articles
MDM Special Report: Your Amazon Business Playbook

About this report:

This report, focusing on distribution’s omnichannel future, follows Amazon’s rise as it rapidly built the competencies needed to master B2B distribution the way it mastered the online bookstore. This report examines the threats that Amazon poses, the rise of Amazon Business – formerly AmazonSupply – and why it presents a clear threat to today’s distributor. We explore where we think Amazon Business is heading with its adaptive model and why its threat to your business has turned from disintermediation to displacement.

Articles included in this report:

  • Amazon’s Strategies and Capabilities
  • Commentary: Amazon Attacks Industries, Not Companies
  • Targeting Grainger and Beyond
  • How to respond: Options for distributors
  • Commentary: An Industry at an Inflection Point
  • Call to action in 2018

This report is free to MDM Premium subscribers. Log in below to access the report.

Not a subscriber? Subscribe now. A 6-month, electronic subscription to MDM Premium– which includes a free download of this Amazon report – is only $45 more than the report itself. Or purchase this report by clicking on the link below.

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Commentary: An Industry at an Inflection Point

Innovation will alter competitive dynamics. Selling products that are highly technical is a pretty good strategy to keep Amazon Business at bay today. But for how long will that be good enough? Thats the type of question every distributor needs to ask right now.Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. This article is available for purchase as a special report.

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How Should Distribution Respond to Amazon Business?

Amazon Business represents more than a new competitor its an entirely new business model. To address new rules Amazon continually rewrites for traditional channel competition, distributors need to develop new strategies. This article, part 4 in our series, outlines key response alternatives for distributors and the industry collectively to define value, keep customers engaged and avoid displacement.This article includes:

  • Compete or capitulate?
  • Is there an alternative?
  • Adaptive strategies for distributors

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

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