In latest Executive Briefing, Bob Conti says a price-focused relationship can be avoided.
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Posts By Lindsay Konzak
Master distributors have stepped up their offerings to meet distributors’ changing needs.
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This is the second article in MDM’s Emerging Technology Series. This article examines the growing interest in technologies that help distributors optimize their pricing practices.
Full Emerging Technologies Series is available here.
Using technology to improve pricing is slowly – but surely – gaining a strong foothold in the distribution industry. In fact, some experts have gone so far as to say that using technology to optimize pricing may no longer be a differentiator for distributors in five years. Instead, what’s called strategic pricing may …
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Over the past three years, the role of master distributors – distributors that only sell to other distributors – has grown more critical as distributors have pared back on inventory and investment in logistics. Distributors have used master distributors to grow product offerings and build an online presence, among other benefits. This article looks at the drivers of growth for master distributors and the challenges they face in the market.
The role of master distributors has grown increasingly important over the past couple years due to the recession and subsequent economic uncertainty.
“The recession forced everyone to take a serious look at …
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The M&A market in distribution continues to be strong. In the latest survey MDM does with Robert W. Baird & Co., several respondents noted that the market was “vibrant” and that the quality of companies up for acquisition were attractive. Some respondents said they were encouraged that …
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Recent survey highlights need to prioritize the alignment of IT with business strategy.
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Brent Grover provides tips for management succession planning.
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And why MAPI Chief Economist Dan Meckstroth believes the U.S. will see faster growth in the second half.
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Distributors say they continue to see opportunity to grow by acquisition through end of year.
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Parker sees 15% increase in orders for the quarter ended June 30, 2011.
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Recent research shows a majority of distributors try to position themselves in the same way in their markets.
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Take a hard look at sales operations to uncover new opportunities, better efficiency.
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Make sure that the claims you make about your products are meaningful to customers.
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Many distributors are wary of charging separately for items such as delivery, small orders or fuel, but experts say that if it’s done correctly, what’s known as price partitioning can be a successful (and even accepted) part of a distributor pricing strategy.
Consumers have long been used to the idea of price partitioning – what the authors of a recent article in the MIT Sloan Management Review called the practice of charging separately for such things as shipping, installation, checked baggage or tire disposal.
The concept is gaining traction among distributors …
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On average, respondents’ sales increased 9.7 percent in the second quarter.
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Distributor recognizes it has to get buy-in from its employees for its transformation to succeed.
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Lawson Products CEO Thomas Neri and COO Harry Dochelli recently spoke with MDM about the changes they are making to better compete in the market, including a new SAP system, a reorganized sales force, a new pricing model, an upgraded website and an optimized network. The distributor’s leaders share their story and what they are learning as they go down this road of change. Lawson Products is No. 24 on MDM’s recently released list of the Top 40 Industrial Distributors.
In 2008, Lawson Products agreed to pay a $30 million penalty in a case where sales agents, according to the government, provided nearly…
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More services and diversification are two of the trends MDM readers noted in interviews and surveys.
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Recent survey suggests more than half of U.S. workers are not.
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