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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.

Let’s talk ->
8 Reasons Distributors Fail at Digital

8 Reasons Distributors Fail at Digital

Ian Heller and Jonathan Bein · December 28, 2020 · Leave a Comment

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 podcast, we discussed the real reasons distributors’ ecommerce efforts tend to flop.

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Secure Buy-in to Your Pricing Initiative

Wholesale Change: Secure Buy-in to Your Pricing Initiative (December 16, 2020)

Ian Heller and Jonathan Bein · December 17, 2020 · Leave a Comment

Without buy-in from your entire team – including that salesperson that complains the most – a strategic pricing project will, simply put, not yield the results you need it to.

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How Distributors Can (Finally) Succeed at Cross-Selling

Wholesale Change: How Distributors Can (Finally) Succeed at Cross-Selling

Ian Heller and Jonathan Bein · December 10, 2020 · Leave a Comment

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 grow wallet share with existing customers.

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How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)

Wholesale Change: How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)

Ian Heller and Jonathan Bein · December 2, 2020 · Leave a Comment

John Tisera, president/CEO of Johnstone Supply, joined Ian Heller and Jonathan Bein in this episode to talk about how the distributor has built and cultivated its culture through Zoom, including adapting their onboarding process and holding a quarterly Coffee with CEO where he personally meets all new associates.

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High-Tech AND High-Touch: How Distributors Can Win in a B2C World

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

Ian Heller and Jonathan Bein · December 2, 2020 · 3 Comments

If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting a high-tech model isn’t the answer either.

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How to Get Your Brand Out of the Graveyard

How to Get Your Brand Out of the Graveyard

Jonathan Bein and Ian Heller · November 30, 2020 · Leave a Comment

You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products from you but not accessories to those, and buy infrequently.

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If Marketplaces are a Must, Should You Build Your Own?

If Marketplaces are a Must, Should You Build Your Own?

Ian Heller and Jonathan Bein · November 25, 2020 · 2 Comments

Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they should build their own marketplaces.

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How Fastenal is Outperforming the Market in 2020

How Fastenal is Outperforming the Market in 2020

Jonathan Bein and Ian Heller · November 23, 2020 · Leave a Comment

Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture, hitting their top line goals.

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Leverage Customer Loyalty Programs for Long-Term Growth

Wholesale Change: Leverage Customer Loyalty Programs for Long-Term Growth (November 18, 2020)

Ian Heller and Jonathan Bein · November 18, 2020 · Leave a Comment

Learn why loyalty is a powerful emotion and how to leverage it in B2B, best practices in designing loyalty and incentive programs, and how to manage program success.

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Home Depot Buys Back HD Supply; MRO Distributors Get Squeezed

Ian Heller · November 18, 2020 · 1 Comment

Home Depot pays a 25% premium for an enterprise value of $8 billion to reacquire HD Supply, putting branch-based distributors square in the middle of the Devil and the Deep Orange Apron.

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