Platforms are indeed “eating the world.” Most distributors can still choose whether they will do the eating or be the meal. This post previews some of the key findings in the second report, “Developing a Marketplace Strategy,” based on our research for the National Association of Wholesaler-Distributors (NAW) into new leadership strategies for distributors to add value in…
How Arbill Built Its Product & Service Strategy on an Unwavering Foundation of Safety First
Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’ needs.
Wholesale Change: The Death of the Distributor Sales Rep Has Been Greatly Exaggerated (August 12, 2021)
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need to go beyond just blaming the next generation.
Gustave Larson’s Sales Force Transformation & the Distributor’s Focus on the Customer’s Customer
Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC distributor, joined Distribution Strategy Group to share what has worked for the company as it has transformed its sales force and built a suite of services focused on helping the customer’s customer.
Wholesale Change: How Arbill Doubled Down on its Safety Focus When the PPE Market Shifted (July 21, 2021)
Take a closer look at how the PPE industry changed overnight when COVID-19 hit last year and the challenges that have come with that, including misinformation and lower-quality product.
What Private Equity Firms Want in a Distributor: A Look Behind the Curtain
Get an insider’s look at how private equity (PE) firms evaluate distribution companies, from people and processes to market opportunities. John Schweig, Chairman of the Board at BlackHawk Industrial and Operating Partner at private equity firm Snow Phipps, joined us for a recent Wholesale Change episode.
Why Frank Hurtte Believes Fee-Based Services Are Do-or-Die for Distributors
In his book, The Distributor’s Fee Based Services Manifesto: Why You Need to Consider Charging for Your Services, distribution expert Frank Hurtte argues that distributors face a tough challenge. As market forces, demographics, alternative channels and the internet push against their half-century-old model of wrapping value-added services charges into product margins, distributors must change their revenue model or perish.
Wholesale Change: How Gustave Larson Helps Their Customers Succeed (June 23, 2021)
Andrew Larson talks about how Gustave Larson has evolved its sales force to make it as easy as possible for customers to interact with its team, including telesales, service advisors, engineering and design, and more.
How to Select, Sell and Deliver the Right Value-Added Services for Your Business
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with DSG how to be intentional and disciplined about the value-added services you provide to optimize the benefit they have for your business.
2021 State of Technology in Distribution: Automating the Customer Journey
Distribution Strategy Group conducted a survey and other primary research about how distributors anticipate ongoing, rapidly changing technologies will affect them, and how and where they plan to adopt new technologies.