In Part 1 of the series and collaboration with Modern Distribution Management we covered the "big" changes a leading distributor - MSC Industrial is making to their pricing model. The latest distributor series I have written with MDM starts with a deep dive into MSC's pricing changes. After a somewhat challenging 2024, the metalworking and MRO supplies distributor continues to … [Read more...] about MSC Industrial’s Big Pricing Reset is big news for Industrial Distribution
What does the recruitment landscape look like in 2025
As we look ahead in 2025, we wanted to get a perspective from our friend Chris Salvadore at GRN Coastal on what the recruitment landscape is in 2025 Chris shared a glimpse ahead article below that has good tips and advice for 2025, and frankly most years in B2B Distribution. 2025 is shaping up to be yet another year on what we see as a war on talent. What we mean by that … [Read more...] about What does the recruitment landscape look like in 2025
What Industrial end customer trends are crucial for 2025?
In 2015 when I was on the HD Supply distribution team, I started some research with the goal of getting feedback to make better pricing decisions with direct surveys for our associates. We were roughly a $2 billion dollar business trying to improve our GM% and profits. Over the past ten years that survey has grown in size and scope to include end customers, distributor … [Read more...] about What Industrial end customer trends are crucial for 2025?
Inventory Positions could be the top growth driver for industrial distribution in 2025
Managing your inventory is the key to drive top-line sales and gross margin performance in 2025 – In a recent discussion with Brent Johnstone from ACTvantage we talked about how industrial distributors can increase gross margin without hurting top-line sales in 2025. When we both started into distribution, the prevailing thought for distributors and manufacturers in the B2B … [Read more...] about Inventory Positions could be the top growth driver for industrial distribution in 2025
Is your experienced associate led pricing model approaching a cliff?
If your winning pricing model is still being led by just your experienced sales team, it is probably time to make changes for the future. I had the opportunity to sit in on an excellent Pricing certification session that kicked off recently with my friends and colleagues leading the session from ACTvantage: Senthil Gunasekaran and Pradip Krishnadevarajan. Senthil and Pradip … [Read more...] about Is your experienced associate led pricing model approaching a cliff?
