Featured Blog Archives

The Case for Distributor Advisory Councils

With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the first of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.

September 15, 2021

Sales & Marketing

Make Sure Your Salespeople Aren’t Stuck in the Past

Gartner’s Maria Boulden, one of the featured speakers at MDM’s upcoming Sales GPS conference, says salespeople who still harbor a 2019 mindset stand little chance of survival.

September 14, 2021

Sales & Marketing

The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies

When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization.

September 13, 2021

Technology

Is Measuring ROI Crucial or a Waste of Time in B2B E-Commerce?

Defining ROI often depends on where companies are on their digital transformations, and there’s not a one-size-fits all definition of ROI for all distributors.

September 10, 2021

Strategy

2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension

Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.

September 9, 2021

Operations

Autonomous Trucking May Break Supply Chain Shackles

Autonomous truck technology would enable distributors to solve one of the main supply chain problems: an ongoing driver shortage.

September 8, 2021

Technology

A Last Major Frontier for E-Commerce

Scott Pierson of Bluon outlines the challenges of identifying a true e-commerce solution in the HVAC industry and shows a path for any distributor in need of removing the hurdles.

September 7, 2021

Sales & Marketing

3 Solutions to Common Revenue Management Pain Points

When a distribution sales team is not delivering results, it's often due to a few fixable issues. Small adjustments in strategy can overcome these pain points.

September 3, 2021

Operations

August M&A Roundup: Consolidation Maintains Healthy Pace

MDM reported 25 deals last month as M&A across wholesale distribution continued at a rapid clip with a potential change to tax laws possibly expediting some sales.

September 2, 2021

Technology

In an E-Commerce World, Content is King

Distributor and manufacturer panelists at the recent AD eCommerce Summit discussed the importance of getting advanced product content onto websites.

September 1, 2021

Research & Analytics

Economic Green Shoots Continue to Sprout as Pandemic Rages On

A surge in COVID-19 cases means the pandemic is far from over, but the latest round of economic reports is further proof that the recovery also shows no sign of slowing.

August 30, 2021

Sales & Marketing

3 Ways to Get the Most Out of Revenue Growth Management

When correctly leveraged, the theory of revenue growth management has proven time and time again that it can provide sustainable revenue and profit growth.

August 27, 2021

Sales & Marketing

4 Signs It Might Be Time to Make a Sales Comp Change

If a compensation program change decreases a field sales force’s incremental energy investment, it is hard to see how making a change makes commercial sense. However, there are some situations, such as the four outlined here, where a positive ROI may accrue from going through the redesign process.

August 26, 2021

Sales & Marketing

Why Now is the Right Time to Transform Your Sales Model

Mike Marks outlines the reasons companies should attend MDM’s Sales GPS conference in Chicago this November.

August 25, 2021

Sales & Marketing

Don’t Let Conventional Wisdom Hurt Your Customer Relationships

Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.

August 24, 2021

Sales & Marketing

Evolve from Yield Management to Revenue Management

By including costs, revenue management can balance profit, and by including ancillary revenue streams it also evaluates total customer value. It is this wide focus that makes revenue management essential for any high-performing organization.

August 23, 2021

Operations

How Bad Has Distribution Channel Erosion Become?

As a result of new channel “tributaries,” distributors have begun to see both their customers’ mindshare and share of wallet decrease as customers adjust to different, often more convenient modes of obtaining product.

August 20, 2021

Sales & Marketing

Yes, You Can Use Supplier Cost Increases to Improve Your Profitability

Your sales team can use customer-level cost increases to grow sales and customer profitability if you have the processes and analysis to support them.

August 19, 2021

Operations

Applied Industrial Posted a Blowout 4Q, but Here’s Why It’s More Bullish on 2022

The distributor’s earnings and revenue beat wasn’t surprising given a favorable comp, but a handful of tailwinds are keeping Applied’s optimism intact heading into the new fiscal year.

August 18, 2021

Strategy

Is Advanced Pricing the Right Approach for B2B Distributors?

Panelists debated whether advanced pricing could help distributors improve their margins during the latest MasterB2B “un-webinar” hosted by Andy Hoar and Brian Beck.

August 17, 2021

Learn More about Custom Reports

Name*
First Last
Country*
Company*
Job Title
What is your preferred method of contact?*
- Email
- Phone
Email*
Phone*
Anything else we should know?
Name
This field is for validation purposes and should be left unchanged.

Request a Market Prospector Demo

Name*
First Last
Email*
Company*
Job Title
Country*
Anything else we should know?
Email
This field is for validation purposes and should be left unchanged.

Latest In Featured Blog

Register for full access

Learn More about Custom Reports

Request a Market Prospector Demo

Get the MDM Update Newsletter