We dive into the data from a new survey that compares results between distribution candidates and employees with hiring managers.
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New markets and overhauled operations are producing major dividends at leading distributors DXP Enterprises, NOW Inc. and MRC Global.
We share commentary from the newest Baird-MDM Industrial Distribution Survey that highlights the issues viewed as most worrisome in the year ahead.
Large distributors have voiced considerable optimism amid all the economic concern. Do smaller firms feel the same way?
Data is the new currency of business, and distribution leaders must guide their teams while there’s no guarantee as to what will happen next, Nelson Valderrama explains.
Ahead of a potential economic slowdown, we asked distributors whether they plan on adjusting inventory for the second half of 2022 and into 2023.
Fastenal, MSC Industrial Supply, MRC Global and more have voiced considerable optimism despite numerous economic red flags.
New data provided to MDM offers an update on distributors’ 2022-2024 revenue expectations and forecasts overall economic trajectory.
John Gunderson and Steve Gettleman cover three modern win-win strategies for negotiating SBAs.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial’s unique sales structure and go-to-market strategy.
What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.
MDM’s Mike Hockett shares new Census Bureau data that illustrates the gap between wholesale distributors’ reported vs. “real” revenues over the past year.
Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.
In the wake of another — and bigger — Fed rate hike aimed to tame inflation, we examine a number of economic indicators from the past two weeks.
Hybrid selling requires sales reps to do more than guide a prospect through a spec sheet or web content. Reps can also help prospects understand the scope of their needs and align features and benefits to customer wants and needs.
Maintaining an effective working environment is crucial, even when workers are not within reach of each other, TSG’s Steven Osprey explains.
Nearly every aspect of the sales process is undergoing significant transformation. Here are useful takeaways for distributors that are struggling to navigate the changing sales landscape.
Amid the labor situation, succession planning shouldn’t be overlooked in a time when it is more important than ever. Here are the keys to fostering and identifying future leaders.
With new B2B marketplaces now popping up regularly, distributors have come to embrace them as a means to compete and grow.
