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Wholesale Change: Home Depot, HD Supply and the Multifamily Market War (January 6, 2021)
We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.
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How to Build Successful B2B Customer Loyalty Programs
Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
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8 Reasons Distributors Fail at Digital
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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Wholesale Change: Secure Buy-in to Your Pricing Initiative (December 16, 2020)
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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Wholesale Change: How Distributors Can (Finally) Succeed at Cross-Selling
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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Wholesale Change: How Culture Can Be Cultivated on Zoom (with John Tisera, CEO of Johnstone Supply)
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
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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If Marketplaces are a Must, Should You Build Your Own?
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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Wholesale Change: Leverage Customer Loyalty Programs for Long-Term Growth (November 18, 2020)
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
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.