Commentary: Time for a Reality Check - Modern Distribution Management

Commentary: Time for a Reality Check

Christmas product offerings in retail seemed to start one minute after Labor Day this year. Perhaps there’s a lesson for distributors here.


This is, in fact, time for a reality check on where your customers are headed next year, their key concerns, and what the changes in their world mean for your relationship. To start a list of questions for your team to ask, consider the first few articles in this issue.


The pace of M& A in wholesale distribution is likely to stay strong, as it has this year. If you consider the scenarios in your market, how vulnerable is your company to the possible combinations? What are your opportunities and first steps if a big deal drops into your neighborhood? It’s worth discussing so you can position to quickly take advantage of the volatility that might/could/will occur over the next 12-18 months.


MSC last week said private label, national accounts and vendor-managed programs are key to its strategy in the coming years. Do you know how important these cost-saving or service programs are to your key customers? Have you engaged enough to know if there are any shifts in corporate procurement strategies that will impact the locations you serve? Do you have enough documentation on a quarterly or semi-annual basis to prove the value of the product selection, solutions, services and stability you deliver?


What’s the most important thing you want to know from your most important customers that you don’t know right now? How do you get the answer? How much visibility do you really have into your key customers? Is it deep enough to stay ahead of their needs and grow their business with you? Hopefully you started a question list before Labor Day. Regardless, it might be prudent to check it twice.

Share this article

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

2

articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events

1

article
left

You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

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!