Upcoming Programs
On-Demand Programs
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Technology Leader Panel: WMS & Delivery Technologies
April 19, 2023 @ 12:00 pm - 1:00 pm EDT
Great warehouse management and delivery capabilities are table stakes for every distributor. Just to keep up with competitors, you must:
- Keep accurate records of what’s in stock
- Know where every product is in the warehouse
- Prevent shrink from poor picking practices or theft
- Maintain accurate addresses for all customer locations
- Track shipments in real-time to ensure they arrive on time
- Keep employees safe
- Drive warehouse and delivery productivity to manage costs
It takes great technology solutions to be competitive on capabilities and productivity. But the technology options continue to expand and distributors need to understand what’s available and what’s coming next.
Join us on April 19 at 9 PT/12 ET, when experts from technology leaders at Infor share best practices they’ve gleaned from working with thousands of distributors. They’ll also describe emerging options you can use to win business by providing customers with better capabilities than your competitors.
Details
- Date:
- April 19, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/wms--delivery-technologies
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Wholesale Change: Dirk Beveridge – Talent Secrets of Top-Performing Distributors
April 5, 2023 @ 12:00 pm - 1:00 pm EDT
Join us on the Wholesale Change show on April 5 at 9 PT/12 ET when distribution legend Dirk Beveridge shares talent strategies he has learned in decades of working with the world’s best distributors. You need the best team to surpass competitors – and meet customer expectations, especially in the dynamic world of distribution.
As new challenges and opportunities arise, it’s crucial to evolve the way you lead. Dirk has compiled the top 10 human resource strategies for 2023: From solving the talent shortage to building a strong employer brand, adopting these principles will ensure you develop an energized, inspired and customer-focused team that wins in the market through an empowering, collaborative culture.
Sign up below to join us live with your questions or to access the recording.
Details
- Date:
- April 5, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/talent-secrets-of-top-performing-distributors
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How to Harness Data for Better Decision-Making
March 28, 2023 @ 12:00 pm - 1:00 pm EDT
All decision-makers know that data, rather than emotions, must act as the main driver for running their business.
The challenge is that today’s business leaders are inundated with data – their own company performance metrics, market data, economic data, customer data and people data. There’s so much information available that it’s overwhelming.
So, how can executives, business owners and management team members leverage the data at their disposal to improve their decision-making?
This session – on March 28, 2023, at 9 PT/12 ET – will leverage Alex Chausovsky’s expertise as a multi-decade seasoned data analyst, market researcher and consultant to teach practical and actionable methods for leveraging data to improve decision-making at all levels of the company.
Session attendees will learn how to:
- Improve strategic planning by utilizing company revenue, unit volume, etc. to identify trends, track business-cycle momentum, and see around the corner for the next three to six months.
- Leverage market intelligence and economic data to identify leading indicators and segments of the business that will under- and outperform in the short, medium and long term.
- Deploy data for your No. 1 asset – people – to improve your business’s attractiveness to new talent, streamline your hiring activities and improve retention for your existing workforce.
Details
- Date:
- March 28, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/how-to-harness-data-for-better-decision-making
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Wholesale Change: Building Trust in the Channel, feat. Kevin Short, President & CEO, ORS Nasco
March 22, 2023 @ 12:00 pm - 1:00 pm EDT
In this episode of Wholesale Change, host Ian Heller has a frank conversation with Kevin Short, President and CEO of master wholesaler ORS Nasco. He shares his take on the importance of trust in the distribution channel as it relates to better serving the end-customer. He also shares an update on ORS Nasco’s focus from 2023 onward, as they look to refine their value proposition to better support distributors of all types.
Details
- Date:
- March 22, 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-0128/t/page/fm/0
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How Great Customer Experiences Build Loyalty and Profits
March 16, 2023 @ 12:00 pm - 1:00 pm EDT
Research proves a direct correlation between how customers rate their supplier experiences and their likelihood to buy more – and more often.
Small changes in loyalty can drive large increases in profitability.
This is well understood in B2C but B2B involves more complex relationships and transactions. Distributors must understand customer expectations and then design and deliver great experiences to reap the profits of greater loyalty.
On March 16, 2023, at 9 PT/12 ET, we’ll provide a practical and actionable way to think about and measure loyalty for distributors and demonstrate how this translates into lifetime value. Finally, we will cover how to improve your customers’ experiences so you can earn more sales and profits.
