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.
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.
Wholesale Change: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein (March 3, 2021)
Ian Heller and Jonathan Bein go beyond the numbers for Office Depot (ODP), Watsco, Henry Schein, The Home Depot and Genuine Parts Co/Motion Industries to provide a perspective that analysts can’t.
Office Depot Hires Former Amazon Business GM – and That’s Just the Start
In a series of moves, including bringing on the executive who launched Amazon Business, ODP is joining the marketplace war. With a flurry of aggressive, recent actions, ODP (the newly named parent company of Office Depot) seems intent on building a rival marketplace to Amazon Business. On Feb. 16, the company announced it had hired…
Keep reading > Office Depot Hires Former Amazon Business GM – and That’s Just the Start
How to Overcome Resistance to Strategic Pricing
Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
Keep reading > How to Overcome Resistance to Strategic Pricing
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.
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)
March 3: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein
March 17: The Lawson Products Path to Differentiation, feat. Michael DeCata, CEO of Lawson Products
2021 State of eCommerce in Distribution, Part 2: Distributors’ Playbook for eCommerce Success
Distribution Strategy Group, formerly Real Results Marketing, conducted its ninth-annual State of eCommerce in Distribution survey from October-December 2020, updating the leading benchmark in distribution for adoption and drivers of ecommerce in the wholesale distribution industry.
Wholesale Change: The Role of Associations Amid Uncertainty (February 17, 2021)
In this episode, Ed Gerber, CEO of the Industrial Supply Association and distribution industry veteran, joined Distribution Strategy Group’s Ian Heller and Jonathan Bein for a look at how ISA is evolving to meet members’ needs in an unprecedented time.
Keep reading > Wholesale Change: The Role of Associations Amid Uncertainty (February 17, 2021)
B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
Keep reading > B2B Customer Surveys: How to Get Actionable Feedback from Customers
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.
When It Comes to Product Recommendations, B2B vs. B2C Matters
Many distributors are using product recommendation engines on their ecommerce websites originally designed for B2C. This isn’t sufficient for a distributor’s business model.
Keep reading -> When It Comes to Product Recommendations, B2B vs. B2C Matters
How Johnstone Supply Built Company Culture Over Zoom: A Conversation with President and CEO John Tisera
Johnstone Supply saw its largest sales month in company history in June 2020 after responding to the pandemic with innovations at a local level to improve customer experience and focus on company culture.
Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves from 2020 (February 3, 2021)
The Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Amazon, Grainger, Applied Industrial and Avnet.
The War Between Sales and Marketing is Marketing’s Fault
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
Keep reading -> The War Between Sales and Marketing is Marketing’s Fault