Tom Gale, Author at Modern Distribution Management - Page 7 of 28

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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
Uncategorized
Commentary: New Value Models Are Emerging

Digital is driving a lot of change in distribution, but not everything. There are other factors at play. Its important to not fixate on Amazon (but dont ignore!). Its more important to maintain some perspective to figure out your best moves in 2019 to stay relevant to each part of the success formula your customers, employees and suppliers. Our lead article touches nicely on this.

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Economic Trends
Commentary: Profit Dynamics in a Shifting Business Cycle…With a Twist

As we wrap up the first quarter of 2019, MDM is hearing distributors confirm the recent warnings by business economists of a tapering economic cycle on the back side of a record 2018: leading indicators point in the same direction. No one can accurately predict if, when or how deep a market downturn might unfold.

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Companies
MDM Interview, Part. 2: The Transformation Journey of Lawson Products

Since the Great Recession of 2008-2009, few publicly-traded companies have undertaken as much change in sales model, technology platform, process improvement and culture as Chicago-based Lawson Products. From 2009 to 2013, Lawson converted all of its sales representatives from a network of independent sales agents to sales employees, today numbering 1,000. MDM last talked with President and CEO Michael DeCata in 2014, who outlined the unique service-focused value proposition and changes taking place at the time. Four years after transitioning its sales model, we check in again for a progress report. In this issue we conclude our conversation with Decata.

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Top Distributor Sectors
MDM Interview: The Transformation Journey of Lawson Products

Since the Great Recession of 2008-2009, few publicly-traded companies have undertaken as much change in sales model, technology platform, process improvement and culture as Chicago-based Lawson Products. From 2009 to 2013, Lawson converted all of its sales representatives from a network of independent sales agents to sales employees, today numbering 1,000. MDM last talked with President and CEO Michael DeCata in 2014, who outlined the unique service-focused value proposition and changes taking place at the time. Four years after transitioning its sales model, we check in again for a progress report.

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Legal Issues in Wholesale Distribution
Antitrust Actions Hit Dental Distribution Hard

Anticompetitive conduct lawsuits over several years are adding up to an estimated $100 million or more in settlement and legal fees for the three largest U.S. dental supplies distributors. A Federal Trade Commission case is still underway. Heres a summary of the cases, how these companies got into trouble and lessons for distributors across all sectors.

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Legal Issues in Wholesale Distribution
Commentary: 3 Lessons for Distributors from Dental Industry Lawsuits

A series of antitrust lawsuits and other legal actions over the last several years will end up costing the largest three dental distributors in the U.S. upwards of $100 million in settlement fines and legal fees. Its an expensive lesson in how fairly common practices in distribution (and other industries) can turn into major liabilities.

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Research & Analytics
Commentary: Preparing for a Turbulent Year

This issue features the results of our first Baird/MDM quarterly survey of 2019. Though the picture it paints is far from crystal clear and there are still many reasons to be optimistic about the industrys immediate future, its looking more likely that in 2019 well be reaching the end point of the current business cycle and heading into some unsettled times economically.

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