With business in 2025 looking like “slow growth” looking forward, leading industrial distributors are focused on improving the operational / warehouse aspects of their business. While national chains, over the years, quickly moved to a CDC or RDC model, larger independents have also adopted this approach. This achieves a dual mandate of “improved” inventory management and … [Read more...] about Increasing Warehouse Output While Managing Costs
Market Insights
Where is the channel headed in 2025 and beyond? Thoughts from MDM SHIFT
I was fortunate to once again be able to attend and present at the NAW/MDM SHIFT conference, and it is interesting to see how the construction and industrial channel continues to evolve. Modern Distribution Management (MDM) has been hosting this annual event for Distribution Leaders called SHIFT (originally MDM Sales GPS) for the last decade. Some of the best and … [Read more...] about Where is the channel headed in 2025 and beyond? Thoughts from MDM SHIFT
Inventory Planning Approaches for Industrial in 2025
As we enter the final 2 months of 2024, I am having many conversations with Industrial distributors and manufacturers about their into stock inventory positions. Industrial Channel growth rates have slowed from double digits % from April 2021 to April 2023 days and now are slightly down to at best flat (2023 vs 2024). Inflation and price increases have continued to climb … [Read more...] about Inventory Planning Approaches for Industrial in 2025
Using Digitalization to Optimize Operations & Drive New Business in Industrial
To combat the challenges of today’s marketplace, progressive distributors looking towards the future are investing more and more into digitizing their processes to optimize performance. These companies recognize that: Data can be monetized. This means that information in their ERP systems can be acted upon rather than remain in data silos and databases. Whether this is … [Read more...] about Using Digitalization to Optimize Operations & Drive New Business in Industrial
CRM helps Reps and Manufacturers Succeed
CRM data sharing between independent manufacturer reps and manufacturers is a tricky, and touchy, issue. One of a rep's value propositions is local market knowledge as well as account / opportunity knowledge. No salesperson likes to let their "boss" know everything they know, but times have changed. The value in information sharing is significant and can help close sales … [Read more...] about CRM helps Reps and Manufacturers Succeed
Better Industrial Sales through Better Sales Coaching
Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because the people who are placed in these roles typically are: It does not mean they are “bad”. They are trying to succeed, and many eventually do. The challenge, however, is how can they better manage … [Read more...] about Better Industrial Sales through Better Sales Coaching
Making AI Real Intelligence
AI has been all the rage since ChatGPT was unveiled. Not only is it the talk of every conversation relating to technology, price management, operational improvement, customer service, marketing and more, it has also powered the construction market with the explosion of data centers, advanced chip manufacturing, and, of course, the stock market. But, it’s impact to date is … [Read more...] about Making AI Real Intelligence
Part 1 – How manufacturers are re-examining their Industrial distribution channel strategy for 2024
Leading manufacturers are always preparing for and examining their Industrial distribution channel for adjustments in 2024. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step up communication … [Read more...] about Part 1 – How manufacturers are re-examining their Industrial distribution channel strategy for 2024
Today, it takes more than your Account Managers to drive Industrial sales and profitability
The past few months I have had the opportunity to spend a lot of face-to-face time with distribution leadership teams working with them on their go-to-market sales plans. I have some advice and counsel to share. If you are just refreshing your 2010 belly-to-belly selling playbook, I would recommend you consider some slight adjustments for 2025. Your end customer is short on … [Read more...] about Today, it takes more than your Account Managers to drive Industrial sales and profitability
