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.
The Most Common Mistake Leaders Make in a New Job
The paradox of leaders in new roles is that the lessons they learned in their last jobs are often irrelevant in their new jobs – but they apply them anyway.
Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital
Peter Jackson, CEO of Miller Industrial Supply, came up in the world of consumer marketing and design before breaking into industrial distribution when he bought Miller Industrial – a 100-year-old MRO and hardware distributor based in the Chicago area – in 2018. Although he’s a newcomer to the distribution industry, he brings ringing endorsements from…
Wholesale Change: Creating Value-Add in a Commoditized Industry (May 12, 2021)
In this episode Peter Neuberger, President and CEO of United Performance Metals, joined Ian Heller and Jonathan Bein to talk about how the distributor has built a successful value-added services model in the highly commoditized metals service center industry.