Upcoming Programs
On-Demand Programs
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Wholesale Change: PE Expert Talks Equity Events and M&A Trends
September 20, 2023 @ 12:00 pm - 1:00 pm EDT
Supply Chain Equity Partners (SCEP) is “North America’s only committed private equity firm focused exclusively on making investments in the distribution and logistics industry,” says Jay Greyson, the firm’s co-founder and partner. He’ll join hosts Ian Heller and Jonathan Bein, Ph.D. of Distribution Strategy Group on September 20 to discuss industry trends in M&A, along with how distributors can prepare for an equity event.
Jay, Ian and Jonathan will discuss how factors like strategic vs. financial buyers, company size, and many other elements impact valuation. They’ll discuss how a hot second quarter of distribution M&A activity was followed by the “summer doldrums” of fewer deals, as well as how positioning your company to be a “platform” player can help you acquire more effectively and be more valuable when it’s time to sell.
Sign up now to listen in as Ian and Jonathan spend time with one of the leading experts in distribution M&A.
Details
- Date:
- September 20, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/pe-expert-talks-equity-events-and-ma-trends
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Technology Leader Panel: Cash Flow and Financial Management Systems
September 19, 2023 @ 12:00 pm - 1:00 pm EDT
Managing cash flow and driving profitability is a critical component of any distributor’s operations. The goal is to:
- Work more efficiently
- Speed the order-to-cash cycle
- Optimize the procure-to-pay cycle
- Gain full visibility into financial management
- Expand margins
Distributors know that to drive more to the bottom line, as well as fuel future growth, they need state-of-the-art technologies:
- Pricing/Margin
- Sales Order Management
- Financial Management
Distributors must have these systems in place to increase profits, reduce risk and drive operational efficiency.
Developing and implementing these architectures takes expertise. Tune in September 19, 9 PT/12 ET, to hear from our experienced panelists, who will help you make the most of them.
Details
- Date:
- September 19, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/technology-leadership-panel-cash-flow-and-financial-management-systems
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Warehouse and Supply Chain Technology
September 13, 2023 @ 12:00 pm - 1:00 pm EDT
Warehouse automation is proving to be a compelling investment for distribution operations seeking reduced labor costs and improved throughput efficiencies.
Many businesses rely on paper-based picking, discrete order-picking processes or ERP/WMS. But businesses with omnichannel order fulfillment operations that lack the tools needed to optimize and manage a complex order fulfillment operation will struggle to control labor costs.
This webinar will discuss the role ERP and WMS play in distribution operations and explore how Warehouse Execution Systems (WES) and Warehouse Control Systems (WCS) can support those functions.
Learn which systems are best suited to optimize order release while managing both traditional warehouse automation, as well as the latest automation technologies such as Autonomous Mobile Robots (AMR) and Robotic Goods-to-Person (G2P) systems.
This presentation will show how small and mid-sized distribution center operations benefit when investing in a WES-WCS system to extend productivity of an existing ERP or WMS system.
Learn:
- What size picking staff justifies an investment in picking automation
- Components of packing, manifesting and shipping automation
- How to eliminate errors to increase customer satisfaction and retailer chargebacks
- How to reduce reliance on manual labor
Details
- Date:
- September 13, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/role-of-a-wes-wcs-in-todays-warehouse-operations
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Distribution Leader Panel: How to Make Your CRM Initiative Successful
September 7, 2023 @ 12:00 pm - 1:00 pm EDT
CRM is finally gaining traction in distribution. Leading distributors have integrated CRM with their ERP and are using CRM as a point of integration for applications that support customer facing personnel including marketing automation, web analytics, cross-sell/up-sell and other analytics. In this distribution leader panel, we will be looking at several key areas including:
- Implementing CRM
- Integrating CRM with ERP
- Integrating apps into CRM
- Evolution of business processes
- Driving adoption and creating buy-In
Join us to learn how distributors who are successful with CRM are navigating these topics.
Details
- Date:
- September 7, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/how-to-make-your-crm-initiative-successful
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Technology Leader Panel: Marketplace Tools and Strategies
August 30, 2023 @ 12:00 pm - 1:00 pm EDT
The breathtaking growth of marketplaces brings opportunities and threats to distributors.
