By combining cloud computing, data, and AI, Henry Schein is positioning itself as more than a healthcare distributor.
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Amazon’s “agentic commerce” agenda signals the next transformation in digital distribution.
If you’re a Gen X leader in distribution, this is your moment.
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Amazon calls it a significant expansion of “physical AI.”
Distributors have access to a growing number of new technologies that enable them to work more efficiently and better understand their customers.
The frontier of AI is moving beyond systems that simply analyze and recommend.
If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting
Based on our extensive work with distributors, we distill your list of technology choices to the investments that we believe can have the greatest
You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture,
Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers
Learn why loyalty is a powerful emotion and how to leverage it in B2B, best practices in designing loyalty and incentive programs, and how
Home Depot pays a 25% premium for an enterprise value of $8 billion to reacquire HD Supply, putting branch-based distributors square in the middle
For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual
While offering a transactional website has become a must-have in today’s environment, enhancing your shopping functionality has become even more critical to meeting customer
John Caplan talks about how Alibaba’s customer-focused business model may be a better digital marketplace for U.S. distributors than Amazon Business.
A study of both successful and disastrous consolidations finds 10 common mistakes that drive employee misunderstanding and mistrust after the deal.
Everyone recognizes the effects of emerging technologies, as well as well-capitalized competitors, on the channel and on their businesses.
This post previews some of the key findings in the third report based on our research for the National Association of Wholesaler-Distributors into how
Wholesale Change hosts Ian Heller and Jonathan Bein dig into public distributors’ earnings reports from across segments to bring you insights into how your
The increase in digital buying behavior is here to stay, pandemic or no – especially as the number of millennial decision-makers rises. If your
In this episode Ian Heller welcomed Alibaba’s John Caplan to the Wholesale Change Show to discuss Alibaba’s capabilities and the marketplace’s long-term plans.
Amazon Business is projected to make $52 billion in sales by 2023. For distributors to fend off this AI-powered giant, they’ll need to understand
When salespeople are slow to embrace ecommerce, they miss opportunities that not only hurt the company, but the customers they are trying to help.
If you are a distributor on a quest to get on page one of Google, don’t neglect the importance of being found locally. Here’s
Learn how Amazon uses AI and how distributors can fend off this B2B juggernaut with their own strategy around product recommendations, search relevancy and
To understand how vulnerable a distribution vertical is to disruption, look at the relationship between the product category’s complexity and the ability for the
Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it
Recently, the Atlantic posted a story about the resilience of human societies in the face of disaster. The author made a strong historical argument
Setting a Minimum Order Quantity is quick, predictable, and perfectly suited for the V-shape recovery. It’s a great strategy for distributors that have taken
In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Read about five common mistakes distributors make when considering and offering vending and inventory control solutions, and how to overcome them.
Do you feel like your ecommerce platform is broken – not delivering the ROI you expected? You’re not alone.
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