Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans
Ian Heller
Ian Heller is the Founder and Chief Strategist for Distribution Strategy Group. He has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry, starting as a truck unloader at a Grainger branch while in college. He’s since held executive roles at GE Capital, Corporate Express, Newark Electronics and HD Supply. Ian has written and spoken extensively on the impact of digital disruption on distributors, and would love to start that conversation with you, your team or group. Reach out today at iheller@distributionstrategy.com.
Articles by Ian Heller
In this episode, Hurtte, of River Heights Consulting, joined Ian Heller and Jonathan Bein to talk about why, if distributors don’t have a plan
Learn how distributors can analyze transactional and customer-provided data to generate industry-specific insights, develop robust benchmarks and tailor advice to match customer objectives.
In the wake of COVID-19, there has been plenty of speculation about the role of distribution associations and how they must adapt to disruption,
Hosts Ian Heller and Jonathan Bein welcome Peter to the Wholesale Change show to provide his novel perspective on running a distribution company today.
Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
In this episode, DeCata joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about how Lawson Products is differentiating in today’s market
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
In a series of moves, including bringing on the executive who launched Amazon Business, ODP is joining the marketplace war. With a flurry of
Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
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
Johnstone Supply saw its largest sales month in company history in June 2020 after responding to the pandemic with innovations at a local level
The Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Amazon, Grainger, Applied Industrial and Avnet.
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.
Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
No matter how hard you try, it’s really easy to build a doomed website. In a recent episode of the Wholesale Change webcast and
Without buy-in from your entire team – including that salesperson that complains the most – a strategic pricing project will, simply put, not yield
Debbie Paul joined Ian Heller and Jonathan Bein to talk about what’s in distributors’ way, and how emerging technologies are making it easier to