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

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing

This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources

Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to

In this episode of Distribution Strategy Group’s Wholesale Change Show, experts discuss how to supercharge your sales with your largest customers.

Google, Shopify, Alibaba, eBay, Walmart and others are all building marketplaces and you can find millions of products on them that used to be

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be

The murky world of marketing co-op baffles distributors and manufacturers alike.

If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they

It’s easy to find ways of boosting margins – the hard part is prioritizing the approaches that provide the greatest return for the least

Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?

In this episode of Wholesale Change (May 27, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss why you might have built the

In this episode of Wholesale Change (May 20, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of marketplaces

In this episode of Distribution Strategy Group’s Wholesale Change Show, experts discuss the importance and future of value-added services in distribution.