Distributors that are winning in 2025 are the ones rewiring their sales model.
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The best leaders don’t just talk. They listen. They translate. They show up. And they speak in a way that moves people forward.
Known as “pick-by-voice,” this system guides workers through their tasks using voice commands and barcode scan validation, creating a streamlined, hands-free workflow.
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Join us on Aug. 13, 9 PT/12 ET, as we discuss tackling the data challenge with technology leaders.
Join us on Aug 20, 2025 at 9PT/12ET as we delve into ways to transform your customer experience strategy.
Join us on Aug 28, 2025 at 9PT/12ET as we navigate both economic forecasts and M&A trends with Economist Alex Chausovsky.
Join us on Sept 17, 2025 at 9PT/12ET as we delve into what real AI adoption looks like in the field today and how
AR/AP automation represents one of the fastest, most measurable wins in the automation journey.
The most effective sales organizations have clear sales methodologies in place.
Distribution continues to navigate complex supply chain disruptions.
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.
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how
In the wake of COVID-19, there has been plenty of speculation about the role of distribution associations and how they must adapt to disruption,
Hosts Ian Heller and Jonathan Bein welcome Peter to the Wholesale Change show to provide his novel perspective on running a distribution company today.
Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
In this episode, DeCata joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about how Lawson Products is differentiating in today’s market