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.
How Fastenal is Outperforming the Market in 2020
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture, hitting their top line goals.
Keep reading > How Fastenal is Outperforming the Market in 2020
AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence
Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers and enhance their sales processes. In reality, however, many of these “smart” sales solutions end up causing more problems than they solve.
Keep reading > AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence
Wholesale Change: Leverage Customer Loyalty Programs for Long-Term Growth (November 18, 2020)
Learn why loyalty is a powerful emotion and how to leverage it in B2B, best practices in designing loyalty and incentive programs, and how to manage program success.
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)
Dec. 2: How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)
Dec. 9: How Distributors Can (Finally) Succeed at Cross-Selling
Home Depot Buys Back HD Supply; MRO Distributors Get Squeezed
Home Depot pays a 25% premium for an enterprise value of $8 billion to reacquire HD Supply, putting branch-based distributors square in the middle of the Devil and the Deep Orange Apron.
Keep reading > Home Depot Buys Back HD Supply; MRO Distributors Get Squeezed
Wholesale Change: Why a Great Shopping Experience is More Important Than the Checkout Experience (November 11, 2020)
While offering a transactional website has become a must-have in today’s environment, enhancing your shopping functionality has become even more critical to meeting customer needs.
The Difference Between Alibaba and Amazon: How Alibaba’s B2B Platform Works for Distributors
John Caplan talks about how Alibaba’s customer-focused business model may be a better digital marketplace for U.S. distributors than Amazon Business.
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.
The Minefields of Building Companies through Acquisition
A study of both successful and disastrous consolidations finds 10 common mistakes that drive employee misunderstanding and mistrust after the deal.
Keep reading -> The Minefields of Building Companies through Acquisition
Wholesale Change: Why Distributors, Their Suppliers and Customers All Believe Disruption is Real (November 4, 2020)
Everyone recognizes the effects of emerging technologies, as well as well-capitalized competitors, on the channel and on their businesses.
2 Trends to Watch in B2B: Item Recognition and Voice Ordering
This post previews some of the key findings in the third report based on our research for the National Association of Wholesaler-Distributors into how technology will transform the wholesale distribution industry.
Keep reading -> 2 Trends to Watch in B2B: Item Recognition and Voice Ordering
Wholesale Change: Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves (October 28, 2020)
Wholesale Change hosts Ian Heller and Jonathan Bein dig into public distributors’ earnings reports from across segments to bring you insights into how your largest competitors are navigating the market.