Tom Gale


Tom Gale is publisher of Modern Distribution Management and, and heads the company’s market research and analytics division – MDM Analytics. He has provided marketing services and competitive intelligence analysis to industrial markets and distribution channels for more than 30 years. As a principal of MDM since 1992, he has focused on industrial distribution channel strategies, trends and disruptive models. Tom was an executive editor and chapter author of the Distributor’s Guide to Analytics, published by MDM in 2015, and a co-author of Stand Out from the Competition! Four Pathways to Differentiate Your Wholesale Distribution Company, published by the National Association of Wholesaler Distributors in 2003. Tom also contributed to NAW’s Outlook 2009: An Executive’s Companion to Facing the Forces of Change.

We will work in turbulent markets for the next generation. Managers in industrial markets are under pressure by rapid change, price competition, non-traditional digital competitors, channel conflict, changing customer buying behaviour, and an aging workforce. Managers need a new set of decision-making skills to navigate these fast-changing environments.

This session presents the foundational management tools – used by the most successful and adaptive companies – to successfully address difficult challenges throughout your career. Topics include: Strategic planning foundations, risk assessment, scenario planning, change management and more. Make better decisions to seize opportunities ahead of your competitors and manage business cycles more effectively!


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