Experts say there’s a disconnect between sentiment and the hard data.
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Companies that fail to embrace AI as a strategic imperative now risk falling behind.
Distributors share how they’re responding to the uncertainty.
Upcoming Programs
Join us on Thursday, May 1, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
This webinar features renowned economist Alex Chausovsky, who brings his expertise in economic forecasting and industrial markets to help you navigate these complex waters.
Join us on May 7, 2025 at 9PT/12ET as we delve into the current state of CRM and sales analytics in the distribution sector.
Join us on May 15, 2025, at 9 PT / 12 ET to discover how modern ecommerce platforms enable seamless integration, personalized customer experiences.
Distributors should look to develop their own AI solutions.
AI tools can level the playing field for smaller distributors.
Gen X transitioned the business world into the digital era.
Recent Reports
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’
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need
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
his free webinar we shared the results of our research on what your customers want in 2021 and beyond.
Distributors continue to fall behind in building websites that meet their customers’ needs better than other choices, such as search engines and manufacturers’ digital
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,
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
In this webinar, we reveal the results of our survey of distributors on how they’re using analytics now and their plans for leveraging data
Distributors must implement a state-of-the-art tech stack to preserve market share, according to Ian Heller in the NAW research report, “Strategic Change During Disruption:
In this webinar, Jonathan Bein and Rob Kelley present technologies that dramatically shorten the time from procurement to payment while reducing errors, rework and
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
Andrew Larson talks about how Gustave Larson has evolved its sales force to make it as easy as possible for customers to interact with
COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.” But some of the changes brought on by the
Amazon critic Lina Khan, who has upended antitrust thinking, is the new FTC Chair.
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
Distribution Strategy Group conducted a survey and other primary research about how distributors anticipate ongoing, rapidly changing technologies will affect them, and how and
John Schweig, Chairman of the Board at BlackHawk Industrial and Operating Partner at private equity firm Snow Phipps, joined hosts Ian Heller and Jonathan
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how
In this webinar our hosts discuss how and where distributors are automating the customer journey, from searching for the right product to the purchase
In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
In our regular quarterly checkup, Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Home Depot, Fastenal, CDW,
The paradox of leaders in new roles is that the lessons they learned in their last jobs are often irrelevant in their new jobs
Peter Jackson, CEO of Miller Industrial Supply, came up in the world of consumer marketing and design before breaking into industrial distribution when he
In this episode Peter Neuberger, President and CEO of United Performance Metals, joined Ian Heller and Jonathan Bein to talk about how the distributor
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans
The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower
In this episode, Hurtte, of River Heights Consulting, joined Ian Heller and Jonathan Bein to talk about why, if distributors don’t have a plan
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate
Learn how distributors can analyze transactional and customer-provided data to generate industry-specific insights, develop robust benchmarks and tailor advice to match customer objectives.