Order processing rarely grabs headlines, but it often determines whether a distributor protects margin or watches it slip away.
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You get tested when power and systems go out and you’ve got three hours to figure it out before you miss every commitment.
Smart logistics technology isn’t replacing human expertise, it’s amplifying it.
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Palmer Holland, a Cleveland-based specialty chemical and ingredient distributor, has launched an AI-driven product knowledge platform aimed at streamlining how customers and suppliers access
Pattern uses artificial intelligence and machine learning to process more than 46 trillion data points and add 100 billion more each week.
As a catalyst for transformation, e-commerce strategies can be tailored for distribution and leveraged to facilitate improvements across customer experience, sales enablement, and supply
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
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
Co-ops and marketing groups like IMARK Group play a big role in helping independent distributors compete in today’s fast-changing market.
Ian Heller and Jonathan Bein go beyond the numbers for Office Depot (ODP), Watsco, Henry Schein, The Home Depot and Genuine Parts Co/Motion Industries
In a series of moves, including bringing on the executive who launched Amazon Business, ODP is joining the marketplace war. With a flurry of
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.