Its an unsettling time for outside sales. Managing them through this time is critical for the future of your business. MDMs John Gunderson advises distributors leverage your relationships appropriately, focus on sales planning and forecasting, avoid panic pricing and consider whether or not sales promotions are in order.
4 Sales Planning Actions to Take Now to Strengthen Your Sales Teams Read More »
In a time when optimism and clarity are hard to come by, Im moved by how the fundamental value of distribution is in the right place, at the right time. At one level its about moving product, but its much deeper than that distributors keep the economy running.
Distributors Adapt Like Never Before Read More »
In a time when optimism and clarity are hard to come by, Im moved by how the fundamental value of distribution is in the right place, at the right time. At one level its about moving product, but its much deeper than that distributors keep the economy running.
Commentary: Distributors Adapt Like Never Before Read More »
In this second of our three-part conversation on innovation in distribution, J Schneider of strategy and consulting firm Dorn joins host Tom Gale to discuss what innovation looks like in 2020 for distributors and manufacturers. In this episode, we look at the ways smaller distributors often have an advantage to identify opportunities for innovation, the need to be selective in building manufacturer-distributor partnerships around a shared vision for innovation, and how to build a culture of innovation.
New MDM Podcast: The Value of Innovation, Part 2 Read More »
Managing your customers through this COVID-19 crisis to maximize their long-term loyalty and profitability includes several steps, such as incorporating your emerging channel strategies, aligning sales compensation with your priorities, developing product substitution groups and preventing over-ordering.
5 Rules for Growing Customer Loyalty in the Time of Coronavirus, part 2 Read More »
Much is being written about how to manage the supply chain threat of COVID-19. The problem is that virtually all of it focuses on disruption threats to inbound supply chains from suppliers. The equally important, longer-lasting challenge is managing your customers through the crisis period to maximize their long-term loyalty and profitability.
5 Rules for Growing Customer Loyalty in the Time of Coronavirus Read More »
The worldwide disruption caused by COVID-19 means distributors need to consider both short- and long-term action plans for your inventory and customer pricing programs. MDMs John Gunderson shares actions that are critical to helping your company anticipate customer needs.
6 Steps to Prep Your Company for Coming Coronavirus Disruptions Read More »
A potential customer who is already signed on with another distributor doesnt need your business but you can increase the chances that theyll want it. It starts with showing interest, says Channel Marketing Groups David Gordon.
How to Get Prospects to Want to Do Business with You Read More »
A major part of the equation that has built so many incredible ongoing success stories in distribution face-to-face communication and interaction has virtually overnight been removed from the table indefinitely. But the real strength has always been in the depth and quality of our personal relationships, writes MDMs Tom Gale. That won’t change.
Care, Communicate, Plan: Distribution Value Will Weather a Coronavirus Crisis Read More »
In a few short weeks coronavirus has dealt another blow to in-person meetings and personal relationship selling. But now is not the time to stop selling, argues MDMs John Gunderson. He frames the importance of continuity in your companys sales process in this time of crisis and thoughts on how to deepen the value those relationships have built over many years.
Support Your Customers: Don’t Stop Selling Because of Coronavirus Read More »
Insecurities about data quality, adequate budget, existing success and company bandwidth are common roadblocks to implementing a robust analytics program for distributors. ActVantages Senthil Gunasekaran analyzes the mindset behind these potential obstacles and what can happen when distributors work to move past them.
4 Analytics Challenges and How Distributors Can Overcome Them Read More »
Tariffs, commodity price increases and coronavirus COVID-19 are among the concerns causing a high level of supply chain disruption. MDMs John Gunderson and Derek Green share their go-to action items to ease the uncertainty.
6 Quick Fixes to Mitigate Your Supply Chain Risk Read More »
The title of MDMs newest award is actually a bit of a misnomer. The Future Leader Award implies the recipients will be leading at some indeterminate time beyond the present. But what we found from all nine of our 2020 honorees is that each is making a tangible impact right now, not only on their company and colleagues but also throughout the wider industry.
The Future of Distribution is Happening Right Now Read More »
From how the threat of coronavirus COVID-19 might influence supply chains to insider insights on getting the most from digital platforms, MDM readers cast a wide net for industry wisdom during the month.
Viral Threats & Digital Opportunities: MDM’s Most-Read Blogs of February Read More »
Wholesale distribution, along with arts and entertainment, financial services and retail trade, slowed hiring efforts in January, according to a February report from the CBIZ Small Business Employment Index. Overall, the numbers for companies with 300 or fewer employees showed improvement over December statistics.
As Small Business Hiring Booms, Distributors Sit on the Sidelines Read More »
Robust PIM solutions can streamline the source of product data and all digital assets, positioning distributors to make the most of your unique value proposition by improving customer engagement, automating operational processes and swiftly executing a new value chain.
How to Get the Most Out of Your PIM Platform Read More »
There are key responses distributors can take to address issues that arise from blindly following a competitors lead, giving all customers equal service, allowing technology to paralyze you, making the wrong software decision, missing changes in your customer base, taking on mediocre business and becoming complacent about competitor capabilities.
7 Supply Chain Dangers for Distributors to Avoid Read More »
AI will not create another new sales channel for distributors, but will radically improve the performance of existing channels to exponentially increase profitability over time. While Data Network Effects have been great for companies in other spaces, they promise to be truly game-changing for distributors, says Proton.ais Benj Cohen.
AI is the First Technology to Create Exponential Value for Distributors Read More »
Motivators to change come from three categories: competitive environment motivators, external environment motivators and internal environment motivators. Consultant Mike Vitale explains how identifying these origins can help distributors to choose the most effective path toward business transformation.
How to Determine the Most Impactful Changes You Can Make to Your Business Read More »
Todays business environment creates an imperative for change. But what exactly should you change in your business? Nothing, everything, something? Changing your distribution business is expensive and disruptive, and can be catastrophic if not properly planned and executed.
What to Do When Your Business Environment Changes Read More »
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