Insights
Annual Planning: Bigger Slice or Better Pie?
Annual planning often feels like a pie-eating contest—every team fighting for more budget while the rules keep changing. The real challenge isn’t grabbing a bigger slice. It’s reshaping the pie: reallocating smarter, proving ROI, and leveraging AI to make every dollar count.
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5 Threats Facing B2B Manufacturing Distributors
The role of distributors has changed drastically over time. It has gone from representing manufacturers to representing buyers, and it’s still shifting. Today, the [...]
Stop Trying To Emulate Amazon, Start Listening To Your End Customers
Too many companies today are trying to emulate, or even copy, the strategies of their competitors thinking it will help their business in the [...]
Why An All Push No Pull B2B Channel Strategy Is No Longer Viable
How can manufacturers balance the push-pull investments they need to have to make it in today’s rapidly changing environment? A major problem today is [...]
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 [...]