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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 ->
The-Real-Reason-Digital-Fails---Its-Not-Because-CEOs-are-Dinosaurs-Blog-Featured

Wholesale Change Show: The Real Reason Digital Fails: It’s Not Because CEOs are Dinosaurs (October 7, 2020)

Ian Heller and Jonathan Bein · October 8, 2020 · Leave a Comment

Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it tough to succeed.

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High Tech vs. High Touch: The Future-Proof Distributor is Both

Wholesale Change Show: High Tech vs. High Touch – The Future-Proof Distributor is Both (September 30, 2020)

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

In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.

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Blockchain in Supply Chain Management: Why You Should Care

Blockchain in Supply Chain Management: Why You Should Care

Ian Heller · September 23, 2020 · Leave a Comment

This post summarizes some of the key findings in the second report based on our research for the National Association of Wholesaler-Distributors into how technology will transform the wholesale distribution industry.

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Which Distribution Verticals Are at Most Risk of Disruption?

Wholesale Change Show: Which Distribution Verticals Are at Most Risk of Disruption? (September 16, 2020)

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

Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has hardly been affected? In this episode, Jonathan Bein and Ian Heller will talk about how different product verticals – and business models – drive varying levels of disruption vulnerability. We promise…

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Reducing Product Returns: Treat the Cause, Not the Symptom

Reducing Product Returns: Treat the Cause, Not the Symptom

Ian Heller, Jonathan Bein and Jason Capshaw · September 11, 2020 · Leave a Comment

Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!

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Wholesale Change Show: Get Over the Small-Order Hurdle

Wholesale Change Show: Get Over the Small-Order Hurdle (September 9, 2020)

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

There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.

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Selling Value, Not Price

Wholesale Change Show: Selling Value, Not Price (September 2, 2020)

Ian Heller and Jonathan Bein · September 3, 2020 · Leave a Comment

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.

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Only Bad Leaders Qualify for ‘Undercover Boss’

Only Bad Leaders Qualify for ‘Undercover Boss’

Ian Heller · August 31, 2020 · Leave a Comment

If you hide so well – in your office or among your own employees – that your employees can’t recognize you, then you are not prominent in your own company and you aren’t a leader.

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Many Unhappy Returns

Wholesale Change Show: Many Unhappy Returns (August 26, 2020)

Ian Heller and Jonathan Bein · August 26, 2020 · Leave a Comment

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.

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Facing the Dreaded Challenge of Product Data

Wholesale Change Show: Facing the Dreaded Challenge of Product Data (August 19, 2020)

Ian Heller and Jonathan Bein · August 19, 2020 · Leave a Comment

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.

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