Consultant Mike Marks talks culture as the critical differentiator in periods of uncertainty, and the shift from command-and-control leadership.
As Benj Cohen explains, these two sides have different environments, challenges and approaches.
We discuss the ins and outs of distributor category management with former MSC Industrial Supply veteran Steve Gettleman, who had advice for how distributors of all kinds can leverage a formal program.
Distribution consultant Brent Grover joins MDM’s Tom Gale to discuss customer immersion as a best practice for developing breakthrough products and services, and distribution’s M&A landscape.
Customers experiencing price increase fatigue are looking for ways to reduce operational costs. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
Great ideas sometimes turn into train wrecks, and no company bats 100% when it comes to initiatives. Mike Marks outlines strategies for minimizing damage and creating best possible outcomes.
Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.
The world’s largest trial of the four-day work week drew rave reviews from companies that participated. Could the distribution industry benefit from such a change?
Sikich director Jeremy Centner discusses a range of topics that distribution execs should pay attention to in 2023, including cybersecurity, employee productivity and omnichannel.
Rather than scaling back the role of sales reps in the age of self-service, Kevin McGirl advises on how distributors can update their image in the buyer’s mind.
