In this episode Ian Heller welcomed Alibaba’s John Caplan to the Wholesale Change Show to discuss Alibaba’s capabilities and the marketplace’s long-term plans.

Learn how Amazon uses AI and how distributors can fend off this B2B juggernaut with their own strategy around product recommendations, search relevancy and audience monetization.

Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it tough to succeed.

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

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? In this episode, Jonathan Bein and Ian Heller will talk about how different product verticals – and business models – drive varying levels of disruption vulnerability. We promise…

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.