After a slow finish to an otherwise-robust 2022, revenue growth continued to decelerate to start 2023.
Tom Gale and IRCG’s Mike Marks debrief from attending ISA23, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models.
This piece by Redwood Advisors lays out the first key step to optimizing your distribution sales force: best-in-class customer segmentation.
Katie Poehling Seymour might be the busiest executive in distribution, but she made time to discuss her path to leading family-owned First Supply and the progress on women’s representation in distribution.
It combines the No. 34 and No. 38 companies on MDM’s 2022 Top Industrial Distributors List. Mike Hockett dives into the details.
With volume moderating across most distribution sectors, Tom Gale and James Dorn discuss sell-side, buy-side and program improvements to protect and improve profit.
Rob Brice advises on how distributors and manufacturers can leverage digital tools to work faster and smarter by creating smart warehouses.
CEO Jeff Crane joins to discuss a year of change for ERIKS NA, which was divested from ERIKS NV in early 2022. We discuss ERIKS’ new-look leadership team, a recent acquisition and how the company...
Pete Eppele advises on how to re-consider cost-plus pricing models, examine customer-specific pricing and reduce over-discounting.
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.
Karthik Chidambaram explains what distributors can expect from integrating sales process automation and the risk of relying on old-school methods.
A trio of distribution executives with insights on M&A activity highlighted MDM’s March 2023 issue of Premium Monthly.
