We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
If There is Any Time to Re-Examine Long-Held Beliefs, It Is Now Read More »
Where did distributor revenues land in the third quarter? What’s the outlook for 4Q and beyond? We answer those questions and more in this preview of the latest MDM-Baird Distribution Survey — and the results might surprise you.
Sneak Peek at 3Q Distribution Survey Results Read More »
Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.
3 Distribution Sales Compensation Lessons From COVID-19 Read More »
John Caplan, the president of North America and Europe for Alibaba.com., says that digital trade shows are one virtual event that could be here to stay even when we’ve moved past the COVID-19 crisis.
Are Virtual Trade Shows & Conferences Here to Stay? Read More »
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Let Go of Decades-Old Sales Operation Assumptions Read More »
The news of out the White House that President Trump tested positive for COVID-19 — on the first day of the fourth quarter, no less — rattled the market and served as a potential blow to the rebounding economy. What else is in store for the last three months of 2020?
Fourth Quarter Off to Rocky Start Read More »
Another month of the U.S. economy muddling through the COVID-19 crisis, another period of distribution M&A showing signs of returning to normal, beginning with a big announcement from Lawson Products.
September M&A Roundup: Lawson’s Latest Move Kicks Off Solid Month Read More »
MDM’s most-read blogs of September 2020 center around capitalizing on ways to enhance your distribution business.
Business Improvement Tactics: MDM’s Top Blogs of September Read More »
After pausing M&A activity back in March due to COVID-19, Ferguson says it has some deals in the pipeline, so it’s only a matter of time before the distributor again starts growing through acquisition.
Is Ferguson Finally Back in Acquisition Mode? 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 »
From protecting their employees in the workplace and using this time to plan for the future to maintaining a strong culture and positive morale, PathGuide Technologies’s Eric Allais addresses themes emerging from the pandemic.
The Great Pandemic Paradigm Shift Read More »
Directly addressing the pain points customers are facing will let them know you are here to help.
Pump Up the Empathy, Get Customers’ Attention Read More »
The start of fall has brought some familiar rhythms to the latest batch of economic reports — some good, some bad — and this balance has a familiar feel for wholesale distributors.
Is It Back to ‘Business as Usual’ for the Economy? Read More »
It all starts with your website — but it doesn’t end there. B2B online marketing strategist Bob DeStefano shares how distributors can make the most of your small business online.
5 Ways Smaller Distributors Can Compete with the E-Commerce Giants Read More »
Improve efficiencies, reduce overhead and get paid faster with these eight ways to overhaul your accounts receivable (AR) process — which is always critical but especially so now.
8 Strategies to Enhance Your AR Process Read More »
The nomination period is now open for the second annual MDM Future Leader awards, recognizing top young talent.
Nominations Now Open for MDM’s 2021 Future Leaders Read More »
On MDM’s most recent webcast, Stellar Industrial Supply President and CEO John Wiborg outlined the importance of investing in a strong culture before exploring new technologies.
The Perks of Investing in Culture First Read More »
After strategy and tactics building comes the critical stage of implementing a sales performance transformation. SPARXiQ’s Mike Kunkle breaks down how to make it happen.
6 Steps for Distributors to Execute a Sales Transformation Plan Read More »
Distributors who have developed these qualities and built resilience into their organization are ready to adapt their strategy for the next normal.
The 8 Traits of Resilient Distributors Read More »
A timely January implementation put the Midwest distributor in position to cut costs, reduce manual work and increase value-added services for customers just as COVID-19 hit.
How a Cloud-Based ERP is Moving Distributor George E. Booth Forward Read More »
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