Events
How to Optimize Distributor Profitability
October 5 @ 12:00 pm - 1:00 pm EDT
Distribution is the most purely competitive sector of the American economy. That reality makes it challenging to permanently and significantly increase profitability. The competitive nature of distribution also means that the difference between winning and losing is very small.
Despite the challenges, distributors can embrace approaches that drive higher profits in a way that competition cannot easily match. Join us Oct. 5 at 9 PT/12 ET when Al Bates will share the small changes that can be made in two key areas of the business to exponentially increase profit.
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The Manufacturer-Distributor Relationship: Direct vs. Channel Strategy Considerations
October 6 @ 12:00 pm - 1:00 pm EDT
How do manufacturers determine their go-to-market strategy? What factors do they weigh and how do those factors change based on company size, industry or geographic footprint? Furthermore, a growing number of manufacturers are using ecommerce to sell directly to end customers. In recent surveys, they disclosed that it’s because many distributors still lack digital capabilities and a strong marketing acumen.
The rapid evolution of market dynamics in recent years demands that distributors seek a better understanding of the manufacturer mindset. In this episode of The Discerning Distributor, Alex Chausovsky and his guest will explore the factors that manufacturers consider when evaluating their go-to-market strategies – both direct and through various channels, including distribution.
Join us on Oct. 6, 2022, at 9 PT/12 ET for a live presentation – and come prepared to expand your horizons!
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Wholesale Change
Wholesale Change
October 12 @ 12:00 pm - 1:00 pm EDT
Marketplace Strategy for Distributors
October 19 @ 12:00 pm - 1:00 pm EDT
Distributors need to develop strategies for broadening the assortments they offer customers beyond what they stock. The old days of a website = one company’s inventory are fading.
But the choices aren’t as simple as whether to sell on existing marketplaces or build your own. There are options in between – including drop-shipping from your suppliers to creating partnerships with distributors selling adjacent products and more.
In this webinar, Ian Heller will set out a model for thinking about marketplace strategies in ways you’ve probably never considered. He’ll describe a variety of options you should consider to expand your offering so you aren’t stuck in the past as websites that sell just one company’s goods fall out of favor.
Join us for a free webinar on Oct. 19, at 9 PT/12 ET to hear how distributors can compete in a landscape where marketplaces are quickly taking share.
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Industry Insights
Trending Data
The Value of a Website Goes Beyond Direct Transactions
This graphic shows the “point creation” of two great NBA point guards. One shoots a lot of baskets and the other passes frequently. But over the course of many years, their “point creation” results are almost identical.
For most distributors, the website is more like Chris Paul than Steph Curry. It “passes” a lot of orders off to be “scored” through other channels, like email, phone calls, EDI, etc.