Whether you plan to sell on marketplaces, build your own or simply expand your assortment on your own website, you must understand the available technologies to craft your strategy. Additionally, you need to gather and organize product data effectively so you provide a compelling offering to customers and prospects.
Join us Aug. 30 at 9 PT/12 ET when we’ll host a panel of experts who can help you understand:
- How to participate and win on a 3rd party marketplace
- Options to expand the assortment on your own website
- Building your own marketplace: options and best practices
- Setting up your tech stack and product data capabilities to be ready for marketplaces
Details
- Date:
- August 30, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/marketplace-tools-and-strategies
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Wholesale Change: What Every CEO Should Know About Artificial Intelligence
August 23, 2023 @ 12:00 pm - 1:00 pm EDT
Join us on the Wholesale Change show when hosts Ian Heller and Jonathan Bein, Ph.D. will be joined by distribution technology expert Klaus Werner. Klaus is also preparing to deliver a keynote presentation, “AI Applications and Use Cases for Distribution”, at our upcoming Applied AI for Distributors Conference.
In this Wholesale Change episode, Klaus will open the conversation about “AI Applications and Use Cases for Distribution,” which he will expand on at our upcoming Applied AI for Distributors Conference. Klaus will discuss how distributors can use AI to improve productivity, quality and profitability in areas like:
- Customer service
- Supply chain
- Sales automation
- Personalization
- eCommerce
Don’t miss this opportunity to learn from an early AI pioneer in distribution on Aug. 23 at 9 PT/12 ET and send in questions, too.
Details
- Date:
- August 23, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/what-every-ceo-should-know-about-artificial-intelligence-2
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Distribution Leader Panel: Artificial Intelligence – Implications for Distributor Sales, Marketing & Digital Strategies
August 22, 2023 @ 12:00 pm - 1:00 pm EDT
There’s information overload about AI – everywhere you turn, you find articles, videos, presentations and podcasts about this exciting new form of technology. But what could it mean for distributors?
In this exciting panel, DSG’s Chief Strategy Officer Ian Heller will moderate a discussion with two distribution executives about AI marketing, sales, and digital use cases for distributors. They’ll look at how AI might be used to improve sales effectiveness and productivity, more targeted marketing, better ecommerce solutions and more.
With extensive backgrounds in technology, marketing, sales and ecommerce, our panelists are perfectly qualified to talk about the opportunities AI offers distributors and how they can apply it as a competitive advantage.
Details
- Date:
- August 22, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/artificial-intelligence--implications-for-distributor-sales-marketing--digital-strategies
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Distribution Leader Panel: Delighted Customers Buy More: How Exceptional Customer Experience Powers Growth and Profits
August 16, 2023 @ 12:00 pm - 1:00 pm EDT
Providing an outstanding customer experience (CX) is the most powerful way for distributors to differentiate. Customers may be able to buy your products elsewhere but competitors will struggle to match truly exceptional service. But you must know what your customers want from you and how well you’re delivering against their expectations.
Leading distributors have recognized that CX, the totality of the customer’s interactions and experiences with a distributor, is the most important product they offer.
Loyal customers generate more revenues and profit than indifferent buyers.
In this distribution leader panel, we will explore:
- Measuring customer satisfaction – What matters and what’s the right method?
- Components of customer experience – Which capabilities and touchpoints should you prioritize?
- Improving customer satisfaction – How should you act upon the data you gather?
- Measuring the value of a customer experience initiative – How do we know that our CX initiatives are working? What benefits are they delivering to customers and to our company?
If you are a distributor who takes customer experience seriously or are considering a CX initiative, don’t miss this panel.
Details
- Date:
- August 16, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/delighted-customers-buy-more-how-exceptional-customer-experience-powers-growth-and-profits
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Wholesale Change: Channel Trends in Electrical Distribution
August 9, 2023 @ 12:00 pm - 1:00 pm EDT
What does the increasing pace of M&A activity mean for distributors, manufacturers and reps? How will this change the ecosystem of the industry?