Details
- Date:
- March 16, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/how-great-customer-experiences-build-loyalty-and-profits
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Dollars Into Profit: Solutions to Grow Your Bottom Line
March 14, 2023 @ 12:00 pm - 1:00 pm EDT
Every distributor’s sales dollar takes a long journey from the top of the P&L to the bottom, where it turns into operating income after being eaten away by the cost structure.
Distributors know that to get more of those sales dollars to turn into profit, they need state-of-the-art technologies:
- Demand Generation: CRM, ecommerce, marketing automation
- Pricing/Margin: Pricing analytics, price management, accurate costing
- Vendor Management: Rebate and co-op management; efficient payables
- Financial Management: Accounting, AR, AP
- Inventory Management: Forecasting, purchasing, receiving
- Data Management: Products, customers, employees, suppliers
Distributors must have systems to manage these areas to maximize sales opportunities and cash generation.
Developing and implementing these architectures takes expertise. Tune in March 14, 9 PT/12 ET, to hear from our experienced panelists, who will help you make the most of them.
Details
- Date:
- March 14, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/dollars-into-profit-solutions-to-grow-your-bottom-line
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Wholesale Change: An Alternative Take on eCommerce: A B2B Marketplace That Doesn’t Take Online Orders
March 8, 2023 @ 12:00 pm - 1:00 pm EST
ConEquip Parts & Equipment is a rapidly-growing B2B marketplace. They offer 500,000 parts, represent 3,000 suppliers and $52B in inventory – but you can’t order a thing online! How is this possible and why do they do it?
We’ll be talking with Ryan Loos, Chief Financial Officer of ConEquip Parts & Equipment, about the construction equipment parts distributor’s go-to-market strategy – including a decision not to invest in a transactional ecommerce system.
ConEquip has seen consistent growth over the past 10 years. Ryan will share their secrets, as well as lessons learned. It’s the perfect conversation to sit in on if you want to hear another point of view on channel strategy.
Bring your questions – and your take – on March 8, 2023, at 9 PT/12 ET.
Details
- Date:
- March 8, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/an-alternative-take-on-ecommerce-feat-conequip-parts--equipment
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2023 State of Distribution Technology
March 1, 2023 @ 12:00 pm - 1:00 pm EST
In addition to mapping your customers’ journeys so you can understand their needs, you must carefully define your technical requirements.
Then you have to find the right technology partners.
What’s more, the number of technology solutions required today to be competitive is enough to make your head spin – ERP, CRM, eCommerce, Analytics, Pricing, Business Intelligence, WMS, EDI, AI – the list goes on and on.
Learn how other distributors have juggled these challenges on March 1 at 9 PT/12 ET. In our free annual State of Distribution Technology webinar, Jonathan Bein, Ph.D., and Ian Heller will present the results of our recent survey of distributors about their experiences with the technologies they use to run their businesses.
They’ll also share recommendations you can act on right now to get a better return on your technology investment.
Details
- Date:
- March 1, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/2023-state-of-distribution-technology
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How Great Culture & Customer Experience Drove Rapid Growth for COE Distributing, feat. J.D. Ewing, CEO
February 22, 2023 @ 12:00 pm - 1:00 pm EST
Join us on the next Wholesale Change episode on Feb. 22 at 9 PT/12 ET when we’re joined by the CEO of COE Distributing, J.D. Ewing. J.D. grew the company to $100M+ in 13 years by building a company that creates terrific customer experiences. Most of this growth has been organic.
J.D. describes COE’s culture as “inclusive, open door, good at listening and gathering feedback from across the organization,” and “adept at implementing ideas and suggestions in real time.”
COE Distributing is a great success story among distributors. Make sure you sign up to join us live (bring your questions) or access the recording. You can also find Wholesale Change on popular podcast sites.
Details
- Date:
- February 22, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/how-great-culture--customer-experience-drove-rapid-growth
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Leveraging Tech in a Tight Labor Market
February 8, 2023 @ 12:00 pm - 1:00 pm EST
The labor market continues to offer challenges to distributors and many of them seek technology alternatives to get work done and improve their operations.
Whether you want to drive productivity, improve accuracy or grow sales with technology, this panel of experts will offer their expertise based on many years of working with distributors to achieve those goals.
As customers’ expectations around their suppliers’ capabilities continues to grow, many distributors are realizing they need to upgrade their technology stack to remain competitive or differentiate.
- Epicor will be represented on this panel to provide best practices about choosing and implementing a new ERP, including key lessons on how to drive rapid adoption and a great ROI.
