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Operations

A Hidden Margin Killer for Distributors: Inefficient Order Processing

Order processing rarely grabs headlines, but it often determines whether a distributor protects margin or watches it slip away.
  • Keith Fatula
  • September 3, 2025
Maximize Your Operation With the Right Warehouse Design and Layout
Operations

Critical Skills for Front-Line Leaders in Distribution

You get tested when power and systems go out and you’ve got three hours to figure it out before you miss every commitment.
  • Will Quinn
  • August 26, 2025
Distribution Technology

Beating Delivery Delays with Smart Logistics: Why Distribution’s New Competitive Edge Lives in the Last Mile

Smart logistics technology isn’t replacing human expertise, it’s amplifying it.
  • Brian Hopkins
  • August 26, 2025

Upcoming Programs

  • Upcoming Program

How Distributors are Driving Employee Engagement

Join us on Sept 10, 9 PT/12 ET, as we explore how top-performing distributors are building engagement that fuels performance and loyalty.
Register Now
  • Upcoming Program

Economic Update: Forecast Trends Shaping Distribution

Join us on Sept 11, 2025 at 9PT/12ET as we navigate both economic forecast trends with Economist Alex Chausovsky.
Register Now
  • Upcoming Program

The Sales Rep’s AI Playbook: What’s Working in Distribution Today

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
Register Now
  • Upcoming Program

The Distributor’s “Technology Dreamstack”

Join us on Sept 24, 2025 at 9PT/12ET as top technology leaders will help you prioritize and make smarter technology decisions.
Register Now
AI in Distribution

Palmer Holland Rolls Out AI Product Platform to Streamline Product Data

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
  • Distribution Strategy Group
  • August 26, 2025
AI in Distribution

Pattern Group’s $400 Million IPO Puts Distributors on Notice as Brands Double Down on Marketplaces

Pattern uses artificial intelligence and machine learning to process more than 46 trillion data points and add 100 billion more each week.
  • Distribution Strategy Group
  • August 25, 2025
2013 state of e-commerce in distribution
Distribution Technology

The E-Commerce Revolution is Pushing Distribution Toward a Digital-First Future

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
  • Travis Rothstein
  • August 23, 2025

Recent Reports

The State of Customer Experience in Distribution

Transforming Wholesale Distribution with AI

State of CRM and Sales Analytics in Distribution

2025 State of Technology in Distribution

The Distributor’s Fee-Based Services Imperative
Wholesale Change Show

Wholesale Change: The Distributor’s Fee-Based Services Imperative (April 28, 2021)

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
  • Ian Heller
  • April 28, 2021
sales person and worker shaking hands
Distribution Marketing

Webinar: State of Sales in Distribution: Part 2

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
  • Debbie Paul
  • April 21, 2021
A Way Around Amazon: Portfolio Management for Distributors
Distribution Sales Strategy

Wholesale Change: A Way Around Amazon: Portfolio Management for Distributors (April 14, 2021)

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.
  • Ian Heller
  • April 14, 2021
Why Distributors’ Customer Churn Management Efforts Aren’t Working
Distribution Marketing

Why Distributors’ Customer Churn Management Efforts Aren’t Working

Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how
  • Benj Cohen
  • April 7, 2021
A growing group of people with one clear leader in front
Distribution Industry Analysis

Distribution, Disrupted: How Associations Can Lead During Uncertain Times

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,
  • Ian Heller
  • April 2, 2021
Person passing the baton
Wholesale Change Show

Wholesale Change: Breaking Tradition: A Fresh Take on a 100-Year-Old Business (March 31, 2021)

Hosts Ian Heller and Jonathan Bein welcome Peter to the Wholesale Change show to provide his novel perspective on running a distribution company today.
  • Ian Heller
  • April 1, 2021
Why B2B Marketplaces Are Booming Today
Digital Strategy

Why B2B Marketplaces Are Booming Today

Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
  • Ian Heller
  • March 26, 2021
Business person shaking hands with a field worker
Digital Strategy

2021 State of Sales in Distribution: How Consultative Sales Will Differentiate Distributors in the Post-Pandemic Normal

In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
  • Debbie Paul
  • March 24, 2021
sales person shaking worker's hand
Distribution Marketing

Webinar: State of Sales in Distribution: Part 1

In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
  • Debbie Paul
  • March 24, 2021
3 Distribution Maxims That Are Wrong
Digital Strategy

3 Distribution Maxims That Are Wrong

Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
  • Ian Heller
  • March 22, 2021
The Lawson Products Path to Differentiation, feat. Michael DeCata, CEO of Lawson Products
Wholesale Change Show

The Lawson Products Path to Differentiation, feat. Michael DeCata, CEO of Lawson Products (March 17, 2021)

