Product shortages, supply-chain delays, hard-to-find labor – what are the best practices in navigating through the current supply chain madness?
The Younger Your Customers, the More Important Your Sales Reps
Your value proposition – not the age of the buyer – determines the value your sales reps can add.
Manufacturers’ Top 3 Concerns About Traditional Distribution Channels
Here’s why an increasing number of manufacturers are going direct to the end customer.
Wholesale Change: On the Front Lines of Benco’s Digital Transformation Story (September 29, 2021)
In this episode you’ll hear from this visionary leader about how they came to the decision and how the journey is going.
Wholesale Change: Global Industrial CEO Barry Litwin: Driving Differentiation Amid Disruption (September 15, 2021)
In this episode we spoke with Barry Litwin, CEO of Global Industrial Supply, a $1B distributor focusing on small and midsize businesses.
Office Depot Hires the Amazon Business Team to Build a Rival Marketplace
As many distributors wonder how to respond to the breathtaking growth of Amazon Business, Office Depot has gone on to create what looks like a direct competitor.
3 New Strategies Distributors Are Embracing in 2022
Distributors learned some difficult lessons through the pandemic, and they’re planning to build resilience by investing further in digital capabilities, accommodating remote work where feasible, and more.
The Risk That Marketplaces Pose to Your Distribution Business
Platforms are indeed “eating the world.” Most distributors can still choose whether they will do the eating or be the meal. This post previews some of the key findings in the second report, “Developing a Marketplace Strategy,” based on our research for the National Association of Wholesaler-Distributors (NAW) into new leadership strategies for distributors to add value in…
How Arbill Built Its Product & Service Strategy on an Unwavering Foundation of Safety First
Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’ needs.
Wholesale Change: The Death of the Distributor Sales Rep Has Been Greatly Exaggerated (August 12, 2021)
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need to go beyond just blaming the next generation.