Upcoming Programs
On-Demand Programs
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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
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From Industrial to Electrical: Summit Electric CEO Ed Gerber Takes on a New Market
October 26, 2022 @ 12:00 pm - 1:00 pm EDT
Ed Gerber, CEO of Summit Electric Supply, joins us on the Oct. 26 episode of Wholesale Change. Before joining Summit Electric, Ed was the CEO of the Industrial Supply Association (ISA) after holding a number of senior executive roles for industrial distributors.
We’ll ask Ed what it was like to switch from the industrial industry to electrical. During our conversation, we’ll explore topics like sales force optimization, digital transformation, value-added services and what it takes for a regional distributor to compete effectively against global players.
Ed has been highly successful during his tenure at Summit, even though he joined the company less than a year ago. It’s his first CEO role with a distributor, so he’ll tell us what it’s like to be in the top seat compared to other senior executive roles he’s held.
Bring your questions to the live recording or sign up below to listen to the recording.
Details
- Date:
- October 26, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/from-industrial-to-electrical
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Attracting and Retaining Top Talent
October 20, 2022 @ 12:00 pm - 1:00 pm EDT
Join us on Oct. 20 at 9 PT/12 ET for our next episode of The Discerning Distributor.
The war for talent rages on. Some organizations are ill-prepared to handle the challenges of an increasingly complex labor market, shackled by the “we’ve always done it this way” mentality. Others are thriving, armed with analytical insights and surrounded by allies, allowing them to snap up and retain high-performing impact players and supercharge their growth.
What kind of an organization are you? More importantly, what kind do you want to be in the future?
In this episode, host Alex Chausovsky and his guests, Jay Denton and Dr. Mallory Vachon, will discuss the latest labor market developments and offer key insights designed to help business leaders and decision-makers elevate their talent-focused activities and develop labor strategies that work in this candidate-driven market.
Details
- Date:
- October 20, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Discerning Distributor
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/attracting-and-retaining-top-talent
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Marketplace Strategy for Distributors
October 19, 2022 @ 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.
Details
- Date:
- October 19, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/marketplace-strategy-for-distributors
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How Distributors Should Do Strategic Planning
October 12, 2022 @ 12:00 pm - 1:00 pm EDT
Every distributor does an annual budget – but that’s not the same thing as formulating a strategy. The budget process is very tactical, focused on current operations and does not typically account for broad industry trends, disruptors or major technology changes.
If you don’t want to get blindsided, you need a strategic plan. A strategic planning process will allow you to think about the positioning of your company and how you need to adapt your value proposition over time.
Join us on the Oct. 12 episode of Wholesale Change at 9 PT/12 ET when Ian Heller and Jonathan Bein, Ph.D., talk about the strategic planning process they’ve developed to help distributors formulate long-term plans. This feeds into the short-term budget process but also enables changes that empower a company to thrive in the long term.
Details
- Date:
- October 12, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/how-distributors-should-do-strategic-planning
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The Manufacturer-Distributor Relationship: Direct vs. Channel Strategy Considerations
October 6, 2022 @ 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!
Details
- Date:
- October 6, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Discerning Distributor
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/the-manufacturer-distributor-relationship-direct-vs-channel-strategy-considerations
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How to Optimize Distributor Profitability
October 5, 2022 @ 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.
Details
- Date:
- October 5, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/how-to-optimize-distributor-profitability
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How Distributors Use CRM Today
September 29, 2022 @ 12:00 pm - 1:00 pm EDT
Mike Marks of Indian River Consulting Group has partnered with Distribution Strategy Group to survey distribution decision-makers to understand their experiences with CRM – good and bad. We asked them questions about how they choose, integrate, drive adoption of and use CRM systems.
Join us for this free webinar, where Mike will share results and define the real-world state of play today in how CRM tools work. The session will provide a framework around the five core processes in any CRM that will provide participants with the insight to select, deploy and recognize the implementation pitfalls that can trap a distributor into pilot purgatory.
The guiding principle driving the framework is that CRMs exist to provide data to the sales representative so they can make better decisions on where to spend their time and what to do. In a fully deployed CRM, 80% of the information should come TO the sales rep and only 20% comes FROM the sales rep.
Use the framework to assess your own adoption position and identify the key actions to move ahead.
Details
- Date:
- September 29, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/how-distributors-use-crms-today
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Global Industrial’s Outlook on Merchandising
September 28, 2022 @ 12:00 pm - 1:00 pm EDT
Join us on the Sept. 28 episode of Wholesale Change when our guest will be Alex Tomey, the Senior Vice President of Merchandising for Global Industrial Company.
Global Industrial is a billion-dollar value-added industrial distributor. Global Industrial offers customers more than a million products — from material handling to packaging and supplies — including its own proprietary brands. Alex was previously the Co-Chief Merchandising Officer at Petco. Before that, he served as Senior Vice President and GMM of Merchandising at DICK’S Sporting Goods and has held merchandising leadership positions at major retailers including Kohl’s and Walmart.
