Upcoming Wholesale Change Shows
On-Demand Wholesale Change Shows
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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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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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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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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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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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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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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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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
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Wholesale Change: Your B2B Marketplace Strategy: What You Need to Compete
July 6, 2022 @ 12:00 pm - 1:00 pm EDT
Alex Moazed burst onto the scene as a platform business expert when he co-authored the best-selling book, “Modern Monopolies” in 2016. Since then, Alex has been widely acclaimed as an expert on marketplaces and has appeared on multiple television shows, including Fox Business News and Bloomberg TV. He’s a featured keynote speaker at many conferences and on July 6 at 9 PT/12 ET, he’ll be joining us on the Wholesale Change Show.
Alex will share his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers as they formulate their marketplace strategies. We’ll ask him to update us on the latest trends in B2B marketplaces and share some key lessons distributors need to know as they choose how to compete in the fast-changing competitive landscape. Don’t miss this opportunity to follow the conversation and ask questions of one of the brightest thinkers in B2B digital strategy.
Details
- Date:
- July 6, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/your-b2b-marketplace-strategy-what-you-need-to-compete-featuring-alex-moazed
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Wholesale Change: Winsupply: An Ownership Team Under Every Roof
June 22, 2022 @ 12:00 pm - 1:00 pm EDT
Monte Salsman, President of the Winsupply Acquisitions Group, joins us on the Wholesale Change Show on Wednesday, June 22. We’ll explore the company’s unique entrepreneurial business model, where they strive to have “an ownership team under every roof.” Winsupply owns a majority equity stake in more than 640 local companies across the United States in many categories, including plumbing supplies, HVACR equipment, pipes, tubing, water heaters, wires, cable and more.
Monte will share principles he has used to foster a successful entrepreneurial culture at WinSupply including:
- Take ownership.
- Adopt an expertise habit.
- Become a professional at developing relationships … especially with people who are difficult for you.
- Get paid what you are worth (not more and not less).
- Communication … beginning with mastering listening.
Monte says, “I see those things in every successful business and individual.”
This will be fascinating discussion and you can join in with your questions. Don’t miss it.
Details
- Date:
- June 22, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://pages.distributionstrategy.com/acton/media/6612/winsupply-an-ownership-team-under-every-roof
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Wholesale Change: Take Back Control of Your Profitability, featuring Jonathan Byrnes
June 8, 2022 @ 12:00 pm - 1:00 pm EDT
Learn how distributors can evaluate and categorize their customer base – profit peaks, profit drains and profit deserts – and make a plan to act. Treating all customers the same won’t cut it.
Details
- Date:
- June 8, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-take-back-control-of-your-profitability-featuring-jonathan-byrnes-june-8-2022/
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Wholesale Change: MSC Industrial’s Reimagined Value Proposition for a Digital World
May 25, 2022 @ 12:00 pm - 1:00 pm EDT
In this webinar, Erik Gershwind, President and CEO of MSC Industrial Supply Co., talked about how the company has reimagined its value proposition, driven digital transformation and learned to build its culture and retain talent in a virtual world.
Details
- Date:
- May 25, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-msc-industrials-reimagined-value-proposition-for-a-digital-world-may-25-2022/
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Wholesale Change: Creating Relevancy in an Age of Disruption
May 11, 2022 @ 12:00 pm - 1:00 pm EDT
In this episode of Wholesale Change, Dirk shared why distributors must adopt new ways of leading their companies to build a sustainable business today.
Details
- Date:
- May 11, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-creating-relevancy-in-an-age-of-disruption-may-11-2022/
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Wholesale Change: Can Distributors Get Out of the Profit Rut?
April 27, 2022 @ 12:00 pm - 1:00 pm EDT
Profitability expert Dr. Al Bates joined us on the Wholesale Change show to talk about why distributors are stuck in a profitability “rut” and how they can escape.
Details
- Date:
- April 27, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-can-distributors-get-out-of-the-profit-rut-april-27-2022/
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Wholesale Change: The Critical Link Between Culture and Business Results, feat. Randy Eddy, CEO of U.S. Electrical Services
April 13, 2022 @ 12:00 pm - 1:00 pm EDT
Watch this episode to learn how Randy’s impressive focus on culture is directly tied to business results.
Details
- Date:
- April 13, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-the-critical-link-between-culture-and-business-results-feat-randy-eddy-ceo-of-u-s-electrical-services-april-13-2022/
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Wholesale Change: Dakota Supply Group: Doubling Down on Service to Drive Organic Growth
March 30, 2022 @ 12:00 pm - 1:00 pm EDT
CEO Paul Kennedy about how the company’s focus on customer experience has driven profitable growth.
Details
- Date:
- March 30, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-dakota-supply-group-doubling-down-on-service-to-drive-organic-growth-march-30-2022/
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Wholesale Change: Why Losing Customers Costs More Than You Think
March 16, 2022 @ 12:00 pm - 1:00 pm EDT
n this episode hosts Ian Heller and Jonathan Bein share the true costs of customer defection – and the real upside of reducing it.
Details
- Date:
- March 16, 2022
- Time:
-
12:00 pm - 1:00 pm EDT
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-why-losing-customers-costs-more-than-you-think-march-16-2022/
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Wholesale Change: How Distributors Win with Third-Party Marketplaces, Feat. Kevin Weadick, President of Zoro US
March 2, 2022 @ 12:00 pm - 1:00 pm EST
In this episode Zoro President Kevin Weadick joined hosts Ian Heller and Jonathan Bein for a discussion on the role third-party marketplaces can play in distributors’ strategies today.
Details
- Date:
- March 2, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-how-distributors-win-with-third-party-marketplaces-feat-kevin-weadick-president-of-zoro-us-march-2-2022/
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Wholesale Change: 2022 M&A in Distribution – Trends and Best Practices
February 16, 2022 @ 12:00 pm - 1:00 pm EST
On this episode we have an entertaining and informative discussion with Brent Grover about trends and best practices in M&A in the distribution industry.
Details
- Date:
- February 16, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-2022-ma-in-distribution-trends-and-best-practices-february-16-2022/
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Wholesale Change: The 5 Biggest Distributor Marketing Mistakes
February 1, 2022 @ 12:00 pm - 1:00 pm EST
You’ll hear why distributors often fail at marketing — and how you can succeed in this episode of The Wholesale Change Show.
Details
- Date:
- February 1, 2022
- Time:
-
12:00 pm - 1:00 pm EST
- Event Category:
- Wholesale Change Show
- Website:
- https://distributionstrategy.com/wholesale-change-show/wholesale-change-the-5-biggest-distributor-marketing-mistakes-february-1-2022/