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Strategic Guidance for Distributors in the Face of Disruption

Differentiate and build a sustainable business model in the new normal. Schedule a risk-free session with Distribution Strategy Group today to plan your next steps.

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Thought leadership for wholesale change agents

Innovative thinking backed by industry-leading research to inspire you to act now. Rethink what’s possible in distribution.


Home Depot, HD Supply and the Multifamily Market War

Wholesale Change: Home Depot, HD Supply and the Multifamily Market War (January 6, 2021)

Ian Heller
January 8, 2021

We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.

Keep reading > Wholesale Change: Home Depot, HD Supply and the Multifamily Market War (January 6, 2021)

How to Build Successful B2B Customer Loyalty Programs

How to Build Successful B2B Customer Loyalty Programs

Ian Heller
January 4, 2021

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.

Keep reading > How to Build Successful B2B Customer Loyalty Programs

8 Reasons Distributors Fail at Digital

8 Reasons Distributors Fail at Digital

Ian Heller
December 28, 2020

No matter how hard you try, it’s really easy to build a doomed website. In a recent episode of the Wholesale Change webcast and podcast, we discussed the real reasons distributors’ ecommerce efforts tend to flop.

Keep reading > 8 Reasons Distributors Fail at Digital

The Wholesale Change Show

Don’t miss the most entertaining hour in distribution, hosted by industry veterans Ian Heller and Jonathan Bein, Ph.D. More of an informative talk show than the typical “death by PowerPoint” webinar, Jonathan and Ian tackle the toughest issues in distribution, with no holds barred. Join the live recording via Zoom on Wednesdays at 9 a.m. PT/Noon ET.

Register >

The Wholesale Change Show

More of an informative talk show than the typical “death by PowerPoint” webinar, industry veterans Jonathan Bein and Ian Heller tackle the toughest issues in distribution, with no holds barred.

Upcoming episode (Wednesday 9am PT, 12pm EST)

Jan. 20: The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical

Resgister now >

Secure Buy-in to Your Pricing Initiative

Wholesale Change: Secure Buy-in to Your Pricing Initiative (December 16, 2020)

Ian Heller
December 17, 2020

Without buy-in from your entire team – including that salesperson that complains the most – a strategic pricing project will, simply put, not yield the results you need it to.

Keep reading > Wholesale Change: Secure Buy-in to Your Pricing Initiative (December 16, 2020)

How Distributors Can (Finally) Succeed at Cross-Selling

Wholesale Change: How Distributors Can (Finally) Succeed at Cross-Selling

Ian Heller
December 10, 2020

Debbie Paul joined Ian Heller and Jonathan Bein to talk about what’s in distributors’ way, and how emerging technologies are making it easier to grow wallet share with existing customers.

Keep reading > Wholesale Change: How Distributors Can (Finally) Succeed at Cross-Selling

Digitally Native Vertical Brands: Lessons for B2B Channels

Digitally Native Vertical Brands: Lessons for B2B Channels

Jonathan Bein
December 9, 2020

As of yet, the Digitally Native Vertical Brand is not common in B2B markets. But B2B channels can learn from the success of DNVBs.

Keep reading > Digitally Native Vertical Brands: Lessons for B2B Channels

Do You Have A Plan to Win After the Crisis?

Brought to you by Distribution Strategy Group

We’re not here to repeat the same thing you’re hearing from everyone else. Partner with Distribution Strategy Group – with decades of experience as senior operators in the industry – to build the right strategy to attract, engage and keep customers in these uncertain times.

Let’s talk ->

How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)

Wholesale Change: How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)

Ian Heller
December 2, 2020

John Tisera, president/CEO of Johnstone Supply, joined Ian Heller and Jonathan Bein in this episode to talk about how the distributor has built and cultivated its culture through Zoom, including adapting their onboarding process and holding a quarterly Coffee with CEO where he personally meets all new associates.

Keep reading -> Wholesale Change: How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

Ian Heller
December 2, 2020

If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting a high-tech model isn’t the answer either.

Keep reading -> High-Tech AND High-Touch: How Distributors Can Win in a B2C World

3 Technologies That Deliver 10X Returns for Distributors

3 Technologies That Deliver 10X Returns for Distributors

Jonathan Bein
December 1, 2020

Based on our extensive work with distributors, we distill your list of technology choices to the investments that we believe can have the greatest impact on your business.

Keep reading -> 3 Technologies That Deliver 10X Returns for Distributors

How to Get Your Brand Out of the Graveyard

How to Get Your Brand Out of the Graveyard

Jonathan Bein
November 30, 2020

You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products from you but not accessories to those, and buy infrequently.

Keep reading -> How to Get Your Brand Out of the Graveyard

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