We’ll ask Alex about his transition from retail to B2B, how he develops merchandising strategies for industrial and commercial customers, and the role of value-added services in differentiating Global Industrial from competitors.
Details
- Date:
- September 28, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/global-industrials-outlook-on-merchandising
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Macroeconomics III: B2B Capex, Inventories and Investment Considerations
September 22, 2022 @ 12:00 pm - 1:00 pm EDT
A slowing macro economy will likely be a headwind for investment, affecting everything from capacity planning to capital expenditures and inventory levels. The pandemic-era swings in both supply and demand are likely to calm, but persistent uncertainties – the war in Ukraine, mid-term elections and the Fed’s interest rate policy – all cloud the decision-making process. What does it all mean to the distribution community?
In this episode of The Discerning Distributor, Alex Chausovsky and his guest will delve deep into these critical topics. They will discuss the current Capex and inventory landscape, explore what is likely to occur down the road and provide some sage advice to distributors looking for clarity on what’s to come.
Join us on Sept. 22, 2022, at 9 PT/12 ET for a live presentation – and walk away with new insights and ideas to help you deal with the uncertainty.
Details
- Date:
- September 22, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Discerning Distributor
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/macroeconomics-iii-b2b-capex-inventories-and-investment-considerations
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Competing and Winning with Value-Added Services
September 21, 2022 @ 12:00 pm - 1:00 pm EDT
As channels evolve, distributors face growing competition from pure digital players like marketplaces. As a result, distributors must master digital competencies. However, it’s in value-added services where they can truly differentiate.
We’ve hired Frank Hurtte – who literally wrote the book on value-added services – to develop and present a webinar for distributors on how they can use services not only to protect share of more complex relationships but to retain the simple, on-demand business, too.
In Hurtte’s book, The Distributors’ Fee-Based Services Manifesto, he writes:
A distributor’s livelihood rests on customer relationships. I firmly believe building a service-for-fee model builds customer intimacy and supercharges the relationship. Charging for service creates a new and different sort of customer model. The distributor positions themselves as a professional, a thoughtful advisor rather than just a seller.
In this webinar, Hurtte will describe how to identify, document and market services in such a way that you can charge for some of them while increasing your importance to customers so that you become a more strategic partner.
Sign up to join us live if you’d like to ask questions or access the recording and whitepaper later.
Details
- Date:
- September 21, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/competing-and-winning-with-value-added-services
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Shopping-Cart Sales Are a Small Part of Website ROI
September 14, 2022 @ 12:00 pm - 1:00 pm EDT
Most distributors we talk to are disappointed in the ROI of their ecommerce investments. When we dig into their complaints, we find that while they know their expenses, the sales attributed to their websites are way off because they only look at shopping-cart revenue.
But the shopping cart is usually the smallest part of the direct revenue generated by your website. Customers must use purchase orders, so instead of checking out, they shop on your website and then buy through other channels – including “lights out” methods like email, EDI and punchout.
Join us on Sept. 14 when Distribution Strategy Group co-founders Ian Heller and Jonathan Bein, Ph.D., will reveal how you can build a better website that drives more revenues and how you can do a better job measuring the return on your current investment. Your ROI is probably much better than you think, and we can show you how to increase it even more.
Details
- Date:
- September 14, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/shopping-cart-sales-are-a-small-part-of-website-roi
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Macroeconomics II: Commodity and Input Prices
September 8, 2022 @ 12:00 pm - 1:00 pm EDT
Volatile commodity prices have made it difficult for the distribution community to predict input costs and manage budgets since the start of the pandemic. The fallout of this volatility includes squeezed margins and pressured profitability for distributors across a spectrum of industries. The decelerating macroeconomy in mid-2022 reflects a pivotal change from the aggressive pace of business in 2021, with commodities like copper, steel, lumber and oil all declining in price.
In this episode, host Alex Chausovsky and his guest will explore the factors that drive commodity and input prices. They will also discuss the current and likely future trajectory of commodities and other input costs, and provide guidance on what distribution leaders need to do now to prepare their business for what’s to come.
Details
- Date:
- September 8, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Discerning Distributor
- Website:
- https://Pages.DistributionStrategy.com/acton/media/6612/macroeconomics-ii-commodity-and-input-prices
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Bay Supply Proves Small Distributors Can Build Big Marketplaces
August 31, 2022 @ 12:00 pm - 1:00 pm EDT
Conventional thinking claims that only distributors larger than a billion dollars can build successful marketplaces. Bay Supply is much smaller than that, but its fastener marketplace is taking off.