- Will the role of manufacturers’ reps evolve so they’re more like VARs?
- What happens to associations as distributors consolidate?
- How will manufacturers adapt as M&A activity continues?
Join us on the August 9 episode of Wholesale Change with our guest, distribution expert David Gordon. Outspoken, candid, expert and industry insider – David is all of these and more. He’s been the President of the Channel Marketing Group for more than 22 years and began publishing the leading independent blog in the electrical distribution industry, ElectricalTrends, 15 years ago. David also publishes US LightingTrends and, with Dorn Group, HVACRTrends.
David will join Ian Heller and Jonathan Bein for another spirited, unscripted conversation.
Details
- Date:
- August 9, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/channel-trends-in-electrical-distribution
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Technology Leader Panel: AI, Machine Learning & Robotics for Distributors
August 1, 2023 @ 12:00 pm - 1:00 pm EDT
Lost in the avalanche of news about AI is useful information about how this new type of technology can help distributors perform better. New and emerging AI-enabled systems offer distributors the ability to drive improvements in a variety of areas, such as:
- Site search
- Product data management
- Produce recommenders – online and for sales reps
- Inventory forecasting
- Warehouse management
- AR and AP management
- Customer relationship management
- Many others!
On Aug. 1 at 9 PT/12 ET, we’re bringing together thought leaders from leading technology companies for a discussion on how AI can help distributors right now and in the near future.
Don’t miss the opportunity to listen to experts who will describe applications you can use to grow sales, run your operations more productively and improve profits.
Details
- Date:
- August 1, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/ai-machine-learning--robotics-for-distributors
- This event has passed.
Wholesale Change: Making Your Company a Platform for Doing Acquisitions, featuring Ben Hensler of Motion & Control Enterprises
July 26, 2023 @ 12:00 pm - 1:00 pm EDT
Join us on July 26 at 9 PT/12 ET when we welcome Ben Hensler, Chief Sales and Marketing Officer of Motion & Control Enterprises (MCE), to the Wholesale Change show. Ben joined MCE in 2021. During that time MCE has seen significant growth, including the acquisition of 10 businesses, enhancing their technical product and service offering.
MCE’s ability to recognize the talents of acquired companies is a key strength of their business model. Beyond the consolidated buying power, optimized pricing and value-added services within MCE’s platform, these acquisitions provide an abundance of talented individuals and innovative solutions. By fostering collaboration and synergies, MCE enables these talented teams to flourish, broadening their market reach and expanding their product lines for exciting cross-selling opportunities. This integrated approach not only adds value to MCE but also provides customers with comprehensive solutions throughout every stage of the product lifecycle.
Ben has had executive roles at C.R. Lawrence, Test Equity, FCX Performance and Grainger.
Details
- Date:
- July 26, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/creating-a-successful-growth-platform
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Technology Leader Panel: How Distributors Should Modernize Their eCommerce
July 19, 2023 @ 12:00 pm - 1:00 pm EDT
A growing number of distributors realize that their ecommerce systems need to be designed to provide value to customers that goes far beyond online transactions. A good ecommerce system will allow distributors to:
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A great ecommerce system removes friction for customers across all steps in the shopping and buying process. For example, many customers do not (and cannot) buy via a shopping cart because they must follow a purchasing process that ends with them sending emails with POs attached to the distributor. The distributor’s website is often essential in this process but it gets no attribution since the order came through another channel. This has led to incorrect ROI calculations that have failed to support the proper investments in digital capabilities. As a result, there’s a growing gap between what customers expect from websites and what distributors offer.
Join us July 19 at 9 PT/12 ET for this tech leader panel discussion when experts from leading technology providers will leverage their experience working with hundreds of distributors to discuss and explain these capabilities in detail. They’ll identify the tools you need to meet customer requirements – now and in the future.
Details
- Date:
- July 19, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/how-distributors-should-modernize-their-ecommerce
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State of Sales in Wholesale Distribution
July 12, 2023 @ 12:00 pm - 1:00 pm EDT
Most distributors rely on outside sales as one of their primary growth strategies; sales compensation is often one of the biggest expenses for these companies. In order to get a strong return on this investment, a distributor must design a sales structure that is optimal based on its industry verticals and business model.
