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Data & Analytics
How to Grow a Profit Analytics Culture

Analytics-driven operations can deliver staggering profit gains, but it takes a visionary leader who won’t accept a company’s current limited analytical expertise. In this article the author, who will outline these concepts at MDM’s Pricing & Profitability Summit, www.pnp.com, Apr. 15-17, argues that distributors can shift from a revenue-share mindset to a profit-share mindset by zeroing in on three key metrics: gross profit, cost-to-serve and net before compensation. It also outlines how the concepts of line-item profit analytics and quantum costing can create an effective analytics environment. This article is an excerpt from a chapter in A Distributor’s Guide to Analytics, a book published by MDM.

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Data & Analytics
State of Distributor Marketing, Pt. 2: Right People, Right Message

In Part 1 of this series, we presented the results of an MDM survey about distributor marketing, focusing on the level of success they are currently having in their marketing efforts and to what extent they are deploying the various kinds of marketing vehicle (SEO, social media, e-mail, print and telemarketing). The overall trend we identified is that while distributors are slowly getting better at marketing, only a small portion (6 percent) can be classified as high performers. In Part 2 of the series, we explore two areas that distributors must improve on if they are to join that 6 percent and reap first-mover benefits.

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Data & Analytics
Move to Digital Continues

The 2018 State of Distributor Marketing examines how distributors perceive the features and benefits they offer customers. This joint survey between MDM-Real Results Marketing reveals that distributors are increasingly relying on search marketing instead of email marketing. This article examines how distributors across sectors approach marketing, what they consider the most effective channels to be and the frequency with which they conduct their different marketing vehicles.

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Data & Analytics
Commentary: Key Growth Drivers for 2019

Most companies in this third quarter have spent time translating strategy into a 2019 business plan. We receive a lot of inquiries about where the winds are blowing the tea leaves as planning teams develop growth strategies for the coming year.

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Data & Analytics
Commentary: Mind the Gap

Analytics in the distribution industry are at an early stage and yet more accessible to management teams than ever. Some distributors will leverage these new tools more effectively than their competitors to open a gap; others will wonder why they are losing share in increasingly disruptive markets.

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Data & Analytics
We’re in A Period of Disruption

In a wide-ranging podcast interview with MDM, Brent Grover, bestselling author of The Little Black Book of Strategic Planning for Distributors, addressed the current market for sales and acquisitions as well as factors that could soon cause disruption. He shared advice on how to maintain relevancy and the best ways for distributors to position their firms for long-term success. Here are the highlights.

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Data & Analytics
Closing the Data Analytics Gap

As top distributors become more proficient with data analysis, others are falling behind, creating a critical gap in competitive business intelligence. Four of the speakers at MDM’s upcoming Analytics Summit share their recommendations here for optimizing data analytics across a range of business operations.

This article includes:

  • The Will to Do It
  • Why It's Been Lacking
  • Spreading the Knowledge

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