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ISA CEO Brendan Breen discusses the impact of digital transformation, talent gaps and tariffs.
AI tools need to be built on a sturdy foundation.
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Without the right intelligence, complexity can erode margins.
The Hall of Famer’s keynote offered inspiration and motivation.
The same old pricing tools aren’t enough in today’s economy.
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
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
It’s easy to find ways of boosting margins – the hard part is prioritizing the approaches that provide the greatest return for the least
Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
It’s fair to question whether these events are correlated or it’s just a coincidence that Amazon Business is (apparently) thriving in various international markets
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
Amazon is the most obvious example of marketplaces that carry B2B SKUs, but you can find them on Google Shopping, Walmart.com, Alibaba, eBay Business
If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
Private equity isn’t new – even if it’s new to you. Arguably, PE as an investment method has been around for more than 100
In this episode of Wholesale Change (May 27, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss why you might have built the
I think a good rule of thumb for distributors is that you can’t complain about your e-commerce failure if your problems are self-inflicted.
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with