As Benj Cohen explains, these two sides have different environments, challenges and approaches.
Latest In Strategy
Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.
The proposed rule would expand federal purchasing recommendations across existing and new-purchase categories in healthcare, laboratories, professional services, foodservice, uniforms and clothing.
We discuss the ins and outs of distributor category management with former MSC Industrial Supply veteran Steve Gettleman, who had advice for how distributors of all kinds can leverage a formal program.
Distribution consultant Brent Grover joins MDM’s Tom Gale to discuss customer immersion as a best practice for developing breakthrough products and services, and distribution’s M&A landscape.
Scott Schuenke discusses Sonepar North America’s growth, evolution and innovation during his 16 years with the company, which culminate with his retirement this month as VP of Strategic Development.
Once you establish goals for your customized incentive program and become familiar with its analytics output, budgeting is the next key component.
Customers experiencing price increase fatigue are looking for ways to reduce operational costs. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
With volume moderating across most distribution sectors, Tom Gale and James Dorn discuss sell-side, buy-side and program improvements to protect and improve profit.
The distribution industry faces unique challenges, but businesses are approaching them with innovative strategies applied through the modern business management technology.
Great ideas sometimes turn into train wrecks, and no company bats 100% when it comes to initiatives. Mike Marks outlines strategies for minimizing damage and creating best possible outcomes.
Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.
Mike Hockett analyzes value-creation advice for acquisition-interested distributors shared in an MDM M&A Summit session.
The world’s largest trial of the four-day work week drew rave reviews from companies that participated. Could the distribution industry benefit from such a change?
The company’s Board of Directors has appointed John McNeill as Chief Executive Officer, according to a March 1 announcement.
Sikich director Jeremy Centner discusses a range of topics that distribution execs should pay attention to in 2023, including cybersecurity, employee productivity and omnichannel.
Lincoln Smith discusses how incentive programs can help lower your cost to serve amid a nationwide labor shortage.
Rather than scaling back the role of sales reps in the age of self-service, Kevin McGirl advises on how distributors can update their image in the buyer's mind.
