Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.
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John Caplan, the president of North America and Europe for Alibaba.com., says that digital trade shows are one virtual event that could be here to stay even when we’ve moved past the COVID-19 crisis.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
The news of out the White House that President Trump tested positive for COVID-19 — on the first day of the fourth quarter, no less — rattled the market and served as a potential blow to the rebounding economy. What else is in store for the last three months of 2020?
Another month of the U.S. economy muddling through the COVID-19 crisis, another period of distribution M&A showing signs of returning to normal, beginning with a big announcement from Lawson Products.
MDM’s most-read blogs of September 2020 center around capitalizing on ways to enhance your distribution business.
After pausing M&A activity back in March due to COVID-19, Ferguson says it has some deals in the pipeline, so it’s only a matter of time before the distributor again starts growing through acquisition.
Redesign to create role specialization within the organization, invest in digital tools, separate market-making from market-serving activities and create a clear value proposition.
Directly addressing the pain points customers are facing will let them know you are here to help.
The start of fall has brought some familiar rhythms to the latest batch of economic reports — some good, some bad — and this balance has a familiar feel for wholesale distributors.
It all starts with your website — but it doesn't end there. B2B online marketing strategist Bob DeStefano shares how distributors can make the most of your small business online.
Improve efficiencies, reduce overhead and get paid faster with these eight ways to overhaul your accounts receivable (AR) process — which is always critical but especially so now.
The nomination period is now open for the second annual MDM Future Leader awards, recognizing top young talent.
On MDM’s most recent webcast, Stellar Industrial Supply President and CEO John Wiborg outlined the importance of investing in a strong culture before exploring new technologies.
After strategy and tactics building comes the critical stage of implementing a sales performance transformation. SPARXiQ’s Mike Kunkle breaks down how to make it happen.
Distributors who have developed these qualities and built resilience into their organization are ready to adapt their strategy for the next normal.
A timely January implementation put the Midwest distributor in position to cut costs, reduce manual work and increase value-added services for customers just as COVID-19 hit.
Digital transformation is no longer something to get to eventually. It’s an imperative for survival.
How distributors can build a successful customer and SKU strategy.
On HD Supply’s earnings call, CEO Joe DeAngelo and CFO Evan Levitt discussed the company’s M&A strategy following the divestiture of its Construction & Industrial – White Cap division. (Hint, it’s only a matter of time before the company is again acquisitive.)
