Bezos outlines growth in annual shareholders letter
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
ISA emphasizes how member groups can optimize roles to stay relevant to customers.
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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Oracle CEO shares thoughts on future of technology
Accepting nominations now through April 26.
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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Most recently Bob was Controller for IM Supply, a Dallas-based national account solution provider for electrical and lighting MRO products to large multi-site industrial customers.
Derrow founded OTC with his business partner, Phil Carstens, in 1963.
If this isnt the year to prioritize pricing and profitability improvement, Im not sure when would be better! Do something before you have to.
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Do your sales and service employees give away value they should charge for and erode margins unnecessarily?
The hot start to 2019 distribution M&A in January continued in February, but marked by fewer big deals.
While M&A activity was strong in 2018, there are a number of factors lining up to make 2019 even stronger. Sales model, digital are new market dynamics in play.
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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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There were a range of deal announcements across all sizes of distributors, including internationally.
Digital disruption is changing the competitive dynamics in the marketplace.
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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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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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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This years summit says its time to stop waiting to be disrupted.
This years ISA event will be a break from the past.
