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Ian Heller

Disruption is unavoidable. Building on my 30 years of experience in the industry, I help distribution leaders understand this dynamic industry, and formulate a plan to ensure they can win, long into the future. Let’s talk: iheller@distributionstrategy.com.

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Quarterly Checkup: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein

Wholesale Change: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein (March 3, 2021)

Ian Heller and Jonathan Bein · March 3, 2021 · Leave a Comment

Ian Heller and Jonathan Bein go beyond the numbers for Office Depot (ODP), Watsco, Henry Schein, The Home Depot and Genuine Parts Co/Motion Industries to provide a perspective that analysts can’t.

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Office Depot

Office Depot Hires Former Amazon Business GM – and That’s Just the Start

Ian Heller · March 1, 2021 · Leave a Comment

In a series of moves, including bringing on the executive who launched Amazon Business, ODP is joining the marketplace war. With a flurry of aggressive, recent actions, ODP (the newly named parent company of Office Depot) seems intent on building a rival marketplace to Amazon Business. On Feb. 16, the company announced it had hired…

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How to Overcome Resistance to Strategic Pricing

How to Overcome Resistance to Strategic Pricing

Ian Heller and Jonathan Bein · February 24, 2021 · Leave a Comment

Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.

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The role of associations in the distribution industry has evolved over the past decade as they work to add value for their members in a changing market marked by generational shift and consolidation. Ed Gerber, CEO of the Industrial Supply Association and distribution industry veteran, joins Distribution Strategy Group’s Ian Heller and Jonathan Bein for a look at how ISA is evolving to meet members’ needs in an unprecedented time.

Wholesale Change: The Role of Associations Amid Uncertainty (February 17, 2021)

Ian Heller and Jonathan Bein · February 18, 2021 · Leave a Comment

In this episode, Ed Gerber, CEO of the Industrial Supply Association and distribution industry veteran, joined Distribution Strategy Group’s Ian Heller and Jonathan Bein for a look at how ISA is evolving to meet members’ needs in an unprecedented time.

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How Johnstone Supply Built Company Culture Over Zoom: A Conversation with President and CEO John Tisera

How Johnstone Supply Built Company Culture Over Zoom: A Conversation with President and CEO John Tisera

Ian Heller · February 8, 2021 · Leave a Comment

Johnstone Supply saw its largest sales month in company history in June 2020 after responding to the pandemic with innovations at a local level to improve customer experience and focus on company culture.

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Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves from 2020

Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves from 2020 (February 3, 2021)

Ian Heller and Jonathan Bein · February 4, 2021 · Leave a Comment

The Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Amazon, Grainger, Applied Industrial and Avnet.

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The War Between Sales and Marketing is Marketing’s Fault

The War Between Sales and Marketing is Marketing’s Fault

Ian Heller · February 2, 2021 · 5 Comments

Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.

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The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical

Wholesale Change: The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical (January 20, 2021)

Jonathan Bein and Ian Heller · January 21, 2021 · 1 Comment

We had a frank conversation with Steve Ruane, Vice President of Marketing and Member Services for IMARK Electrical, about the role co-ops and marketing groups play in helping independent distributors compete in today’s fast-changing market.

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Home Depot, HD Supply and the Multifamily Market War

Wholesale Change: Home Depot, HD Supply and the Multifamily Market War (January 6, 2021)

Ian Heller and Jonathan Bein · January 8, 2021 · Leave a Comment

We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.

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How to Build Successful B2B Customer Loyalty Programs

How to Build Successful B2B Customer Loyalty Programs

Ian Heller and Jonathan Bein · January 4, 2021 · Leave a Comment

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.

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