How often do we really step back to determine if we are executing on basic principles of effective leadership?
Amazon’s new website, AmazonSupply.com, will cater to the B-to-B market for industrial and scientific supplies.
At NAHAD meeting, author Jaynie Smith outlines how distributors can better market competitive advantage.
This two-part special report, published in MDM Premium, examines the practice of sharing point-of-sale data between distributor and manufacturer. The report is based on results from an MDM survey on POS as well as interviews with distributors, manufacturers and industry channel management experts.
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The articles in this report were published in MDM in the March 25, 2012, and April 10, 2012, issues.
Part 1: POS – An Exercise in Trust
In part 1 of this report, MDM Editor Lindsay Konzak looked at the hurdles to a broader acceptance of customer data-sharing in independent distribution channels and how those hurdles may be holding channel partners back from higher profitability due to greater transparency. Obstacles include distrust, a resource gap for both distributors and manufacturers and distributor-manufacturer market misalignment.
Part 2: The Untapped Potential of POS
In part 2, Konzak examined opportunities for distributors and manufacturers to use point-of-sale data more strategically to identify and capitalize on opportunities in their markets. This article also discusses the biggest constraint to capitalizing on POS: It requires a large investment in technology, culture and collaboration to do it correctly.
Both MSC Industrial Supply and Fastenal tout the potential of vending as a growth engine.
This article, the final in a 2-part series, analyzes opportunities for distributors and manufacturers to use point-of-sale data more strategically to identify and capitalize on opportunities in their markets. This article also discusses the biggest constraint to capitalizing on POS: It requires a large investment in technology, culture and collaboration to do it correctly.
In general, a gap still exists between what many distributors and manufacturers would like to see done with the point-of-sale data that is collected and shared in the channel and what actually occurs.
The sharing of customer data often has limited impact on …
MDM survey found that opportunities exist to improve communication around the sharing of data in the channel.
While Asia remains a top spot for sourcing, more buyers look to the U.S. Suppliers are also looking to do more business here.
In recent CFO survey, more executives say they are focused on long-term planning.
This article, part 1 in a series, examines the hurdles to a broader acceptance of customer data-sharing in independent distribution channels and how those hurdles may be holding channel partners back from higher profitability due to greater transparency.
Based on MDM surveys and interviews, just a small percentage of distributors and manufacturers across sectors are experiencing significant competitive advantage and market insight as a result of sharing point-of-sale data.
Two-thirds of distributors in a recent MDM survey said they share POS data with at least some of their suppliers. Of those that do share data, …
John Salveson: 5 ways to uncover whether someone is a good fit for your organization.
We invite our readers to participate in this valuable benchmarking tool.
Recent article from the Wharton School shows the importance of integrating both financially and psychologically.
At a time when many employees are maxed out on productivity, March Madness offers opportunities to let off a little steam.
MDM recently spoke with Tony Pericle, author of Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions, published by the National Association of Wholesaler-Distributors. Pericle has worked in the distribution industry since the early 1990s.
In Part 1 of this interview, Pericle talks about why distributors are interested in doing more with analytics and how tapping someone to oversee the effort can pay big dividends. He also provides his perspective on the role the IT department should play in enabling the better use of data.
MDM: Distributors are increasingly interested in using the data they have in their systems better. What do you think is driving the growing demand for business analytics?
Tony Pericle: Today’s $2,000 desktop is 200 times more powerful than the $20 million mainframe of 20 years ago. That’s significant because what can be done with one person in three minutes…
Businesses continue to be challenged on the accounts receivable front, even as the economy recovers.
Fortune’s annual list of Most Admired Companies announced.
Grainger continues to work toward increased stickiness with its customers.
Focus for MSC will initially be on deeper product line penetration.
MDM is starting to compile the 2012 Market Leaders and Market Movers lists. Nominate your company today.
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