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Human Resources in Wholesale Distribution
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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

 

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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.

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sales-model-lone-wolf
Companies
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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.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
MDM Market Leaders
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Other Trends to Watch

This article is part of MDM's 2017 Distribution Trends Special Issue.

MDM identified a handful of other distribution trends to watch for the rest of 2017 and into next year. Look for stories on these and other topics relevant to the industry in future issues of MDM Premium and at mdm.com.

Other trends include:

  • The millennial effect
  • New wasy to approach training
  • Shifting the focus of delivery

 

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.

To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
Selling-to-next-Generation
Free
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Selling to the Next Generation

You may have tailored your office culture and training processes to accommodate more millennials in the workplace, but have you considered how you’re selling to the next generation? More millennials are in B2B buying positions, and they shop and buy differently than preceding generations. This article examines those changes and how to adjust to meet these new demands.

This article includes:

  • How to identify your customer demographics
  • How to shift your sales approach
  • Why hiring millennials helps you to reach them

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

  • How to Navigate Key HR Issues in 2017
  • A Growing Competitive Threat
  • MDM Interview: Winsupply’s Winning Formula
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2017-Dist-Qtly-Survey
Quarterly MDM-Baird Distribution Survey
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MDM-Baird Distribution Survey: Revenues Slump; Enthusiasm Rules

Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 500 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of fourth-quarter 2016 results and distributor and manufacturer expectations for 2017.

This article includes:

  • Revenue, inventory and pricing expectations
  • Sector breakdown
  • Analysis of trends affecting sales and operating performance

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:

  • Top Trends for 2017
  • 4Q2016 Financial Metrics & Trading Multiples
  • Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.

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