Subscriber Only Archives - Page 5 of 452 - Modern Distribution Management

Log In

Search

Latest In Subscriber Only
Management
Commentary: The Trouble with Rebates

Rebate structures are still driving dysfunctional behavior, making distributors vulnerable. The article addresses how today's rebate structures make individual companies, and in most cases entire channels, more vulnerable in current market conditions.

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:

  • Who's My Coach? The Changing Role of Sales Managers
  • Interview: Operations as a 'Lever for Innovation'
  • U.S. Economy: Out of 'Surviving' and on to 'Thriving'
Management
MDM Interview: Operations as a ‘Lever for Innovation’

Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.

This article includes:

  • How to change the decisions made in your company
  • Why to change those decisions
  • Innovative operations strategies for better management and return

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:

  • Commentary: The Trouble with Rebates
  • Who's My Coach? The Changing Role of Sales Managers
  • U.S. Economy: Out of 'Surviving' and on to 'Thriving'
Economic Trends
U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’

The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment than just a few months ago.

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:

  • Commentary: The Trouble with Rebates
  • Who's My Coach? The Changing Role of Sales Managers
  • U.S. Economy: Out of 'Surviving' and on to 'Thriving'
4416Cover
Full Issue PDF
Download this Issue in PDF: August 25, 2014

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • The Changing Role of the Sales Manager
  • Commentary: The Trouble with Rebates
  • Interview: Operations as a ‘Lever for Innovation;
  • U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’
  • MDM Industrial Inflation Index: July 2014
  • Monthly Wholesale Trade Data: June 2014
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

Companies
Commentary: The Changing Role of the Distributor

Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations.

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:

  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel
Economic Trends
MDM Industrial Inflation Index: June 2014

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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:

  • MDM 2Q14 Pricing Trends Report
  • MDM/Baird Survey: Distributors See Measured Growth in 2Q
  • The State of Analytics in Distribution
4415Cover
Full Issue PDF
Download this Issue in PDF: August 10, 2014

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Making Money with Small Customers: Cost-Effective Channel Alignment
  • Commentary: The Changing Role of the Distributor
  • The Changing Role of Sales Personnel
  • Differentiate to Combat Disintermediation
  • MDM Industrial Inflation Index: June 2014
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

2014trends-slider
eCommerce
Top 10 Distribution Trends to Watch in 2014

The year 2013 was a mixed bag. Some distributors saw growth, but many saw less growth than they expected. It was a year of finally looking forward – reluctantly in some cases – to growth-inspired initiatives rather than efficiency-driven initiatives. Though lean operations were still top-of-mind for many and will continue to be important, interest seems to have increased in tools that would allow distributors to be more proactive in reaching the right customers in different ways: e-commerce, CRM and more.

This article, based on interviews with distributors and manufacturers and the 2013 MDM Industry Outlook Survey, outlines and analyzes key trends and issues affecting how distributors will do business in 2014.

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:

  • Conflict Minerals Rule Has Unexpected Consequences for Distributors
  • Bridging the Value Gap
  • Amazon & Googles B-to-B Play
Research & Analytics
Commentary: The Year That Will Be

As 2013 comes to a close, Publisher Tom Gale's perspective shares his bold predictions for how 2014 will shape up to be a year filled with great opportunity.

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:

  • MDM Interview with Guy Blissett: Uncertainty + Change = Opportunity?
  • Where Managers Blunder
  • How Distributors Say They Measure Up to the Competition
Economic Trends
Forecast: Manufacturing Growth Expected

Economic growth in the U.S. will continue in 2014, say the nation’s purchasing and supply management executives in their December 2013 Semiannual Economic Forecast. Expectations are for a continuation of the economic recovery that began in mid-2009, as indicated in the monthly Institute for Supply Management’s Report on Business.

This article includes:

  • An overview of key indicators in the manufacturing sector
  • An overview of key indicators in the non-manufacturing sector
  • Outlook for 2014

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:

  • MDM Interview: Countering Price Pressure in Distribution
  • Go or No Go: The Value of Due Diligence
  • MDM Interview: Redefining Competitive Advantage

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!