Distributors continue to fall behind in building websites that meet their customers’ needs better than other choices, such as search engines and manufacturers’ digital offerings.
Wholesale Change: How Arbill Doubled Down on its Safety Focus When the PPE Market Shifted (July 21, 2021)
Take a closer look at how the PPE industry changed overnight when COVID-19 hit last year and the challenges that have come with that, including misinformation and lower-quality product.
What Private Equity Firms Want in a Distributor: A Look Behind the Curtain
Get an insider’s look at how private equity (PE) firms evaluate distribution companies, from people and processes to market opportunities. John Schweig, Chairman of the Board at BlackHawk Industrial and Operating Partner at private equity firm Snow Phipps, joined us for a recent Wholesale Change episode.
Why Frank Hurtte Believes Fee-Based Services Are Do-or-Die for Distributors
In his book, The Distributor’s Fee Based Services Manifesto: Why You Need to Consider Charging for Your Services, distribution expert Frank Hurtte argues that distributors face a tough challenge. As market forces, demographics, alternative channels and the internet push against their half-century-old model of wrapping value-added services charges into product margins, distributors must change their revenue model or perish.
Wholesale Change: How Gustave Larson Helps Their Customers Succeed (June 23, 2021)
Andrew Larson talks about how Gustave Larson has evolved its sales force to make it as easy as possible for customers to interact with its team, including telesales, service advisors, engineering and design, and more.
Will Amazon Survive the Wrath of Khan?
Amazon critic Lina Khan, who has upended antitrust thinking, is the new FTC Chair.
How to Select, Sell and Deliver the Right Value-Added Services for Your Business
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with DSG how to be intentional and disciplined about the value-added services you provide to optimize the benefit they have for your business.
Wholesale Change: How Private Equity Leaders Evaluate Distributors (June 9, 2021)
John Schweig, Chairman of the Board at BlackHawk Industrial and Operating Partner at private equity firm Snow Phipps, joined hosts Ian Heller and Jonathan Bein for a peek under the covers of how these firms evaluate distributors, from people and processes to market opportunities.
It’s Not Your Grandfather’s Industry Anymore
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how distributors can take strategic action in response to disruption. Download the report now.
Wholesale Change: Distributors’ Quarterly Checkup: Notable Results, Surprises & Market Moves (May 26, 2021)
In our regular quarterly checkup, Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Home Depot, Fastenal, CDW, Beacon and more.