MDM Market Leaders Archives

This article is part of MDM's 2017 Distribution Trends Special Issue.

While U.S. GDP growth in first quarter of 2017 was a tepid 1.2 percent, for many distributors, the new year marked a shift in outlook for the industry. But there’s also a shift in customer expectations, as highlighted by the trends examined in this issue.

This article includes:

An overview of distributor revenue
How distributors are adapting to economic conditions
Insights from industry executives on economic trends

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Human Resources in Wholesale Distribution

Culture as a Competitive Advantage

This article is part of MDM's 2017 Distribution Trends Special Issue.

The distribution industry has seen a surge in discussions about leadership and culture. With an uneven economy, new threats of disruption and the continuation of a massive generational shift in distribution, exhibiting strong leadership is critical for any company that wants to prosper.

This article includes:

How does a company measure strong leadership?
The generational change
How strong leadership leads to a strong company culture

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Companies

Sales Models: From Lone Wolf to Pack Hunting

This article is part of MDM's 2017 Distribution Trends Special Issue.

Distribution sales have traditionally been driven by outside salespeople who set their own course for how and where to sell in a given territory. But purchasing behaviors have changed, driven by technology and a generational shift, which means that sales models will need to change, as well, to capture and maintain business going forward.

This article includes:

A shift in purchasing
The changing sales model
Refocusing outside sales

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Inventory Management

Amazon Elevates ‘Right-Now’ Expectations

This article is part of MDM's 2017 Distribution Trends Special Issue.

There’s no escaping Amazon. Thanks to the company’s recent mammoth grocery store bid, even a trip to Whole Foods for organic marinara sauce or a bundle of kale could inflate Jeff Bezos’ already exorbitant income.

This article includes:

Retooling delivery processes to minimize threat
How Amazon is changing the way many distributors operate
Why increasing the speed of delivery may be inevitable

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Human Resources in Wholesale Distribution

Soft Skills Make Tough Competitors

This article is part of MDM's 2017 Distribution Trends Special Issue.

“Attitude is everything” is a phrase easily forgotten in the day-to day-hustle, but the “soft skills” that enable someone to interact effectively with other people continue to be more important than just a motivational catch phrase.

This article includes:

Identifying and addressing this soft skills gap
Easing HR issues
Improving productivity

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Companies

Data Redefines Channel Roles

This article is part of MDM's 2017 Distribution Trends Special Issue.

While data-sharing among distributors and their supply channel partners has been discussed for years, new technologies and skillsets have increased the usability of even more data. As a result, respondents to the recent MDM market trends survey noted an increase in requests for data-sharing up and down the supply chain.

This article includes:

New technologies and skillsets equals even more data
Customers' need for more information
Data creates an opportunity to improve the value you provide to customers

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Management

New Solutions for Customer-Defined Value

This article is part of MDM's 2017 Distribution Trends Special Issue.

The “era of the customer,” as many have labeled today’s business climate, means distributors are being asked to provide more services yet charge the same price, or sometimes less, for the products they sell. Response to customers’ new demands vary by company size, sector and geography, but all distributors agree that retaining business and growing market share while remaining profitable is critical for survival in today’s increasingly competitive landscape.

This article includes:

More services, lower prices
Customers are demanding faster delivery and more informationl
B2B customers look to bring products to the end users more quickly and efficiently

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Companies

ISL: Leveraging Logistics to Carve Its Niche

This article is part of MDM's 2017 Distribution Trends Special Issue.

In 2017, MDM is recognizing distributors that are innovative in their approach to their markets. Virginia Beach, VA-based industrial distributor Incredible Supply & Logistics was founded in 2010 in Chris Faison’s garage. The company leveraged its logistics expertise to carve out a successful niche serving the government and defense contractors.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Companies

MDM Interview: SBP Holdings Won’t Be Chasing Oil Rigs

This article is part of MDM's 2017 Distribution Trends Special Issue.

Challenging conditions in oil and gas markets continue to present some hurdles for hose and rigging equipment distributor SBP Holdings, but a balanced growth strategy over the years has made a “rock solid” company, according to President & CEO Don Fritzinger. Fritzinger recently spoke with Editor Jenel Stelton-Holtmeier about the company’s approach to changing markets and M&A.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

MDM Market Leaders

MDM Interview: DSG’s Late Night Loyalty Advantage

This article is part of MDM's 2017 Distribution Trends Special Issue.

Customer satisfaction drives Dakota Supply Group. The Fargo, ND-based electrical, HVAC and plumbing distributor recently launched its After Hours Experts initiative to provide technical, service and sales support for customers beyond the routine Monday to Friday, 8-to-5 schedule. CEO Todd Kumm spoke with Associate Editor Eric Smith about how the company works to differentiate amid changing customer demands.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

MDM Market Leaders

Other Trends to Watch

This article is part of MDM's 2017 Distribution Trends Special Issue.

MDM identified a handful of other distribution trends to watch for the rest of 2017 and into next year. Look for stories on these and other topics relevant to the industry in future issues of MDM Premium and at mdm.com.

Other trends include:

The millennial effect
New wasy to approach training
Shifting the focus of delivery

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

June 25, 2017

Companies

3 Ways Amazon is Disrupting Distribution

This article is part of MDM's 2017 Distribution Trends Special Issue.

Amazon’s impact on e-commerce and delivery expectations in distribution is evident, but distributors and industry analysts have identified several other ways the online giant is disrupting the industry – online and off.

These include:

Extended credit terms
Marketplace selling
Price transparency

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.