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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.

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Will B2B Marketplaces Kill Company Specific Websites

Wholesale Change Show: Will B2B Marketplaces Kill Company Specific Websites? (May 20, 2020)

Ian Heller and Jonathan Bein · May 21, 2020 · 2 Comments

In this episode of Wholesale Change (May 20, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of marketplaces in wholesale distribution.

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Wholesale Change

Wholesale Change Show: The Future of Value-Added Services in Distribution (May 13, 2020)

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

Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors need to promote their services, and the best way to do that on their websites.

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After the Crisis: What Distributors Must Do Next

After the Crisis: What Distributors Must Do Next

Ian Heller · April 23, 2020 · Leave a Comment

Despite the many columns and webcasts predicting distribution’s post-pandemic “new normal,” it’s going to be a long time before our industry settles back into a rhythm. For now, expect a “new abnormal,” where powerful forces will continue to transform the industry and redefine how you must compete to win.

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Sales Force Productivity During a Global Health Crisis

Ian Heller · March 31, 2020 · Leave a Comment

How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people around the world. We grieve over the human toll this virus takes.  With a mortality rate that appears to be about 3% (at the moment) and focused primarily on the elderly…

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A Global Pandemic is Great for Amazon’s Sales, No Matter How You Spin It

A Global Pandemic is Great for Amazon’s Sales, No Matter How You Spin It

Ian Heller · March 31, 2020 · Leave a Comment

An Amazon Post Full of Nonsense Carries a Serious Underlying Message We all know the world is not fair. For one thing, celery is good for you, and French fries are bad for you. Yet we crave French fries and eat celery when people are watching. 

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Anti-Social Distancing: The Best Worst Advice on Working from Home

Anti-Social Distancing: The Best Worst Advice on Working from Home

Ian Heller · March 31, 2020 · Leave a Comment

Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic damage. It’s also resulted in a new recommended behavior: “Social distancing,” which means we’re supposed to stay six feet apart from each other at all times.

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Learning Financial Accounting as a Second Language

Learning Financial Accounting as a Second Language

Ian Heller · March 31, 2020 · Leave a Comment

During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra traumatic stress suffered in high school) and so I didn’t even try to learn financial accounting. This became an increasingly big problem as I was promoted and sat in more meetings…

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