On-Demand Programs
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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
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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
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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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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
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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
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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
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Technology Leader Panel: Solutions that Enable Great Digital Strategies
May 9, 2023 @ 12:00 pm - 1:00 pm EDT
Distributors often conflate digital with online sales. But digital capabilities are still essential to your success even if your business model means you won’t see a significant portion of your sales coming through a shopping cart in the near future.
Generally, digital technologies can be applied across a distributor’s business:
- Distributor to Customer: This may include online training, product search and selection, services information or scheduling, account management, chat, delivery tracking and much more.
- Distributor Internal: Process automation, internal communication and project management.
- Distributor to Supplier: Communication, shipment tracking, financial reconciliation and training.
While a great digital strategy requires a website, that’s just the starting point. Building connections and communication from the customer to the supplier is necessary to drive sales, manage costs and optimize.
Details
- Date:
- May 9, 2023
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- On-Demand Program
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/solutions-that-enable-great-digital-strategies
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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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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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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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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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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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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
- This event has passed.
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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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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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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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/
- This event has passed.
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