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
  • Ian Heller
  • March 17, 2021
How Technology Enables Sales Reps (Instead of Replacing Them)
Digital Strategy

How Technology Enables Sales Reps (Instead of Replacing Them)

With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
  • Benj Cohen
  • March 10, 2021
How IMARK Group Is Helping Distributors Compete Amid Disruption
Digital Strategy

How IMARK Group Is Helping Distributors Compete Amid Disruption

Co-ops and marketing groups like IMARK Group play a big role in helping independent distributors compete in today’s fast-changing market.
  • Jonathan Bein
  • March 8, 2021
Quarterly Checkup: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein
Wholesale Change Show

Wholesale Change: Beyond the Numbers with Office Depot, Watsco, Motion, The Home Depot and Henry Schein (March 3, 2021)

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
  • Ian Heller
  • March 3, 2021
Office Depot
B2B eCommerce

Office Depot Hires Former Amazon Business GM – and That’s Just the Start

In a series of moves, including bringing on the executive who launched Amazon Business, ODP is joining the marketplace war. With a flurry of
  • Ian Heller
  • March 1, 2021
How to Overcome Resistance to Strategic Pricing
Distribution Marketing

How to Overcome Resistance to Strategic Pricing

Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
  • Ian Heller
  • February 24, 2021
2021 State of eCommerce in Distribution, Part 2: Distributors’ Playbook for eCommerce Success
B2B eCommerce

2021 State of eCommerce in Distribution, Part 2: Distributors’ Playbook for eCommerce Success

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
  • Dean Mueller
  • February 24, 2021
shopping cart overflowing with boxes
B2B eCommerce

Webinar: State of eCommerce in Distribution: Part 2

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
  • Dean Mueller
  • February 24, 2021
The role of associations in the distribution industry has evolved over the past decade as they work to add value for their members in a changing market marked by generational shift and consolidation. Ed Gerber, CEO of the Industrial Supply Association and distribution industry veteran, joins Distribution Strategy Group’s Ian Heller and Jonathan Bein for a look at how ISA is evolving to meet members’ needs in an unprecedented time.
Wholesale Change Show

Wholesale Change: The Role of Associations Amid Uncertainty (February 17, 2021)

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
  • Ian Heller
  • February 18, 2021
B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distribution Marketing

B2B Customer Surveys: How to Get Actionable Feedback from Customers

Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
  • Debbie Paul
  • February 17, 2021
When It Comes to Product Recommendations, B2B vs. B2C Matters
B2B eCommerce

When It Comes to Product Recommendations, B2B vs. B2C Matters

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.
  • Benj Cohen
  • February 11, 2021
How Johnstone Supply Built Company Culture Over Zoom: A Conversation with President and CEO John Tisera
Distribution Industry Analysis

How Johnstone Supply Built Company Culture Over Zoom: A Conversation with President and CEO John Tisera

Johnstone Supply saw its largest sales month in company history in June 2020 after responding to the pandemic with innovations at a local level
  • Ian Heller
  • February 8, 2021
Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves from 2020
Wholesale Change Show

Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves from 2020 (February 3, 2021)

The Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Amazon, Grainger, Applied Industrial and Avnet.
  • Ian Heller
  • February 4, 2021
The War Between Sales and Marketing is Marketing’s Fault
Distribution Marketing

The War Between Sales and Marketing is Marketing’s Fault

Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
  • Ian Heller
  • February 2, 2021
Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distribution Marketing

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
  • Jonathan Bein
  • January 26, 2021
2021 State of eCommerce in Distribution
B2B eCommerce

2021 State of eCommerce in Distribution, Part 1: A Rapid Rise in Adoption and Maturity

The adoption rate of ecommerce in distribution soared in 2020 with a weighted 26.3% increase from 2019 to 2020.
  • Dean Mueller
  • January 26, 2021
Shopping cart full of boxes with boxes overflowing onto the floor
B2B eCommerce

Webinar: 2021 State of eCommerce in Distribution: Part 1

In the first of two webinars on the State of eCommerce in Distribution, we present the results of our 9 annual State of eCommerce
  • Dean Mueller
  • January 26, 2021
The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical
Wholesale Change Show

Wholesale Change: The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical (January 20, 2021)

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
  • Jonathan Bein
  • January 21, 2021
DSG Survey Reflects Sharp Increase in eCommerce Adoption, Maturity in 2020
B2B eCommerce

DSG Survey Reflects Sharp Increase in eCommerce Adoption, Maturity in 2020

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.
  • Dean Mueller
  • January 20, 2021
Home Depot, HD Supply and the Multifamily Market War
Wholesale Change Show

Wholesale Change: Home Depot, HD Supply and the Multifamily Market War (January 6, 2021)

We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.
  • Ian Heller
  • January 8, 2021
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