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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 Wholesale Change crew will talk about how, why and if you should build your own marketplace to fight back.

Wholesale Change Show: Should You Build Your Own Marketplace? (July 22, 2020)

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

The Wholesale Change crew will talk about how, why and if you should build your own marketplace to fight back.

Keep reading ->
Wholesale Change Show: The Golden Rule of Distributor Marketing

Wholesale Change Show: The Golden Rule of Distributor Marketing (July 15, 2020)

Jonathan Bein and Ian Heller · July 16, 2020 · Leave a Comment

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be to help drive the long-term growth and profitability of the firm.

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Why Distributors Can’t Innovate – and How You Can Start

Why Distributors Can’t Innovate – and How You Can Start

Ian Heller · July 15, 2020 · Leave a Comment

Distributors are learning how to build cultures that drive innovation; don’t wait. The disruptors are at the gate and the battle for distribution supremacy will likely go to the swift and not the strong.

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Is ‘Fulfillment by Amazon’ the Beginning of the End for Distributors?

Is ‘Fulfillment by Amazon’ the Beginning of the End for Distributors?

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

Distributors worry that Fulfillment by Amazon (FBA) is assuming key distributor roles and erasing them from the equation. The service picks, packs, ships and even manages returns for retailers and distributors, as well as holds inventory in Amazon fulfillment centers.

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How to Earn and Get a Return on Supplier Marketing Co-op

Wholesale Change Show: How to Earn and Get a Return on Supplier Marketing Co-op (July 8, 2020)

Jonathan Bein and Ian Heller · July 9, 2020 · Leave a Comment

The murky world of marketing co-op baffles distributors and manufacturers alike.

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Painless Profitability Improvements: Our Favorite Profit-Driving Hacks for Distributors

Painless Profitability Improvements: Our Favorite Profit-Driving Hacks for Distributors

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

Distributors: Are you looking for some simple, straightforward and painless ways to make adjustments that improve your profitability? Here are a few of our favorite profit-driving hacks.

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Does “Fulfillment by Amazon” Mean the Death of Distributors?

Wholesale Change Show: Does “Fulfillment by Amazon” Mean the Death of Distributors? (June 24, 2020)

Ian Heller and Jonathan Bein · June 24, 2020 · Leave a Comment

If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they need you?

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Painless Pricing Improvements for Distributors

Wholesale Change Show: Painless Pricing Improvements for Distributors (June 17, 2020)

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

It’s easy to find ways of boosting margins – the hard part is prioritizing the approaches that provide the greatest return for the least amount of risk and effort.

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Are Inside Salespeople Really Salespeople?

Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)

Jonathan Bein and Ian Heller · June 11, 2020 · 1 Comment

Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?

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Grainger Disinvests in Europe as Amazon Business Expands: What This Means for the Industry - courtesy grainger

Grainger Disinvests in Europe as Amazon Business Expands: What This Means for the Industry

Ian Heller · June 10, 2020 · Leave a Comment

It’s fair to question whether these events are correlated or it’s just a coincidence that Amazon Business is (apparently) thriving in various international markets while Grainger is not.

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