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Operations

Beyond the Spreadsheet: Transforming Order & Quote Processes

The most successful implementations start with clear process mapping, identifying the highest-impact automation opportunities first.
  • Brian Hopkins
  • July 8, 2025
AI in Distribution

Parspec Raises $20 Million to Bring AI Automation to Construction Distributors

Parspec expects both the distributor and contractor tools to be commercially available by the end of 2025. Pilot programs are currently underway.
  • Distribution Strategy Group
  • July 8, 2025
Operations

Critical Skills for Front-Line Leaders in Distribution Part One

Frontline leadership isn’t about reports and titles. It’s about earning trust, solving real problems, and keeping the operation moving day in and day out.
  • Will Quinn
  • July 7, 2025

Upcoming Programs

  • Upcoming Program

Using Technology to Drive Profits and Productivity

Join us on July 16, 9 PT/12 ET, as we discuss how to turn technology strategies into tangible outcomes.
Register Now
  • Upcoming Program

How Distributors are Solving Supply Chain Challenges

Join us on July 23, 9 PT/12 ET, as we discuss how companies are building more resilient, agile supply chains.
Register Now
  • Upcoming Program

State of Distributor Sales

Join us on July 30, 2025 at 9PT/12ET as we delve into the state of distributor sales to enhance your customer experience.
Register Now
Operations

The New Rules of Profitability in Wholesale Distribution

Today’s profit leaders aren’t necessarily the biggest players, they’re the swiftest.
  • Brian Hopkins
  • July 1, 2025
Strategy

2025 Has Been Rocky for Many Distributors, But Outlook Could Be Rosy

Analysts say distributors remain attractive to investors in volatile periods because of their flexibility and early economic recoveries.
  • Don Davis
  • June 20, 2025
warehouse-master-distributors-and-marketplaces
AI in Distribution

The Evolving Warehouse Function: 2025-2030

By 2030, AI-driven systems will orchestrate warehouse operations with precision that exceeds even the best human coordinators.
  • Brian Hopkins
  • June 19, 2025

Recent Reports

State of CRM and Sales Analytics in Distribution

2025 State of Technology in Distribution

From Silos to Synergy: Transforming B2B Distribution with Automation and Collaboration

Optimizing B2B eCommerce for Distributors: Strategies for Scalability, Supply Chain Visibility and Digital Integration

Blockchain in Supply Chain Management: Why You Should Care
Digital Strategy

Blockchain in Supply Chain Management: Why You Should Care

This post summarizes some of the key findings in the second report based on our research for the National Association of Wholesaler-Distributors into how
  • Ian Heller
  • September 23, 2020
The 3 Ingredients You Need to Build a Successful Marketplace
Distribution Industry Analysis

The 3 Ingredients You Need to Build a Successful Marketplace

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
  • Benj Cohen
  • September 21, 2020
Which Distribution Verticals Are at Most Risk of Disruption?
Wholesale Change Show

Wholesale Change Show: Which Distribution Verticals Are at Most Risk of Disruption? (September 16, 2020)

Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has
  • Jonathan Bein
  • September 17, 2020
Why Is Cross-Selling Effectively So Difficult for Distributors?
Distribution Marketing

Why Is Cross-Selling Effectively So Difficult for Distributors?

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?
  • Debbie Paul
  • September 16, 2020
Reducing Product Returns: Treat the Cause, Not the Symptom
Digital Strategy

Reducing Product Returns: Treat the Cause, Not the Symptom

Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they
  • Ian Heller
  • September 11, 2020
Wholesale Change Show: Get Over the Small-Order Hurdle
Wholesale Change Show

Wholesale Change Show: Get Over the Small-Order Hurdle (September 9, 2020)

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
  • Ian Heller
  • September 10, 2020
Products and Marketing Mix
Distribution Marketing

What is Your Product? Knowledge, Information and Service

Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
  • Robert Kelley
  • September 10, 2020
Selling Value, Not Price
Wholesale Change Show

Wholesale Change Show: Selling Value, Not Price (September 2, 2020)

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that
  • Ian Heller
  • September 3, 2020
How to Evaluate User Experience on Your Website
Digital Strategy

How to Evaluate User Experience on Your Website

How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your
  • Dean Mueller
  • September 3, 2020
The Role of AI in Building a Better B2B Sales Model
Distribution Sales Strategy

The Role of AI in Building a Better B2B Sales Model

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
  • Benj Cohen
  • September 2, 2020
Only Bad Leaders Qualify for ‘Undercover Boss’
Operations

Only Bad Leaders Qualify for ‘Undercover Boss’

If you hide so well – in your office or among your own employees – that your employees can’t recognize you, then you are
  • Ian Heller
  • August 31, 2020
Many Unhappy Returns
Wholesale Change Show