Like most wholesalers, Bay Supply is facing new marketplace entrants supported by tech startups, national distributors, manufacturers and even software providers that are fighting to reach the buyer directly through these rapidly evolving platforms. Unlike other distributors, Bay Supply jumped into the marketplace competition itself. And they’re recruiting manufacturers and distributors to join their platform in a friendlier ecosystem than many of the alternatives.
Mike Eichinger, Bay Supply COO, joins us on the Wholesale Change show on Aug. 31 at 9PT/12ET. He’ll share how Bay Supply is taking a collaborative approach to supporting distributors who want to reach sourcing professionals with an efficient solution while maintaining their brand and positioning as experts in the field.
Details
- Date:
- August 31, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/bay-supply-proves-small-distributors-can-build-big-marketplaces
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Macroeconomics I: Inflation and Interest Rates
August 25, 2022 @ 12:00 pm - 1:00 pm EDT
Top of mind for many distribution executives, inflation is currently at the highest level in more than 40 years. The Federal Reserve has been raising interest rates for several months to try and bring down inflation – so far to no avail. That’s because the Fed uses the Federal Funds Rate – the basis for all other borrowing costs such as mortgages, auto loans, credit cards and business loans – as a tool to manage inflation.
In this episode of The Discerning Distributor, Alex Chausovsky will dig into this critical topic to help you better understand that relationship, and what you can expect in the face of a potential economic slowdown.
Join us on Aug. 25, 2022, at 9 PT/12 ET for a live presentation – and come with your own questions.
Details
- Date:
- August 25, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Discerning Distributor
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/macroeconomics-i-inflation-and-interest-rates
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Building a Bridge Between Generations, featuring Jeff McLendon
August 17, 2022 @ 12:00 pm - 1:00 pm EDT
In nearly 20 years with Specialty Building Products, Jeff has served as CFO, President and COO, and now CEO. Throughout his long career, which has included many acquisitions, a company name change (SBP was formerly known as U.S. LUMBER) and most recently, new ownership, Jeff has focused on building great teams.
Jeff knows this means recruiting great new talent to go along with the experienced veterans. SBP has earned a reputation as a great place to work for Millennials and Generation Z employees – and not just because Jeff plays video games with them. He’ll be joining us on the Wholesale Change show on Aug. 17, where Ian and Jonathan will ask him about the part he has played in building such a successful company.
Sign up to watch live on Aug. 17 at 9 PT/12 ET so you can ask your questions, too. Or to receive a link to the recording or podcast.
Details
- Date:
- August 17, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/building-a-bridge-between-generations-featuring-jeff-mclendon
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Maximizing Working Capital Performance for Distributors
August 10, 2022 @ 12:00 pm - 1:00 pm EDT
Distributors have historically employed conservative financial practices. That means they have had a strong working capital position. However, accounts receivable and inventory have dominated their current assets.
As a result, very few distributors are cash rich.
As long as it is business as usual, with modest sales growth, the working capital position of most distributors is not an issue. However, as economic shocks impact performance, distributors must look harder at non-performing inventory and accounts receivable, as well as whether they are using supplier financing effectively.
Join us Aug. 10 at 9 PT/12 ET as Al Bates explores working capital performance for distributors in detail. Expect some surprising conclusions.
Details
- Date:
- August 10, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/maximizing-working-capital-performance-for-distributors
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The Real ROI of eCommerce for Distributors
August 3, 2022 @ 12:00 pm - 1:00 pm EDT
If you use traditional ROI models to determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all wrong.
Traditional ROI models typically don’t account for results outside of shopping-cart revenue. After all, in B2B, it’s not unusual for a customer to search online, research products on your website – and then call in and talk to their account manager to place the order. Or they may be getting product data from your website to put together bids.
None of that potential revenue is credited to the website in a standard ROI model. The data show that digitally engaged customers buy more than customers that aren’t engaged on your website.
Because of this, distributors need robust shopping and account management capabilities even if shopping-cart revenue is minimal.
Join us for this important conversation in a free webinar on Aug. 3 at 9 PT/12 ET. We’ll explore the B2B ecommerce opportunity, and a more inclusive way to think about ROI calculations. We’ll share real examples of how a website supports distributor growth, even when direct shopping-cart revenue makes up a small percentage of the total.
Details
- Date:
- August 3, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/the-real-roi-of-ecommerce-for-distributors
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Wholesale Change: A Conversation with NAW CEO Eric Hoplin
July 20, 2022 @ 12:00 pm - 1:00 pm EDT
Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), will be joining us for the July 20 episode of Wholesale Change. He’ll share his take on key concerns and trends – including labor, supply chain disruption, digital transformation and more – based on his ongoing conversations with dozens of senior distribution company leaders. He’ll also provide an update on NAW, including the work they are doing to support distributors in Washington D.C.
Bring your questions on July 20 at 9 PT / 12 ET.
Details
- Date:
- July 20, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/a-conversation-with-naw-ceo-eric-hoplin