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 leading content for B2B Manufacturers and Distributors. We highly recommend becoming an MDM Premium subscriber. Demonstrating unique value has never been more difficult for distributors and manufacturers. The channel is changing and in need of new infrastructure.    Recently, we had a manufacturing executive pose an interesting problem and question for our consideration. She talked about how it is so much more difficult to get meaningful time with end [...]

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 leading content for B2B Manufacturers and Distributors. We highly recommend becoming an MDM Premium subscriber. In my career as a distributor leader negotiating our annual agreements and getting ready for Annual Distributor-Manufacturer Planning meetings took a lot of effort. It was a season with feelings that often ranged from pure excitement to occasional dread. The planning season was dominated by an established process and company habit. Often the [...]