Distribution market dynamics to undergo major continental shift.
Tom Gale
Tom Gale has been an MDM researcher and industry analyst for 30+ years on independent distribution channel trends, consolidation, technology and competitive landscape. He is a frequent speaker and moderator on these topics at company, marketing group and association meetings in North America and Europe.
Posts By Tom Gale
Earlier this month, W.W. Grainger launched a new website, Gamut.com. It’s a natural waypoint on their digital transformation journey. It also illustrates challenges to traditional business models – and Grainger is not getting a hall pass on this one!
This article includes:
- Gamut.com's strategy
- How to target a niche market
- Grainger's vulnerability
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- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
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It’s hard to count how many times in the past year I’ve heard from distributors about their use of customer relationship management: “We’re getting closer to making a decision on what platform to use and how we implement it.” 20 years later and Peg Fisher's summary still rings true. “Many distributors have a wealth of untapped sales potential in their existing base of customers, a virtual gold mine of sales opportunity, but they don’t have an efficient and cost-effective method in place to go after that potential.”
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- Wholesale Distribution Disrupted
- Small Manufacturers Focus on Tactical Applications for Tech
- IoT Poised to Alter Supply Chain
Is the distributor’s strategy the start of a race to the bottom on price?
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Can Grainger make it up on volume or is the distributor’s strategy the start of a race to the bottom on price?
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- Wholesale Distribution Disrupted
- Small Manufacturers Focus on Tactical Applications for Tech
- IoT Poised to Alter Supply Chain
Is the distributor’s strategy the start of a race to the bottom on price?
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Continuous improvement is required to adapt to ever-changing customer expectations for their e-commerce. Amazon, Grainger and other world-class e-commerce sites are constantly monitoring customer needs and making modifications that result in better conversion, customer stickiness or other operational improvements. As e-commerce in distribution matures, distributor priorities and targets for investment also evolve.
Articles included in this special report:
- E-Commerce Inches Toward Maturity
- How Marketing Guides Performance
- Amazon: Foe with Benefits?
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The pace of change in our economy today is unforgiving. That’s the message Ross Shafer presented at the annual convention of The Association for Hose and Accessories Distribution (NAHAD). For the better part of a decade or more, traditional distribution channels have continued to compress, re-fragment and get squeezed on profit margin while digital channels have grown stronger.
This article includes:
- Keys to a successful sales force
- Shifting focus to bringing value
- Integrating the next generation
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- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
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The start of 2017 has the most positive signs for the most bullish year for industrial markets since 2008, just before the Great Recession hit. All major customer sectors are strengthening, including energy and mining. And a recent report on the global competitiveness of the United States offers additional optimism for several years out.
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- Could Distributor Revenues Rebound in 2017?
- What Millennials Want
- Distribution Training Ground
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With the election of Donald Trump, business as usual in Washington, DC, has been disrupted – as promised – but how will it affect distributors?
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- Changing Channels Demand New Models
- What Millennials Want
- Distribution Training Ground
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Mid-sized customers are the prize in 2017. How will you win?
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- Wholesale Distribution Disrupted
- Small Manufacturers Focus on Tactical Applications for Tech
- IoT Poised to Alter Supply Chain
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Good growth is likely in 2017, but competition will be fierce.
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Stanley Black & Decker purchase further shakes up compressed market.
A look back at the evolution of Modern Distribution Management.
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- Changing Channels Demand New Models
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- Distribution Training Ground
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Even though the market is already crowded with distributors and suppliers, two industry veterans Larry Davis and John Allenbach joined forces to launch a new master distributor, AgoNow. Davis and Allenbach recently spoke with MDM Publisher Tom Gale about why their company is different and why the market needs a player like AgoNow.
This article includes:
- An overview of AgoNow and its offerings
- The company’s top goals
- How the role of a master distributor is changing
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- The Evolving Role of Master Distributors
- A Growing Competitive Threat
- MDM Interview: Winsupplys Winning Formula
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You can have the best business strategy in your pocket, but if you dont have the right talent to execute, it wont be enough.
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- Changing Channels Demand New Models
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- Distribution Training Ground
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Yesterdays right thing may no longer be a good thing’ for distributors.
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- Listen to Customers or Lose Them
- A Growing Competitive Threat
- Drones, Disruption, Distribution
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There are plenty of disruptors ready to change how distributors operate.
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- Fostering a Culture of Innovation
- Dont Be Frozen by Fear
- 2016 Distribution Remodel: Refocus on the Core
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Leaders disrupt their own models to meet their customers needs.
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- Fostering a Culture of Innovation
- Dont Be Frozen by Fear
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How the distribution industry is moving from product-centric to information-based.
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- A Growing Competitive Threat
- Changing Channels Demand New Models
- IoT Poised to Alter Supply Chain
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Distributors and manufacturers trying to address new challenges with the same set of tools that once worked are at risk of eroding profitability and weaker customer relationships.
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- Chasing Profitability
- 2016 Distribution Remodel: Refocus on the Core
- Work ON Your Business, Not Just IN Your Business
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