Redesign to create role specialization within the organization, invest in digital tools, separate market-making from market-serving activities and create a clear value proposition.
Posts By J. Michael Marks
More distributors are taking a rapid and growing interest in sales transformation and rethinking how they enable their sales teams to perform.
These tips will help your team work smarter, not harder.
Not long ago, field sales reps were Lone Rangers.
Dont squander your companys most valuable resource.
These outdated elements of the traditional sales approach are wasting the clients time.
You may not be noticing dramatic changes in your customer base or bottom line yet.
Start by figuring out how your customers want to buy.
Why you should update your management style as your business grows.
Distributors contemplating the move from being a lifestyle business to being professionally managed need to weigh these factors first.
This article includes:
- The difference between a lifestyle business and a professionally managed business
- Where plan B comes in
- The obstacles
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- MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
- Distributors Up Search Marketing Efforts
- Amazon Business: The Burning E-Platform
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An owners interest in selling business increases when they feel threatened.
Some distributors responding incorrectly to Amazon's latest move.
Changing your current model is difficult, but necessary.
This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.
Many distribution verticals are experiencing consolidation, and those that haven’t are ripe for it. In this three-part series, author Mike Marks examines factors that have transformed distribution M&A and how companies can succeed in the new market. He provides tips for evaluating deals and for successful integration after close.
Articles included in this special report:
- Pt. 1: Unlocking Shareholder Value
- Pt. 2: The 8 Fatal Flaws in M&A
- Pt. 3: Integration Best Practices
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Many distribution verticals are seeing consolidation; those that haven’t are ripe for it. This article, the final in a three-part series, will help buyers plan an effective integration of a newly acquired business. Part 1 of this series discussed how distributors can prepare for the inevitable by understanding the landscape, their place in the consolidation cycle and the new measures of shareholder value. Part 2 examined the eight fatal flaws in acquisitions that destroy shareholder value.
This article includes:
- How the starting point defines the path forward
- Why distributors are different
- Best practices in action
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This article is available for purchase as a special report.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM-Baird Distribution Survey: ‘Good, Not Great’
- Top Trends for 2017
- Commentary: What are you doing to make distribution ‘sexy?’
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Many distribution verticals are seeing consolidation; those that haven’t are ripe for it. This article, the second in a three-part series, will help buyers avoid common pitfalls that can derail M&A transactions.
Part 1 discussed how distributors can prepare for the inevitable by understanding the landscape, their place in the consolidation cycle and the new measures of shareholder value.
This article includes:
- Recognizing and capturing the talent being acquired
- Understanding the market during due diligence
- Taking acquisitions seriously
Subscribers should log-in below to read this article.
This article is available for purchase as a special report.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM-Baird Distribution Survey: ‘Good, Not Great’
- Top Trends for 2017
- Commentary: What are you doing to make distribution ‘sexy?’
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
Provide authentic customer value to maximize shareholder return.
Many distribution verticals are experiencing consolidation; those that haven’t are ripe for it. In Part 1 of this three-part series, author Mike Marks provides a look at what’s driving consolidation, as well as the rise of private equity firms in distribution M&A, which has transformed the market.
This article includes:
- How consolidation unlocks significant value for final shareholders from three primary drivers
- Rise of private equity
- Shareholder value for distributors
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This article is available for purchase as a special report.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.
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 series of articles, focusing on the changing role of distribution sales reps, examine what’s driving the shift, why distributors should act and the future of field sales, including its role, function and purpose for the successful distributor.
Articles included in this special report:
- Why Field Sales Must Evolve
- The Future of Relationship Selling
- Amazon Effect Takes Aim at Relationship Equity
Click on the link below to download this special report in PDF format.
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