Lindsay Konzak, Author at Modern Distribution Management - Page 11 of 26

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Posts By Lindsay Konzak
Strategy
Commentary: For Best Results in Strategic Planning, Keep It Simple

Keep it simple. That’s the underlying message of Brent Grover’s new book, The Little Black Book of Strategic Planning for Distributors. A strategic plan does not have to be the result of a long, drawn-out process, with hundreds of pages of text and graphics only to be presented to a board of directors and set on a dusty bookshelf at the end of the day.

That’s not to say strategic planning is easy. But in his new book, Brent outlines a simple, straightforward approach to refining and implementing a plan. He doesn’t reinvent the wheel – but instead takes his years of experience and best practices across industries…

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Subscriber Only
2012 Market Mover: MSCO Profits from Investment in Downturn

Industrial distributor MSCO Inc.’s growth has been driven in recent years by its investments during the downturn and ongoing focus on diversification. The Alabama-based distributor, with $80 million in annual sales, grew more than 10 percent from 2010 to 2011.

“During uncertain economic times, we were aggressive in…

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Finance
Wave of Consolidation Hits the Industry

This article is part of the 2012 Distribution Trends Report. To access this annual update for premium subscribers, subscribe now or log-in.

Each year we say the big get bigger. And while that remains the case, we saw the big get much bigger thanks to a wave of mergers and acquisitions in 2011. That’s reflected on the 2012 MDM Market Leaders top distributor lists – which are at mdm.com/marketleaders.

The average growth for distributors on this year’s Top 40 Industrial Distributors list was 19.4 percent, a significant jump from the 10.4 percent we saw on last year’s list, in part due to acquisitions made throughout the year. Consolidation further ramped up in the first half of 2012.

Dozens of deals have been announced in distribution thanks to a perfect storm of contributing factors that include a large number of owners who are ready to retire, significantly improved deal valuations and …

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Sales & Marketing
Commentary – Get Past Price: Learn & Capitalize On What Really Matters to Customers

We often hear distributors complain that no matter how many times they communicate to customers that they are the better partner, lowering costs and improving productivity for the end-user, the selling decision always comes down to price. These claims have grown louder in the wake of Amazon’s launch of its online industrial platform AmazonSupply.com.

But there’s a problem. …

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