Wholesale Change Show: Many Unhappy Returns (August 26, 2020)

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from
  • Ian Heller
  • August 26, 2020
Facing the Dreaded Challenge of Product Data
Wholesale Change Show

Wholesale Change Show: Facing the Dreaded Challenge of Product Data (August 19, 2020)

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing
  • Ian Heller
  • August 19, 2020
Wholesale Change Show: The White Cap Construction Supply Group Deal
Wholesale Change Show

Wholesale Change Show: The White Cap Construction Supply Group Deal (August 12, 2020)

This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources
  • Ian Heller
  • August 13, 2020
The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
Distribution Marketing

The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution

Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
  • Debbie Paul
  • August 12, 2020
White Cap-Construction Supply Group Deal
Distribution Industry Analysis

HD Supply White Cap-Construction Supply Group Deal is a $4B Look into the Future of Distribution

If you’re a distributor, keep an eye on White Cap, which – thanks to the help of CD&R and The Sterling Group – is
  • Ian Heller
  • August 12, 2020
Real Advice About AI in Distribution: Get Ready for the Next Tech Revolution
Digital Strategy

Real Advice About AI in Distribution: Get Ready for the Next Tech Revolution

Artificial Intelligence (AI) is not just “advanced technology” – it’s a learning technology that improves on its own without human intervention. AI relies on
  • Ian Heller
  • August 10, 2020
Wholesale Change Show: Customer Lifecycle and the Brand Graveyard
Wholesale Change Show

Wholesale Change Show: Customer Lifecycle and the Brand Graveyard (August 5, 2020)

Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to
  • Ian Heller
  • August 6, 2020
The golden rule of distributor marketing
Distribution Marketing

The Golden Rule of Distributor Marketing

Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising
  • Ian Heller
  • July 31, 2020
Digital adoption in B2B markets
Digital Strategy

Digital or Die: The Time is Nigh for Distributors to Embrace eBusiness

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
  • Jonathan Bein
  • July 31, 2020
Why your best accounts have the most potential
Wholesale Change Show

Wholesale Change Show: Why Your Best Accounts Have the Most Potential (July 29, 2020)

If you really want to supercharge your sales, look no further than your largest customers.
  • Ian Heller
  • July 30, 2020
Why Improving User Experience on Your Website Should Be a Top Priority
Digital Strategy

Why Improving User Experience on Your Website Should Be a Top Priority

These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As
  • Dean Mueller
  • July 30, 2020
Stop Leaving Supplier Marketing Co-Op Funds on the Table
Distribution Marketing

Stop Leaving Supplier Marketing Co-Op Funds on the Table

When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.
  • Ian Heller
  • July 24, 2020
The Wholesale Change crew will talk about how, why and if you should build your own marketplace to fight back.
Marketplaces

Wholesale Change Show: Should You Build Your Own Marketplace? (July 22, 2020)

The Wholesale Change crew will talk about how, why and if you should build your own marketplace to fight back.
  • Ian Heller
  • July 23, 2020
Marketing Mix: The Value of Getting It Right
Distribution Marketing

Marketing Mix: The Value of Getting It Right

Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
  • Robert Kelley
  • July 22, 2020
Wholesale Change Show: The Golden Rule of Distributor Marketing
Distribution Marketing

Wholesale Change Show: The Golden Rule of Distributor Marketing (July 15, 2020)

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be
  • Jonathan Bein
  • July 16, 2020
Why Distributors Can’t Innovate – and How You Can Start
Digital Strategy

Why Distributors Can’t Innovate – and How You Can Start

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
  • Ian Heller
  • July 15, 2020
Is ‘Fulfillment by Amazon’ the Beginning of the End for Distributors?
Digital Strategy

Is ‘Fulfillment by Amazon’ the Beginning of the End for Distributors?

Distributors worry that Fulfillment by Amazon (FBA) is assuming key distributor roles and erasing them from the equation. The service picks, packs, ships and
  • Jonathan Bein
  • July 13, 2020
How to Earn and Get a Return on Supplier Marketing Co-op
Distribution Marketing

Wholesale Change Show: How to Earn and Get a Return on Supplier Marketing Co-op (July 8, 2020)

The murky world of marketing co-op baffles distributors and manufacturers alike.
  • Jonathan Bein
  • July 9, 2020
Painless Profitability Improvements: Our Favorite Profit-Driving Hacks for Distributors
Distribution Marketing

Painless Profitability Improvements: Our Favorite Profit-Driving Hacks for Distributors

Distributors: Are you looking for some simple, straightforward and painless ways to make adjustments that improve your profitability? Here are a few of our
  • Jonathan Bein
  • July 8, 2020
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