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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

 

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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.

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.

data-changing-channels
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.

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

 

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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.

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.

Management
MDM Interview: Behind Avnet’s Rebranding Campaign

Avnet recently launched a rebranding campaign with a new logo, color scheme, website and tagline – “Reach Further” – with the goal of creating a unified message that “symbolizes growth and possibility.” Associate Editor Eric Smith spoke with Avnet CEO Bill Amelio about how the rebranding campaign aligns with the company’s recent moves and industry trends.

This article includes:

  • An overview of Avnet's rebranding campaign
  • How the company is adapting and innovating as technology changes
  • The future of the electronics industry

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • The Evolving Role of Master Distributors
  • A Growing Competitive Threat
  • MDM Interview: Winsupply’s Winning Formula

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