Add to your expertise by joining us on July 12 at 9 PT/12 ET for the webinar, “State of Sales in Wholesale Distribution,” when sales transformation expert Mike Kunkle will describe how distributors can design, implement and manage the right sales force for them. He’ll also discuss the disruptive forces driving change and the challenges he consistently sees in the market with distributor sales forces.
Mike will offer proven advice about how to:
- Determine your current Sales Effectiveness Maturity Level (meaning: your personal “State of Sales”)
- Start with strategy to define the best-path forward
- Select a sales model and design a go-to-market tactical plan to optimize results
- Execute that plan with discipline to achieve your desired outcomes
Details
- Date:
- July 12, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/the-state-of-sales-in-wholesale-distribution
- This event has passed.
Wholesale Change: Keller Logistics Group’s Mission – Bring It All Back to the Community
June 28, 2023 @ 12:00 pm - 1:00 pm EDT
Keller Logistics Group is killing it. The logistics and distribution business is targeting $190 million in sales this year, nearly double the sales of a decade ago. Their Big Hairy Audacious Goal (BHAG)? $1 billion by 2032.
But for CEO Bryan Keller, his work isn’t just about revenue. It’s about how his company can give back to the communities in which they work. That’s what really drives him.
Keller will join us for the June 28 episode of Wholesale Change. In addition to talking about the logistics and warehousing market landscape with our hosts, Keller will share his philosophy of delivering for employees, customers and communities. Keller Logistics Group invested $300,000 in sponsorships to community organizations last year, created a non-profit to help local veterans in crisis and collaborated with a local organization to help at-risk students find their purpose in life while learning skilled trades to prepare them for a successful future.
You won’t want to miss this informational – and inspirational – episode of Wholesale Change. Join us June 28 at 9 PT/12 ET.
Details
- Date:
- June 28, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/keller-logistics-groups-mission-bring-it-all-back-to-the-community
- This event has passed.
Distribution Leader Panel: Choosing and Leveraging the Best ERP for You
June 27, 2023 @ 12:00 pm - 1:00 pm EDT
Join us on June 27 at 9 ET/12 PT for our panel of distribution executives. We will get their views and expertise on how you can select the right ERP system for your company – and how to leverage it once it’s live.
We’ll discuss topics to consider when selecting the right ERP, such as distributor-specific functionality, scalability, integration capabilities, ease of use, mobile access, vendor reputation and support, business intelligence and much more.
We’ll also ask our panelists for tips for leveraging a new ERP system. Topics will include:
- Planning/prioritizing the implementation and ramp-up
- Training users and driving engagement
- Migrating and cleansing data
- Planning for continuous improvement
- Managing change
- Ensuring you regularly apply updates
- How you can measure success
Don’t miss this essential panel for distributors who are considering a new ERP – or might sometime soon. Sign up below to attend live – bring your questions – or to listen to the recording.
Details
- Date:
- June 27, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/choosing-and-leveraging-the-best-erp-for-your-company
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Wholesale Change: The State of M&A in Distribution
June 14, 2023 @ 12:00 pm - 1:00 pm EDT
Join us for this Wholesale Change episode with our guest Newton Sears, Managing Director at Greenhill & Co., an advisory-focused investment bank dedicated to M&A, restructurings, financings and capital raising.
Newton and his firm work with many distribution firms and publish data about M&A activity within the industry. A frequent advisor to distributors, Greenhill offers expert insight executives can use to make better decisions about acquisition opportunities, recapitalizations, valuations and much more.
In our conversation with Newton, we’ll talk about:
- The state of the M&A market in distribution
- How industrial distribution is perceived in the capital markets
- What buyers of distribution markets focus on
- What sellers should be prepared for when they consider putting their companies on the market
Whether you’re a buyer or a seller, a current or prospective investor or if you just want to know how an expert investment banker identifies what makes a distribution company great, you don’t want to miss this conversation.
Sign up below to listen live on June 14 at 9 PT/12 ET (bring your questions) or listen to the recording.
