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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 ->
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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Wholesale Change Show: The White Cap Construction Supply Group Deal

Wholesale Change Show: The White Cap Construction Supply Group Deal (August 12, 2020)

Ian Heller and Jonathan Bein · August 13, 2020 · Leave a Comment

This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources to protect and grow market share.

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White Cap-Construction Supply Group Deal

HD Supply White Cap-Construction Supply Group Deal is a $4B Look into the Future of Distribution

Ian Heller · August 12, 2020 · 1 Comment

If you’re a distributor, keep an eye on White Cap, which – thanks to the help of CD&R and The Sterling Group – is modeling one of the only viable paths to a successful future.

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Real Advice About AI in Distribution: Get Ready for the Next Tech Revolution

Real Advice About AI in Distribution: Get Ready for the Next Tech Revolution

Ian Heller · August 10, 2020 · 1 Comment

Artificial Intelligence (AI) is not just “advanced technology” – it’s a learning technology that improves on its own without human intervention. AI relies on big pools of data that are fed into machine learning algorithms (math formulas) to continually make decisions, evaluate their own performance and get better over time.

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Wholesale Change Show: Customer Lifecycle and the Brand Graveyard

Wholesale Change Show: Customer Lifecycle and the Brand Graveyard (August 5, 2020)

Ian Heller and Jonathan Bein · August 6, 2020 · Leave a Comment

Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to know about your company.

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The golden rule of distributor marketing

The Golden Rule of Distributor Marketing

Ian Heller and Jonathan Bein · July 31, 2020 · 2 Comments

Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising and SEO? The answer is yes, and the golden rule is: The more frequently you put relevant offers in front of targeted customers, the more frequently customers will buy from you….

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Why your best accounts have the most potential

Wholesale Change Show: Why Your Best Accounts Have the Most Potential (July 29, 2020)

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

If you really want to supercharge your sales, look no further than your largest customers.

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Stop Leaving Supplier Marketing Co-Op Funds on the Table

Stop Leaving Supplier Marketing Co-Op Funds on the Table

Ian Heller and Jonathan Bein · July 24, 2020 · 1 Comment

When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.

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