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This free PDF, sponsored by Epicor, is a compilation of MDM's top distributor lists for 14 sectors. The online version of MDM’s Market Leaders lists are available at www.mdm.com/marketleaders.
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The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Abrasives in the U.S., plus the top end users by 6-digit NAICS.
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Project selling – an area where there is room for simple, high-value improvements – stands out as one of the most critical and lucrative ways a distributor can create a value-added service component. Here’s a primer on how to develop project selling as a competitive moat and some important keys to success.
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In part 1 of this MDM exclusive interview, Prentis Wilson, Vice President of Amazon Business, shared his thoughts on the value proposition of Amazon Business, its current focus and the polarized view many distributors and suppliers have for the company’s market position. In part 2, he discusses ways Amazon is appl;ying technology to streamline the procurement process for customers. A complete version of this interview is available on MDM’s new podcast series, Disrupting Distribution (see end of this article for how to subscribe to MDM’s podcast programs).
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Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.
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In part 1 of this MDM exclusive interview, Prentis Wilson, Vice President of Amazon Business, shares his thoughts on the value proposition of Amazon Business, its current focus and the polarized view many distributors and suppliers have for the company’s market position. A complete version of this interview will be available on MDM’s new podcast series, Disrupting Distribution.
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The prevalence of counterfeit products has grown in recent years, as the Internet and a global marketplace have increased their accessibility. The impact goes beyond financial. In several sectors, serious safety risks come with counterfeit goods. This article examines the scope of the problem, as well as how distributors and manufacturers can work together to combat it.
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Evan Rosen’s latest book, The Bounty Effect: 7 Steps to the Culture of Collaboration,addresses how companies can build an internal culture of collaboration, moving away from the traditional command-and-control setup to a collaborative approach to effectively compete in rapidly changing market.
In this interview, Rosen talks about:
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As customers’ buying behaviors change, so too must distributors’ selling priorities. Mike Marks and Steve Deist of Indian River Consulting Group say that despite the challenges, radically re-organizing sales structure can create higher customer value and switching costs while improving margins.
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Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.
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The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment than just a few months ago.
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With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today's ever-changing environment.
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Fear of disintermediation, or manufacturers bypassing distributors to sell directly to end customers, has grown in recent years, with increased adoption of e-commerce making such a move appear more feasible than in the past. As a result, distributors are faced with an increased need to prove their value to both manufacturers and customers or risk being viewed as simply an added cost in the chain.
This article examines the role distributors play in the supply chain and how they can approach the challenge of proving value to fight the threat of disintermediation, including results from MDMs survey on disintermediation, conducted in partnership with Grant Thornton.
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There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. In this article, Jonathan Bein of Real Results Marketing provides an overview of how realigning sales channels can help distributors benefit from these small customers.
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Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations.
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Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.
This index includes:
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Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of about 500 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. This article provides a summary of second-quarter results and distributor and manufacturer expectations for 2014.
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Sales and inventories data for wholesaler-distributors in May 2014.
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This report was formerly called the Inflation by Commodity Group Report.
This report is researched and produced by MDM editors. View the First Quarter 2014 here.
These product groups provide a snapshot of inflation trends based on the Producer Price Index from the U.S. Bureau of Labor Statistics. Second quarter 2013 pricing levels are compared with second quarter 2014 and first quarter 2014 with second quarter 2014.
To view this report, log-in and click on Download pdf below the product listing.
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Industrial
Construction
Electrical
Other Related Electrical
Power Transmission/Bearing
Fluid Power
Plastics
Fasteners
Hardware
Tools
Gases/Welding
Paper
HVACR/Plumbing
To view this report, log-in and click on Download pdf below the product listing.
There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are served can result in a significant improvement to the bottom line.
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Every year about this time we release our annual Wholesale Distribution Economic Trends Report and also produce a Mid-Year Economic Update Webcast. We may be far from the good old days, but most distributors I talk with are more than OK with 2014 so far.
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Successfully measuring customer satisfaction can improve the customer-distributor relationship. This article examines some of the most popular metrics and discusses how to develop a strong customer feedback program that can help improve the customer relationship.
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The wholesale distribution industry continues to grow faster than the rest of the economy, and there are signs that this positive trend will continue, according to Economist Bridget Strand. Strand joined Tom Gale, president of Industrial Market Information, and Ranga Bodla, director of industry marketing for NetSuite, for the 2014 Mid-Year Economic Update.
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