Insights
If a Product Launches in Distribution and No One Notices, Did It Even Happen?
Most new products don’t fail because they’re bad—they fail because they’re ignored. Learn the six proven strategies top manufacturers use to maximize ROI, drive distributor adoption, and make new product launches impossible to overlook.
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Rethinking B2B Go-To-Market Strategy and Resource Allocation
You need a go-to-market strategy to successfully bring in repeated and dependable business. To create this plan, distributors have different teams in charge of [...]
If Distributors No Longer Control The B2B Buying Process, Then Who Does?
https://youtu.be/F2MEg4GewHU The 'Distribution Monarchy' is dead. Meet the new boss in the industrial supply channel buying process. Hint: It's neither the supplier, nor the [...]
B2B Suppliers Don’t Need Point-Of-Sale Data To Grow Market Share
https://youtu.be/ur1wDJH7I9Y 9 out of 10 manufacturers want access to more point-of-sale data. But who needs POS when you've got market intelligence? Watch James Dorn [...]
Reshoring/Nearshoring Impacts for Industrial Distribution
James Dorn joins Tom Gale on The MDM Podcast to discuss ‘shoring’ opportunities and strategic implications for distributors. We’re moving from digital defining seamless [...]
2 Ways to Minimize Risk Through Inventory Management in 2023
https://youtu.be/BXsCgKoF4NE A perfect storm of negative market factors is brewing. Watch distribution veteran John Gunderson and James Dorn discuss the inventory management metrics that [...]
Top 5 Strategic Planning Areas B2B Distributors Should Care About
https://youtu.be/u8KTB_xAK9w A lot of distributors are re-thinking their strategic plan from the ground-up. Watch James and J talk about the 5 things they should [...]
The Benefits of B2B Voice of Audience Research
https://youtu.be/ooDf-362cAU Is your company betting on random anecdotal feedback to make big decisions? When done right, voice of audience research provides the solid foundation [...]
Is The Gap Between Customer Service and Customer Experience Limiting Your Market Share?
IIs customer loyalty dead? Is there any way for manufacturers and distributors to win the loyalty of their customers? Or are there simply too [...]
Building Better Customer Moats: How Channel Partner Collaboration Can Increase Loyalty and Share-of-Wallet
In today's fast-paced and ever-changing business environment, distributors and manufacturers must understand their customers and their needs to create a defensible market position. To [...]
Fact or Fiction? Suppliers Are Providing Distributors More Value Today Than 5 Years Ago
Are suppliers really providing distributors with more value today than they were five years ago? We’ve heard people talking about this topic, so let’s [...]
B2B Customer Interactions Are Down 40%. It’s Not Just You.
https://youtu.be/R6rzVBpInmA The challenges distributors are facing as they head into 2023 are too numerous to count. Watch James Dorn and J Schneider break down [...]
Effective Inventory Management Requires Short and Long-Term Attack Plans
This article was originally published by Modern Distribution Management (MDM) and is used here with permission. For more than 50 years MDM has provided industry [...]
Your Customers Have Already Reset Distribution’s Value in the Channel
This article was originally published by Modern Distribution Management (MDM) and is used here with permission. For more than 50 years MDM has provided industry [...]
Taking Unfair Share in 2023 with improved Distributor-Manufacturer Analytic Partnerships
This article was originally published by Modern Distribution Management (MDM) and is used here with permission. For more than 50 years MDM has provided industry [...]
It’s Time to Make Strategic Business Agreements More Strategic
This article was originally published by Modern Distribution Management (MDM) and is used here with permission. For more than 50 years MDM has provided industry [...]
Is The Self-Service Customer Choosing Your Brand?
https://youtu.be/cyPri5xxlgI More industrial manufacturers and distributors are enabling end-users with self-serve programs like onsite vending, digital ordering, EDI, and online product training to grow [...]
What Manufacturers Can Learn from Fastenal’s Go-To-Market Strategy
This article was reprinted with permission from Modern Distribution Management (MDM) from their MDM Premium Content. It is a great publication and we highly [...]
Direct Selling: Manufacturers, Meet Your New Customer
https://vimeo.com/645308504 The answer to selling direct without jeopardizing growth among your existing distributors is understanding what the end-user wants and developing an evolutionary strategy [...]