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.
Upcoming episode (Wednesday 9am PT, 12pm EST)
Sept. 23: Fix Your eCommerce System
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.
Marketplaces are among the most successful business models of the modern era. From Amazon to Google to Grainger’s Zoro, there’s clearly good money in the marketplace.
https://youtu.be/PeFXcgD5vz0 Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has hardly been affected? In this episode, Jonathan Bein and Ian Heller will talk about how different product verticals – and business models – drive varying levels of disruption vulnerability. We…
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
Brought to you by Miramar.tech
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.
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Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!
There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
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.
Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.
How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your customers are in accomplishing their intentions on your site.
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what tools including AI they’ll need to do it.
If you hide so well – in your office or among your own employees – that your employees can’t recognize you, then you are not prominent in your own company and you aren’t a leader.