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            State of Distributor Marketing, Pt. 2: How to Articulate Your Real Value Through Marketing

            State of Distributor Marketing
            Tunnel vision around the importance of logistical capabilities and low price to customers may be keeping distributors from promoting the real benefits many say are important to their value propositions, including helping the end customer to reduce cost and decrease equipment failure.Subscribers should log...
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          • 7 Ways for Distributors to Start the Year Off Strong

            Expect more chaos, disruption and unplanned volatility in 2020, but it is possible to turn that urgency into opportunity.

          • Why Distributors are Revamping Their Sales Coverage Plans

            Customers now prioritize digital channels over account manager relationships — hear from distributors who are changing their business models to succeed in this new reality.

          • Accountability Helps Strengthen New-Year Resolve

            At MDM, we’re strengthening our commitment to helping you with your goals by ensuring every type of content we deliver to you — be it through our articles, blogs, webcasts, special reports, podcasts, events ...

          • December’s Top Blogs Reveal How Market Changes Could Affect Distribution

            MDM most-read blogs from the past month.
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          Current Premium Newsletter

          • Download this Issue as a PDF: January 10, 2020

            January 10, 2020
            This is the PDF of this issue of Modern Distribution Management.Are you a subscriber? Simply log-in to view this issue.
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          • Cyberthreats Trending in 2020: 6 Steps to Manage the Risk

            January 10, 2020
            When setting priorities for the new year, consider incorporating cybersecurity predictions for 2020 into your overall business planning.Subscribers should log-in to read this article.
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          • Commentary: Accountability Helps Strengthen New-Year Resolve

            January 10, 2020
            At MDM, we’re strengthening our commitment to helping you with your goals by ensuring every type of content we deliver to you — be it through our articles, blogs, webcasts, special reports, podcasts, events or our new spotlight videos — answers for you, up front, this cri...
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          • State of Distributor Marketing, Pt. 2: How to Articulate Your Real Value Through Marketing

            January 10, 2020
            Tunnel vision around the importance of logistical capabilities and low price to customers may be keeping distributors from promoting the real benefits many say are important to their value propositions, including helping the end customer to reduce cost and decrease equipm...
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          Most Read

          • The Path to Distribution Growth Has Changed

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          Upcoming Events

          • 16Jan

            The 2020 Annual Distribution Industry Outlook

          • 11May

            Sales GPS 2020: Live Event in Chicago

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          • Ep 11: Better Prospecting - A Case Study in Sales Micro-Training

            Matt McCorkle, Manager of U.S. Branch Operations, Kaeser Compressors, discusses how he used a combination of conventional and micro- sales training methods to build a culture of prospecting.
            September 23, 2019

          • Ep 10: Interview with Justin King, B2X Partners

            June 11, 2019: Justin King of B2X Partners talks about how change management is one of the biggest challenges of any digital transformation project and the critical need to build digital experiences that are customer-first oriented. He also addresses how to leverage the knowledge and expertise in an organization to create better online experiences that drive revenue.
            September 23, 2019

          • Ep 9: Interview Mark Dancer, Channel Innovation

            May 20, 2019: Mark Dancer of the Network for Channel Innovation talks with Tom Gale about the challenges distributors are addressing as they undertake digital transformation programs. As author of the upcoming edition of the Facing the Forces of Change report series published by the National Association of Wholesaler-Distributors, Mark has been in research mode for more than a year and shares some that insight in this edition.
            September 23, 2019

          • Ep 8: Interview with Michael DeCata, Lawson Products

            April 21, 2019: Update on Lawson's transformation journey. Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata gives MDM's Tom Gale a progress report on the company's service-intensive approach and talks about its SAP implementation, salesforce transformation and its unique go-to-market model.
            September 23, 2019

          • Ep 7: Interview with Kirk Zehnder

            Episode 7: Interview with Kirk Zehnder, CEO of Earnest MachineThis 72-year-old fastener distribution company out of Cleveland disrupted its outside sales model, creating a team-based sales department structure that had an immediate impact on culture and revenue.
            September 23, 2019
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            Mining the Gold in Distribution Data

            Managing data in more effective ways can yield dramatic financial results. Download and follow along with John Gunderson and Tom Gale as they outline the most common challenges and address ways to overcome them. Our discussion will combine MDM’s latest research on best practices in data management t...

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          • Tariffs Bring Administrative Burdens for Distributors

            Economic Trends
            Fluctuating prices from hundreds of vendors, customers who want to be kept in the loop as to the source of price increases and signs of a potential market slow do...

          • MDM-Baird Distribution Survey: Growth Slows While Pricing Holds Steady

            Distribution Trends
            Latest Baird survey finds aggregate revenue growth up 3.2%, a deceleration of 90 basis points compared to last quarter. Despite the softening, industry leaders re...

          • Digital Disrupters Create Shifts in 2019 Top Industrial Distributors List

            Tom Gale
            Distinct niches served by strong value propositions developed over decades have created a lot of value — and revenue — that digital can’t displace.Subscribers sh...

          Products

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            2019 Economic Benchmarks for Wholesale Distribution

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            What Customers Want - 2nd Edition: A Distributor's Guide to Customer Buying & Shopping Preferences

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            2018 Competitive Landscape for Wholesale Distribution

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          Directories

          Investment Banks In Distribution

          • Baird

            Baird is a leading middle-market focused investment bank serving the M&A, equity financing and debt advisory ne...
            Baird

          2019 Top Industrial Distributors

          • 01. Ferguson Enterprises - Top Industrial Distributors

            Ferguson Enterprises made the 2019 list of top industrial distributors. View the company profile & compare rankings w...
            Ferguson
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          MDM Analytics profiles end-user demand in North America for industrial and construction products. This information helps manufacturers and distributors reach their full market potential by targeting high-potential customers, products and markets. Learn more below about how our data and services will help you move the needle and expand into markets.
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