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Why B2B Marketplaces Are Booming Today
Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
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3 Distribution Maxims That Are Wrong
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
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The Lawson Products Path to Differentiation, feat. Michael DeCata, CEO of Lawson Products (March 17, 2021)
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 with an innovative approach to sales, a strong private-label strategy, and value-added services.
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Wholesale Change: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein (March 3, 2021)
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 Hires Former Amazon Business GM – and That’s Just the Start
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
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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Wholesale Change: The Role of Associations Amid Uncertainty (February 17, 2021)
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
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 (February 3, 2021)
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
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.