- White Cup will explain the company CRM system that’s designed specifically for distributors. This makes configuration and start-up a lot easier and ensures better results over time.
This is a rare opportunity to listen to world-class technology leaders who have done analysis and engagements for hundreds of distribution companies. They will tell you how to find areas for improvement, obstacles to avoid and great ideas for ensuring smooth technology upgrades that drive sales and produce more profits.
Details
- Date:
- February 8, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/leveraging-technology-in-a-tight-labor-market
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700% Growth in 3 Years: How Employee Engagement Powers Growth for BCS
January 25, 2023 @ 12:00 pm - 1:00 pm EST
In only three years, CEO Eric Chernik has grown Building Controls & Solutions by 700% while retaining the entrepreneurial culture of each company BC&S has acquired.
Eric knows that employee engagement drives customer engagement, so he enrolls his team in the company’s goals and strategy with transparency and a healthy culture. He embraces great internal communication and employee recognition.
Don’t miss this episode of Wholesale Change on Jan. 25 at 9 PT/12 ET when we talk to Eric about his path to becoming a CEO and the leadership principles he has applied to achieve fast growth and strong financial results.
Details
- Date:
- January 25, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/700-growth-in-3-years-how-employee-engagement-powers-growth-for-bcs
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2023 State of eCommerce in Distribution
January 18, 2023 @ 12:00 pm - 1:00 pm EST
Have distributors continued to adopt ecommerce at a rapid pace? How are they integrating digital channels into their go-to-market approach?
Find out when you join us Jan. 18, at 9 PT/12 ET for the results of our exclusive 11th annual State of eCommerce in Distribution research, a leading benchmark in the industry for adoption and drivers of ecommerce.
You’ll learn:
- The proportion of sales from digital channels across multiple distribution verticals
- Evolving expectations from distribution customers
- What distributors need to meet customer demands
- How distributors are getting, managing and maintaining product data
- Technology best practices: ERP, CMS, PIM, CRM, etc. to meet those needs
- How digital capabilities are supporting performance of other channels
Details
- Date:
- January 18, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/2023-state-of-ecommerce-in-distribution
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Distribution Leaders Panel: How to Ensure Successful CRM Adoption to Drive Sales
January 11, 2023 @ 12:00 pm - 1:00 pm EST
In the third and final program in our series on the State of CRM in Distribution, Mike Marks, Founding Partner of Indian River Consulting Group, will host a panel of distribution leaders to discuss their experiences with CRM, including what’s worked best – and, of course, lessons learned.
They’ll also share what they wish they had known at the beginning of their CRM adoption cycle.
If you’re looking to adopt a new CRM solution – or make the most of your existing one – who better to learn from than your peers?
Expect fun dialogue, straight talk, and a great give and take.
Bring your questions for Mike and the panel.
Details
- Date:
- January 11, 2023
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/distribution-leaders-panel-ensuring-successful-crm-adoption-to-drive-sales
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The Secrets to Driving Growth in 2023, featuring Tony Harris of THINC B2B
December 14, 2022 @ 12:00 pm - 1:00 pm EST
Tony Harris, founder of THINC B2B, brings his energy and passion for growth to the Wholesale Change Show on Dec. 14 at 9 PT/12 ET.
He’ll hold nothing back in his conversation with hosts Ian Heller and Jonathan Bein on how and why distributors need to realign business intelligence, sales and marketing, finance and IT to drive growth in 2023. He’s a highly regarded CEO coach, senior executive mentor and thought leader.
He’s also the author of “FADS Marketing: Food, Alcohol, Drugs, Sex and the New Marketing World Order.” His career includes providing executive counsel to some of the most recognized global brands. Harris also advises for private equity firms, investment firms, family offices, and venture capital entities, evaluating and preparing recommendations on the viability of potential acquisitions, divestitures and roll-ups.
Details
- Date:
- December 14, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/the-secrets-to-driving-growth-in-2023-featuring-tony-harris-of-thincb2b
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Effective Warehouse Management in Challenging Times
November 30, 2022 @ 12:00 pm - 1:00 pm EST
Today warehouse management faces more challenges than ever before:
- Labor costs are skyrocketing amid a shortage of qualified and motivated workers
- Customers demand immediate fulfillment and shipment of orders
- Supply chain issues result in unpredictable delivery of replenishment shipments
It is important to develop comprehensive a plan that will lead to success in this challenging environment. Join us for this informative and comprehensive webinar Jan. 31, 9 PT / 12 ET where Jon Schreibfeder and Matt Schreibfeder will discuss how to develop a plan to achieve the goal of effective management.
