The most successful implementations start with clear process mapping, identifying the highest-impact automation opportunities first.
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Parspec expects both the distributor and contractor tools to be commercially available by the end of 2025. Pilot programs are currently underway.
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.
Upcoming Programs
Join us on July 16, 9 PT/12 ET, as we discuss how to turn technology strategies into tangible outcomes.
Join us on July 23, 9 PT/12 ET, as we discuss how companies are building more resilient, agile supply chains.
Join us on July 30, 2025 at 9PT/12ET as we delve into the state of distributor sales to enhance your customer experience.
Today’s profit leaders aren’t necessarily the biggest players, they’re the swiftest.
Analysts say distributors remain attractive to investors in volatile periods because of their flexibility and early economic recoveries.
By 2030, AI-driven systems will orchestrate warehouse operations with precision that exceeds even the best human coordinators.
Recent Reports
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
In this episode of Wholesale Change (May 20, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of marketplaces
Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors
In a survey, we found that more end-users are embracing online shopping and buying for business out of necessity in light of COVID-19.
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Despite the many columns and webcasts predicting distribution’s post-pandemic “new normal,” it’s going to be a long time before our industry settles back into
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people
An Amazon Post Full of Nonsense Carries a Serious Underlying Message We all know the world is not fair. For one thing, celery is