MDM’s Tom Gale and IRCG’s Mike Marks discuss three things — talent inertia, artificial intelligence and culture — that are defining the competitive landscape of 2023.
QuickTake: Three Gap-Makers in 2023 Read More »
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
How to Reset Your Sales Compensation Plan in the New Year Read More »
The news has mostly been good since our last update on the reports affecting wholesale distribution, manufacturing and the overall economy, but as coronavirus cases rise, so do fears of a so-called “COVID-19 cliff.”
Is a Grim Winter Coming? Read More »
Excluding an outlier, the overall sales change is still positive but at 1.3%.
IRCG Weekly Pandemic Revenue Index Shows 6.8% Increase Read More »
Redesign to create role specialization within the organization, invest in digital tools, separate market-making from market-serving activities and create a clear value proposition.
4 Steps to Take Now That Can Lower Selling Costs Read More »
How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.
Minimum Order Size: Is It the Right Move for You? Read More »
Bloggers answer distributor questions on how to manage COVID-19-induced business changes.
How to Transform Your Business During a Pandemic: MDM’s Top Blogs of July Read More »
Mine existing accounts, focus on empathy and serve customers the way they want to be served.
The Skills That Will Strengthen Your Sales Team’s Remote Selling Style Read More »
First PRI increase in more than a month likely tied to calendar anomaly, but any weekly improvement is a good sign for distribution industry.
IRCG Weekly Pandemic Revenue Index Shows 11.7% Increase Read More »
The 11.4% decline is the third in a row after a rare uptick in late May, according to the latest PRI from Indian River Consulting Group.
IRCG’s Weekly Pandemic Revenue Index Continues to Slide Read More »
Indian River Consulting Group’s (IRCG) weekly Pandemic Revenue Index for the work week of June 15-19 indicated an 5.7% decrease compared with the same week a year ago. Source: IRCG.com The index is still showing sales volatility among the distributors participating in the index, though the decline moderated from the previous week. “It appears
IRCG’s Weekly Pandemic Revenue Index Declines Again Read More »
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