Management Archives - Page 37 of 62 - Modern Distribution Management

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Management
Building on Already Profitable Business

In his book Islands of Profit in a Sea of Red Ink, MIT Senior Lecturer Jonathan Byrnes says that most of a distributor’s customers are unprofitable while a few are so profitable that they more than subsidize those losses. In the recent MDM Webcast, How to Secure and Grow Your Islands of Profit Customers, Byrnes shares new tips for identifying and growing business with your most profitable customers and replicating that success with new customers.

This article includes:

  • A look at how profitability has changed in distribution
  • What is negatively impacting profitability in today's market
  • How to identify & overcome the challenges to profitability

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  • Don't Be Everything to Everyone
  • 5 Building Blocks for Managing Profit
  • Four Barriers to Distributor Profitability
Management
Commentary: Lessons from the New Normal

You can’t open a paper or go to a conference without hearing a reference to the “new normal,” but the new normal is sometimes difficult to define. What does it mean for the future of distribution?

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  • Amazon & Google's B-to-B Play
  • Challenge Assumptions to Uncover New Opportunities
  • Interview: Avnet's Vallee Reflects on Changes in the Industry
Univar
Chemicals & Plastics Distribution
MDM Interview: Univar Balances Global, Local Markets

A global business requires the flexibility to respond to regional needs while acting as a unified company – all in an effort to serve the customer. Associate Editor Jenel Stelton-Holtmeier spoke with Erik Fyrwald, president and CEO of Univar, about how the chemistry distributor builds on its global expertise while maintaining a focus on the differences in each of its markets.

This article includes:

  • The challenge of bringing global strategies into unique markets
  • The benefits of being owned by private equity
  • Growth opportunities for the distributor & why it is focused on fracking

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  • The Ongoing Shale Gas Opportunity
  • Interview: Redefining Competitive Advantage
  • Global Markets Are Not Just for Large Companies Anymore
Management
Commentary: Slowing Down to Grow Fast

Today it is easier to monitor financial metrics with better technology tools, but you have to understand, commit and prioritize the key drivers for your company."You're better off slowing down and capturing expense dollars you're losing than flying too high, too fast."

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  • Survey: Distributors 'Shake Off the Dust'
  • Distributor Collaborations Add Value, Build Local Influence
  • Commentary: Better Questions, Simple Analytics

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