Details
- Date:
- June 14, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/the-state-of-ma-in-distribution
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Practical Post-Pandemic Pricing for Profit
June 7, 2023 @ 12:00 pm - 1:00 pm EDT
Gross margin is the single most impactful driver of profit. For example, a 2% improvement in gross margin would drive higher profit than a commensurate improvement in either sales or expenses.
Margin is, of course, driven by both the ability to buy right and to price right. Even though both are important, the impact of price far out ways the impact of purchasing.
This webinar will review the key approaches to enhancing pricing performance. These include setting prices correctly from the start, reviewing pricing approaches on slow selling items, controlling salesforce pricing decisions and ensuring that supplier price increases have a positive impact.
Details
- Date:
- June 7, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/pricing-for-profit
- This event has passed.
Wholesale Change: Culture as the Foundation for Growth, featuring Robyn Pollina, CEO of Palmer-Donavin
May 31, 2023 @ 12:00 pm - 1:00 pm EDT
Join us on May 31 when we welcome Robyn Pollina, CEO of Palmer-Donavin, to the Wholesale Change show. Robyn ascended to the CEO position in 2020 after 25 years at the building materials wholesale distributor, including serving as the company’s CFO. “I shifted from managing day-to-day tasks to establishing six growth initiatives,” she notes.
As the head of a leading distributor of building materials and an ESOP, Robyn’s job is to meet and manage the expectation of its many employee-owners while adapting the company to succeed in an evolving channel. Some long-term investments can affect short-term profitability but will pay off over time. A key part of Robyn’s job is to enroll the whole company into these strategies to ensure Palmer-Donavin’s success for many years.
Robyn views building a strong culture as fundamental to the success of the company. Her leadership team has distilled 28 “Purpose-Driven Principles” to serve the Palmer-Donavin’s mission “to deliver more and guide our everyday interactions with each other and our business partners.”
As one of a small number of women in a CEO role in distribution, Robyn serves as a great example to others who aspire to leadership roles in what has been a male-dominated industry.
Details
- Date:
- May 31, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://Pages.DistributionStrategy.com/acton/fs/blocks/showLandingPage/a/6612/p/p-013c/t/page/fm/0
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Distribution Leader Panel: Clearing B2B eCommerce Hurdles
May 30, 2023 @ 12:00 pm - 1:00 pm EDT
eCommerce is no longer a nice-to-have. It’s a must-have. But what does that really mean for distributors, and how can you build out that sales channel to meet your customers’ true needs?
We will convene a panel of distributor leaders on May 30 to share their tips and insights based on front-line experience with ecommerce to attract and engage their customers.
These leaders will also share how they are overcoming common B2B ecommerce hurdles like:
- Choosing the right technology partners
- Not viewing sales through an omnichannel lens
- Getting sales reps on-board
- Inconsistent pricing
- Messy product data
- One-size-fits-all website
- Defining success
You won’t want to miss this conversation on this critical topic. Join us on May 30, 2023, at 9 PT/12 ET.
Register to watch this panel live – and submit your questions. Or, if you can’t make it, register to get the link to watch on-demand after the show.
Details
- Date:
- May 30, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/clearing-b2b-ecommerce-hurdles
- This event has passed.
2023 Supply Chain Outlook: How to Prepare for What Lies Ahead
May 17, 2023 @ 12:00 pm - 1:00 pm EDT
After a few years of ups and downs in supply chain reliability – wreaking havoc on distributor lead times – where do we stand now?
Join us for this webinar on May 17 at 9 PT/12 ET when G. ‘Ravi’ Ravishankar will answer that question.
He’ll provide an update on the current state of supply chains and what’s coming so that you can better navigate the road ahead.
You’ll learn:
- How conditions at major ports have changed over the past year
- Demand and availability of warehouse space
- Inventory levels and what they indicate is coming
- Trends in container pricing and chassis availability
- The emergence of Vietnam as a major player in the China +1 strategy
Bring your questions and insights on your corner of the market to the discussion. If you can’t make the live event, sign up anyway and we’ll send you the on-demand link after the event.
Details
- Date:
- May 17, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/2023-supply-chain-outlook-how-to-prepare-for-what-lies-ahead