Distributors should focus on solving real-world problems.
Articles
Menu
Distributors are bracing for cost increases.
Distributors should stop relying on manual product data management.
Upcoming Programs
Join us for the next episode of Wholesale Change, featuring the CEO of the Industrial Supply Association (ISA).
Join us March 5 at 9 PT/12 ET for our annual deep dive into distributor technology trends and strategies for success.
Join us on March 12, 9 PT/12 ET, for an expert panel discussion on how AI can give your sales team an edge.
Join us on March 19, 2025, at 9 PT / 12 ET for panel discussion where leading distributors share their real-world marketing success stories.
Prove how the ERP will deliver value in ways that matter most.
Revenue fog makes it hard to scale sales success.
AI adoption delivers efficiency, enhanced customer experience and improved sales performance.
Marketplaces are among the most successful business models of the modern era. From Amazon to Google to Grainger’s Zoro, there’s clearly good money in
Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they
There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that
How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what
If you hide so well – in your office or among your own employees – that your employees can’t recognize you, then you are
Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from
Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing
This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
If you’re a distributor, keep an eye on White Cap, which – thanks to the help of CD&R and The Sterling Group – is
Artificial Intelligence (AI) is not just “advanced technology” – it’s a learning technology that improves on its own without human intervention. AI relies on
Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to
Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising
The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March
If you really want to supercharge your sales, look no further than your largest customers.
These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As
When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.
The Wholesale Change crew will talk about how, why and if you should build your own marketplace to fight back.
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be
Distributors are learning how to build cultures that drive innovation; don’t wait. The disruptors are at the gate and the battle for distribution supremacy
Distributors worry that Fulfillment by Amazon (FBA) is assuming key distributor roles and erasing them from the equation. The service picks, packs, ships and
The murky world of marketing co-op baffles distributors and manufacturers alike.
Distributors: Are you looking for some simple, straightforward and painless ways to make adjustments that improve your profitability? Here are a few of our
Understanding and monetizing value-added services in wholesale distribution is critical to competing today. But many distributors tend to have a limited worldview when it