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Operations

Beyond the Spreadsheet: Transforming Order & Quote Processes

The most successful implementations start with clear process mapping, identifying the highest-impact automation opportunities first.
  • Brian Hopkins
  • July 8, 2025
AI in Distribution

Parspec Raises $20 Million to Bring AI Automation to Construction Distributors

Parspec expects both the distributor and contractor tools to be commercially available by the end of 2025. Pilot programs are currently underway.
  • Distribution Strategy Group
  • July 8, 2025
Operations

Critical Skills for Front-Line Leaders in Distribution Part One

Frontline leadership isn’t about reports and titles. It’s about earning trust, solving real problems, and keeping the operation moving day in and day out.
  • Will Quinn
  • July 7, 2025

Upcoming Programs

  • Upcoming Program

Tools to Help Distributors Maximize Sales Productivity

Join us on July 9, 9 PT/12 ET, as we discuss sales team efficiency, prioritize customer interactions, and drive more revenue with fewer resources.
Register Now
  • Upcoming Program

Using Technology to Drive Profits and Productivity

Join us on July 16, 9 PT/12 ET, as we discuss how to turn technology strategies into tangible outcomes.
Register Now
  • Upcoming Program

How Distributors are Solving Supply Chain Challenges

Join us on July 23, 9 PT/12 ET, as we discuss how companies are building more resilient, agile supply chains.
Register Now
  • Upcoming Program

State of Distributor Sales

Join us on July 30, 2025 at 9PT/12ET as we delve into the state of distributor sales to enhance your customer experience.
Register Now
Operations

The New Rules of Profitability in Wholesale Distribution

Today’s profit leaders aren’t necessarily the biggest players, they’re the swiftest.
  • Brian Hopkins
  • July 1, 2025
Strategy

2025 Has Been Rocky for Many Distributors, But Outlook Could Be Rosy

Analysts say distributors remain attractive to investors in volatile periods because of their flexibility and early economic recoveries.
  • Don Davis
  • June 20, 2025
warehouse-master-distributors-and-marketplaces
AI in Distribution

The Evolving Warehouse Function: 2025-2030

By 2030, AI-driven systems will orchestrate warehouse operations with precision that exceeds even the best human coordinators.
  • Brian Hopkins
  • June 19, 2025

Recent Reports

State of CRM and Sales Analytics in Distribution

2025 State of Technology in Distribution

From Silos to Synergy: Transforming B2B Distribution with Automation and Collaboration

Optimizing B2B eCommerce for Distributors: Strategies for Scalability, Supply Chain Visibility and Digital Integration

Why VCs are investing in marketplaces
Digital Strategy

Why Venture Capital Firms are Investing in B2B Marketplaces

Distributors must step up or risk losing their hold on the B2B market.  
  • Benj Cohen
  • February 9, 2023
CRM Checklist
Distribution Sales Strategy

CRM Checklist for Success: What to Look for in a CRM

Sales reps should be looking at their CRMs upwards of 30 times per day.
  • Mike Marks
  • February 6, 2023
Relationship Selling May Be Dead, But Relationships in Selling Are Not
Distribution Sales Strategy

Relationship Selling May Be Dead, But Relationships in Selling Are Not

Relationship selling is dying, but relationships in selling is alive and well.
  • Mike Kunkle
  • February 3, 2023
Secrets to Driving Growth
Distribution Marketing

The Secret to Driving Growth: Understanding Your Customers Better

Get a picture of what the customer cares about before you start making changes.
  • Distribution Strategy Group
  • January 24, 2023
customer loyalty
Distribution Sales Strategy

How Distributors Can Win & Keep Customers in Today’s Market

Benj Cohen shares his take on McKinsey’s must-dos to win customer loyalty today.
  • Benj Cohen
  • January 23, 2023
Playing the Long Game
Operations

3 Strategies to Build a Business for the Next Generation – and the Next After That

It’s time to redefine the future of distribution. 
  • Dirk Beveridge
  • January 23, 2023
Where Well-Intended Customer Loyalty Surveys Go Wrong for Distributors
Distribution Marketing

Where Well-Intended Customer Loyalty Surveys Go Wrong for Distributors

Here are the traps to avoid when implementing a Net Promoter Score (NPS) program.
  • Mark Peck
  • January 20, 2023
Is eCommerce Your Best Bet for Recession-Proofing Your Business?
B2B eCommerce

Is eCommerce Your Best Bet for Recession-Proofing Your Business?

eCommerce can enhance productivity, bring in new business and improve market share during a slowdown.
  • Ryan Francis
  • January 17, 2023
Discovery Skills + Patience = The Superpowers of Selling
Distribution Sales Strategy

Discovery Skills + Patience = The Superpowers of Selling

B2B buying research studies consistently report that modern buyers are disappointed with their seller counterparts. Here’s why.
  • Mike Kunkle
  • January 17, 2023
The 2 Reasons Your Customers Won’t Buy Online
B2B eCommerce

The 2 Reasons Your Customers Won’t Buy Online

If you measure your ecommerce success with this ROI model, you’re doing it wrong.
  • Ian Heller
  • January 16, 2023
Digital Strategy

Distributor eCommerce Now 20% of Sales and Accelerating

eCommerce continues to grow as a percentage of sales for distributors: What’s driving the trend?
  • Ian Heller
  • January 12, 2023
lead boldly
Strategy

What Does It Mean to Lead Boldly?