This webinar will cover:
- Developing effective policies and procedures
- Training and motivating warehouse employees
- Utilizing technology to improve productivity including
- RFID scanning
- Drones
- Automated picking and put away
- Guided vehicles
- Carrousels
- Voice picking systems
- Efficient space planning
- Warehouse Management Software
- Labor Management Software
Join us to dive deep into distributors’ most pressing warehouse challenges and to learn how to create a roadmap for future long-term success.
Details
- Date:
- November 30, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/effective-warehouse-management-in-challenging-times
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Creating Value with Proactive Inside Sales
November 9, 2022 @ 12:00 pm - 1:00 pm EST
When done properly, proactive inside sales should:
- Grow midsize accounts 15% to 20%
- Increase gross profit through revenue in higher margin accounts
- Reduce sales comp for midsize accounts 30% to 40%
- Increase retention
In our experience creating proactive inside sales programs, we have seen the best – and worst – practices for achieving these results.
In this episode of Wholesale Change we will look at six keys in creating a successful proactive inside sales program including organization design, management support, compensation, account selection, selecting the right people and technology support.
Details
- Date:
- November 9, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/wholesale-change-creating-value-with-proactive-inside-sales
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DSG Technology Panel: An Executive Perspective on eCommerce
November 8, 2022 @ 12:00 pm - 1:00 pm EST
Distribution Strategy Group is excited to bring you this panel on ecommerce technology on Wednesday, December 7 at 9 PT/12 ET.
As ecommerce continues to be a substantial part of companies’ business strategies, we will talk with top ecommerce executives in the industry. They’ll share how they are using ecommerce. We’ll also discuss what manufacturers are looking for in their distributors when it comes to ecommerce, challenges distributors face and how they have solved them, and how they’re measuring ROI.
Panelists include:
- Steven Javor Global E-commerce Director of Schneider Electrics Energy Management Division
- Justus Eggers, Vice President and General Manager of the Americas, at Hoffman Group
- Coburn Flannery, Director of E-Business.
Details
- Date:
- November 8, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/ecommerce-technology-panel
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Decoding the Supply Chain for 2023
November 3, 2022 @ 12:00 pm - 1:00 pm EDT
The last two years were full of disruption and upheaval in the supply chain and logistics sectors. Surging demand, record cargo volumes, skyrocketing prices and unprecedented congestion are just a few of the challenges that distributors have faced in their efforts to obtain goods from their suppliers and deliver products to their customers. In this episode of The Discerning Distributor, host Alex Chausovsky and his guest Samantha Jones of Rocketshipping will explore all these topics and more. Most importantly, they will discuss the latest pertinent data as we close out 2022 with a softening economy and offer insights and guidance on what distributors should do to optimize their supply chain strategy for 2023 and beyond.
Details
- Date:
- November 3, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Discerning Distributor
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/episode-6---decoding-the-supply-chain-for-2023
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Innovators Summit (NAW/ Applico / DSG) Chicago, IL
November 2, 2022
Plan to attend the wholesale distribution industry’s first, invite-only, matchmaking event for distribution executives to meet tech founders from B2B’s most exciting innovators. This program is ideal for CEOs and leaders intimately involved in digital transformation and innovation. Learn more and register here: Innovators Summit | National Association of Wholesaler-Distributors (naw.org)
Details
- Date:
- November 2, 2022
- Event Category:
- On-Demand Program
- Website:
- https://www.naw.org/events/innovators-summit/
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Best Practices in CRM – Now and in the Future
October 27, 2022 @ 12:00 pm - 1:00 pm EDT
In this webinar, Mike Marks, Founding Partner of Indian River Consulting Group, will rely on his experience working with dozens of leading distributors to talk about how to successfully implement CRM and how this will evolve in the future. He’ll use examples and define best practices to help you understand how CRM can benefit you today and what you must do to ensure you continue to gain benefits from this technology going forward.
The proper use of data can create a powerful coaching tool for sales managers. The real power of a deployed CRM is the creation of a light touch but formal performance improvement loop. The idea is that a plan for the month is developed and at the end of the month both activities and results are examined to identify performance improvement actions for the subsequent month. In many cases, the sales managers need to develop some process-driven coaching skills. AI tools are also creating significant leverage for today’s sales manager. The long-term sales performance impact of a CRM improves on the same principle of compound interest.
Details
- Date:
- October 27, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/best-practices-in-crm--now-and-in-the-future