In wholesale distribution, the buying process isn’t always as clear-cut as we think it is. And it’s not just one process.
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Small and mid-sized businesses (SMBs) are increasingly turning to self-service technologies to streamline operations, meet customer expectations, and drive revenue growth.
The hot new form of AI is rapidly spreading into the business world. Two distributors describe their AI journeys.
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Join us on Thursday, June 5, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
Join us on June 11, 2025 at 9 PT / 12 ET as we delve into the current state of distributor pricing and costing
Join us on June 18, 9 PT/12 ET, to explore the data infrastructure behind the electrical, HVAC, and plumbing industries, and where it’s headed
Join us on Thursday, June 19, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
Regardless of how we got here, what many of us discovered is a career that offers more than just selling and moving boxes.
WMS, LMS, OMS, WES, YMS: whatever acronym we use, they’re all tools, but they’ll never replace the need for leadership.
Trent Gillespie will detail approach to AI in a keynote entitled “Designing an AI-enabled business” at Distribution Strategy Group’s Applied AI for Distributors conference.
Recent Reports
Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
Distribution Strategy Group, formerly Real Results Marketing, conducted its ninth-annual State of eCommerce in Distribution survey from October-December 2020, updating the leading benchmark in
In this webinar, Part 2 in a series, Distribution Strategy Group’s experts provide a playbook on what to do in response to our survey
In this episode, Ed Gerber, CEO of the Industrial Supply Association and distribution industry veteran, joined Distribution Strategy Group’s Ian Heller and Jonathan Bein
Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
Many distributors are using product recommendation engines on their ecommerce websites originally designed for B2C. This isn’t sufficient for a distributor’s business model.
Johnstone Supply saw its largest sales month in company history in June 2020 after responding to the pandemic with innovations at a local level
The Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Amazon, Grainger, Applied Industrial and Avnet.
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
The adoption rate of ecommerce in distribution soared in 2020 with a weighted 26.3% increase from 2019 to 2020.
In the first of two webinars on the State of eCommerce in Distribution, we present the results of our 9 annual State of eCommerce
We had a frank conversation with Steve Ruane, Vice President of Marketing and Member Services for IMARK Electrical, about the role co-ops and marketing
We had expected a sharp increase in the adoption of ecommerce in 2020 with the shifts in buying behavior due to the COVID-19 pandemic.
We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.
Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
No matter how hard you try, it’s really easy to build a doomed website. In a recent episode of the Wholesale Change webcast and
Without buy-in from your entire team – including that salesperson that complains the most – a strategic pricing project will, simply put, not yield
Debbie Paul joined Ian Heller and Jonathan Bein to talk about what’s in distributors’ way, and how emerging technologies are making it easier to
As of yet, the Digitally Native Vertical Brand is not common in B2B markets. But B2B channels can learn from the success of DNVBs.
John Tisera, president/CEO of Johnstone Supply, joined Ian Heller and Jonathan Bein in this episode to talk about how the distributor has built and
If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting
Based on our extensive work with distributors, we distill your list of technology choices to the investments that we believe can have the greatest
You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture,
Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers
Learn why loyalty is a powerful emotion and how to leverage it in B2B, best practices in designing loyalty and incentive programs, and how
Home Depot pays a 25% premium for an enterprise value of $8 billion to reacquire HD Supply, putting branch-based distributors square in the middle
For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual