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Research & Analytics
Use Tech to Work Smarter, Not Harder

The distribution landscape has changed, but small businesses, particularly distributors, are still avoiding investment in new technology to adapt. This article examines the hurdles to investing in technology and how to strategically overcome them.

This article includes:

  • How tech investment leads to profitability
  • Mental hurdles of tech adoption
  • First steps to getting started with new technology

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  • Increase ROI from Existing Technology
  • Bring IT Out of the Shadows
  • Listen to Customers or Lose Them
Research & Analytics
Small Manufacturers Focus on Tactical Applications for Tech

Small manufacturers continue to be focused on using technology for tactical purposes rather than strategic, according to the Small Business Barometer 2016, a new report released by Exact and Pb7 Research.

This article includes:

  • Top challenges for small manufacturers
  • How technology can improve operational efficiencies
  • How changes to supply chain should change tech usage

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  • New Tech Disrupts Supply Chain
  • Bring IT Out of the Shadows
  • IoT Poised to Alter Supply Chain
Human Resources in Wholesale Distribution
Bring IT Out of the Shadows

Not enough distributors adequately prioritize their information technology departments, but doing so can give them a competitive advantage. This article shows how moving IT from the server room to the boardroom will help improve efficiencies, cut costs and grow the bottom line.

This article includes:

  • How to elevate IT’s presence within a company
  • Benefits of elevating the role of IT
  • Consequences of not valuing IT

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  • Increase ROI from Existing Technology
  • IoT Poised to Alter Supply Chain
  • Internet Redefines Competitive Landscape
Management
Commentary: Changing Channels Demand New Models

Distributors and manufacturers trying to address new challenges with the same set of tools that once worked are at risk of eroding profitability and weaker customer relationships.

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  • Chasing Profitability
  • 2016 Distribution Remodel: Refocus on the Core
  • Work ON Your Business, Not Just IN Your Business
Companies
Rethinking Rebates

Rebates play a critical role for the profitability of many distributors. But as the market changes, some manufacturers are rethinking how they incentivize their distributors. This article examines how rebates have shifted and how distributors may need to change their models to adapt.

This article includes:

  • How rebates have been used in the past
  • The future of rebates
  • How to be proactive about these changes

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  • Listen to Customers or Lose Them
  • A Growing Competitive Threat
  • The Evolving Role of Master Distributors
Companies
IoT Poised to Alter Supply Chain

Internet of things is a broad term for a network of connected devices that can automatically communicate with one another. The applications of this new technology are still in the early stages for distribution, but experts expect rapid growth in the next few years. This article examines some of the opportunities and challenges IoT introduces for the supply chain.

This article includes:

  • Connecting the supply chain
  • IoT opportunities for distributors & manufacturers
  • Concerns about IoT

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  • New Tech Disrupts Supply Chain
  • Integrated Supplys Next Phase
  • Supply Chain Sustainability Efforts Grow
Management
Commentary: Don’t Settle for Silver

Legacy and name recognition arent enough to take home the gold, only distributors that put the necessary work into their business will succeed.

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  • A Growing Competitive Threat
  • 2016 Distribution Remodel: Refocus on the Core
  • Work ON Your Business, Not Just IN Your Business
Companies
Industry Innovator: Leading from Online

The MDM Industry Innovator award recognizes an individual who is leading change in a changing industry, rather than letting the change lead them. This years winner is Jay Amstutz, president of Ohio Power Tool, Columbus, OH. Amstutz was selected for his approach of using online tools to help his local distribution company compete with larger players for sales and employees.

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Not a subscriber? Subscribe below or learn more. The full 2016 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.

Human Resources in Wholesale Distribution
Listen to Customers or Lose Them

Not enough distributors listen to their customers, and this is a problem in the era of the customer. With the rise of Amazon and other unknown disruptors possibly on the horizon, B2B companies must map their customers experience to uncover deficiencies and then work to solve them.

This article includes:

  • The new model of distribution
  • How to talk to your customers
  • Consequences of inaction

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  • Are You Really Customer-Centric?
  • Customer Engagement: Dont Be Amazon
  • 2015 State of Distributor Marketing: Effective Strategy Solves Challenges

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