In the Noble Calling leadership style, management is called to make an oversized impact.
  • Dirk Beveridge
  • January 9, 2023
5 phases
Digital Strategy

The 5 Phases of “Marketplacification”

The market strongly favors broad assortments and sticking to your own products is a big disadvantage.
  • Distribution Strategy Group
  • January 9, 2023
erp is worse than before
Distribution Technology

Why Your New ERP is Worse than Your Old One (for Now)

To get the most from your new ERP, your team must understand and help you get through the Trough of Despair.
  • Ian Heller
  • January 5, 2023
how to navigate
Distribution Sales Strategy

How to Navigate the Buyer Landscape

Understanding key factors in the buyer landscape.
  • Mike Kunkle
  • January 5, 2023
Digital Strategy

Distribution Leaders Offer 5 Tips to Get the Most from Your eCommerce

Distribution leaders share lessons learned on their ecommerce journeys.
  • Dean Mueller
  • December 21, 2022
How to Evaluate Potential Online Partners
Distribution Sales Strategy

Distributor Strategic Growth in the New Economy, Part 3: How to Evaluate Potential Online Partners

Build a process to evaluate online-channel partners to determine if partnering with them is profitable.
  • Scott Benfield
  • December 20, 2022
elephant in the room
Distribution Sales Strategy

The Elephant in the Room: Winging Sales Calls

How sales call preparation using a CRM solution is an efficient way to increase success.
  • Kurt Nelson
  • December 20, 2022
Distribution Sales Strategy

How to Get Business Value from Sales Training

Why sales training fails and how to adjust your approach.
  • Mike Kunkle
  • December 19, 2022
Launching New Products to Existing Accounts
Distribution Sales Strategy

Distributor Strategic Growth in the New Economy, Part 2: Launching New Products to Existing Accounts

Improve Return on Time Invested by focusing on new products and new technologies.
  • Scott Benfield
  • December 15, 2022
customers pushing back
Distribution Sales Strategy

Customers pushing back on fee-based services? Here’s how to negotiate

Frank Hurtte answers: How should you respond to customers who push back against fee-based services?
  • Frank Hurtte
  • December 15, 2022
allied beverage
Digital Strategy

Allied Beverage Group’s Digital Evolution

How Allied Beverage Group is building a technological ecosystem to better support their team.
  • Distribution Strategy Group
  • December 9, 2022
Thinking Beyond the Singular Sales Call
Distribution Sales Strategy

Distributor Strategic Growth in the New Economy, Part I: Thinking Beyond the Singular Sales Call

As distributors consolidate, growth becomes far more complex than a singular sales call. 
  • Scott Benfield
  • December 6, 2022
Digitalization Q&A
Distribution Technology

How Digitalization Changed the Manufacturer-Distributor Relationship

Using your unique relationships to propel the customer journey into the future.
  • Alex Chausovsky
  • December 6, 2022
inside sales Q&A
Inside Sales Strategy

6 Keys to a Successful Proactive Inside Sales Program

Selecting the right support, technology and people for a successful inside sales program.
  • Ian Heller
  • December 5, 2022
multitasking
Distribution Sales Strategy

Why Cross-Selling is Hard (And 4 Actionable Ways to Make it Easier)

Even if reps increase their cross-sell efforts, without technology for support, they will not succeed.
  • Benj Cohen
  • December 5, 2022
Price Cutting
Distribution Marketing

Price Cutting: The Profit Implications of ‘Taking It to the Street’

Distributor- and supplier-driven price cutting is destructive to profit.
  • Al Bates
  • December 2, 2022
decoding
Operations

Decoding the Supply Chain for 2023: Your Next Steps

The past two years of supply chain disruption and how to plan for 2023.
  • Alex Chausovsky
  • November 21, 2022
no charge invoice
Distribution Sales Strategy

Distributor Services: Reinforcing Value with No Charge Invoices

Is adding a “No Charge” to invoices helping – or hurting distributors?
  • Frank Hurtte
  • November 21, 2022
Operations

Stop Using Yesterday’s Obsolete KPIs

Distributors need to work off new KPIs that match today’s market to achieve profitable growth.
  • Jonathan Byrnes
  • November 18, 2022
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