In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.

Do you feel like your ecommerce platform is broken – not delivering the ROI you expected? You’re not alone.

Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has hardly been affected?

There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.

This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources to protect and grow market share.

Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to know about your company.

In this episode of Distribution Strategy Group’s Wholesale Change Show, experts discuss how to supercharge your sales with your largest customers.

Google, Shopify, Alibaba, eBay, Walmart and others are all building marketplaces and you can find millions of products on them that used to be available exclusively from distributors. If you can’t beat ‘em, join ‘em, right? Well…maybe. The Wholesale Change crew will talk about how, why and if you should build your own marketplace to fight back.

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be to help drive the long-term growth and profitability of the firm.

The murky world of marketing co-op baffles distributors and manufacturers alike.

If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they need you?

It’s easy to find ways of boosting margins – the hard part is prioritizing the approaches that provide the greatest return for the least amount of risk and effort.

Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?

In this episode of Wholesale Change (May 27, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss why you might have built the wrong website.

In this episode of Wholesale Change (May 20, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of marketplaces in wholesale distribution.

In this episode of Distribution Strategy Group’s Wholesale Change Show, experts discuss the importance and future of value-added services in distribution.