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: A Way Around Amazon: Portfolio Management for Distributors (April 14, 2021)
Learn how distributors can analyze transactional and customer-provided data to generate industry-specific insights, develop robust benchmarks and tailor advice to match customer objectives.
Why Distributors’ Customer Churn Management Efforts Aren’t Working
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how they define a “lost customer.”
Keep reading > Why Distributors’ Customer Churn Management Efforts Aren’t Working
Distribution, Disrupted: How Associations Can Lead During Uncertain Times
In the wake of COVID-19, there has been plenty of speculation about the role of distribution associations and how they must adapt to disruption, rapid digitization and the evolution of marketplaces, all of which were accelerated by the pandemic.
Keep reading > Distribution, Disrupted: How Associations Can Lead During Uncertain Times
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)
April 28: The Distributor’s Fee-Based Services Imperative
Wholesale Change: Breaking Tradition: A Fresh Take on a 100-Year-Old Business (March 31, 2021)
Hosts Ian Heller and Jonathan Bein welcome Peter to the Wholesale Change show to provide his novel perspective on running a distribution company today.
Why B2B Marketplaces Are Booming Today
Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
2021 State of Sales in Distribution: How Consultative Sales Will Differentiate Distributors in the Post-Pandemic Normal
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
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.
3 Distribution Maxims That Are Wrong
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
The Lawson Products Path to Differentiation, feat. Michael DeCata, CEO of Lawson Products (March 17, 2021)
In this episode, DeCata joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about how Lawson Products is differentiating in today’s market with an innovative approach to sales, a strong private-label strategy, and value-added services.
How Technology Enables Sales Reps (Instead of Replacing Them)
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
Keep reading -> How Technology Enables Sales Reps (Instead of Replacing Them)
How IMARK Group Is Helping Distributors Compete Amid Disruption
Co-ops and marketing groups like IMARK Group play a big role in helping independent distributors compete in today’s fast-changing market.
Keep reading -> How IMARK Group Is Helping Distributors Compete Amid Disruption