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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
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

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: Forecasts and M&A Trends Shaping Distribution

Join us on Sept 11, 2025 at 9PT/12ET as we navigate both economic forecasts and M&A 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
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
Distribution Sales Strategy

Riding the Distributor Sales Culture into Commodity Hell

In this article, we detail the problems of sales cultures in mature B2B markets.
  • Scott Benfield
  • August 20, 2025

Recent Reports

Transforming Wholesale Distribution with AI

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

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
Want to Differentiate Your Value-Added Services? Go Beyond Logistics
Distribution Marketing

Want to Differentiate Your Value-Added Services? Go Beyond Logistics

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
  • Jonathan Bein
  • June 30, 2020
6 Keys to Outbound Success with Proactive Inside Sales
Distribution Sales Strategy

6 Keys to Outbound Success with Proactive Inside Sales

When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
  • Debbie Paul
  • June 24, 2020
Does “Fulfillment by Amazon” Mean the Death of Distributors?
Marketplaces

Wholesale Change Show: Does “Fulfillment by Amazon” Mean the Death of Distributors? (June 24, 2020)

If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they
  • Ian Heller
  • June 24, 2020
The Foundation for a Solid B2B Digital Strategy: Understanding Your Customers
Digital Strategy

The Foundation for a Solid B2B Digital Strategy: Understanding Your Customers

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
  • Dean Mueller
  • June 23, 2020
Painless Pricing Improvements for Distributors
Wholesale Change Show

Wholesale Change Show: Painless Pricing Improvements for Distributors (June 17, 2020)

It’s easy to find ways of boosting margins – the hard part is prioritizing the approaches that provide the greatest return for the least
  • Ian Heller
  • June 18, 2020
What’s a Good Customer Profile Worth? A lot.
Distribution Marketing

What’s a Good Customer Profile Worth? A lot.

Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if
  • Robert Kelley
  • June 17, 2020
Are Inside Salespeople Really Salespeople?
Distribution Sales Strategy

Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)

Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
  • Jonathan Bein
  • June 11, 2020
Grainger Disinvests in Europe as Amazon Business Expands: What This Means for the Industry - courtesy grainger
Marketplaces

Grainger Disinvests in Europe as Amazon Business Expands: What This Means for the Industry

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
  • Ian Heller
  • June 10, 2020
Why Traditional ROI Measures Shouldn’t Have a Voice in Distributors’ eCommerce Conversations
B2B eCommerce

Why Traditional ROI Measures Shouldn’t Have a Voice in Distributors’ eCommerce Conversations

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
  • Jonathan Bein
  • June 10, 2020
Why Distributors Need a Marketplaces Strategy
Digital Strategy

Why Distributors Need a Marketplaces Strategy

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
  • Ian Heller
  • June 8, 2020
The Importance of Value-Added Services in Distribution Today
Distribution Marketing

The Importance of Value-Added Services in Distribution Today

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
  • Jonathan Bein
  • June 2, 2020
What Private Equity Ownership Means to a Distribution Employee
Strategy

What Private Equity Ownership Means to a Distribution Employee

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
  • Ian Heller
  • May 28, 2020
Why Distributors are So Great at Building the Wrong Websites
Digital Strategy

Wholesale Change Show: Why Distributors are So Great at Building the Wrong Websites (May 27, 2020)

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
  • Ian Heller
  • May 28, 2020
Bad Distributor Websites - Distribution Strategy Group
Digital Strategy

How to Build a Doomed Website

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.
  • Ian Heller
  • May 27, 2020
How to Use a Sales Call Guide to Drive Stronger Connections with Prospects
Distribution Sales Strategy

How to Use a Sales Call Guide to Drive Stronger Connections with Prospects

A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
  • Debbie Paul
  • May 26, 2020
Will B2B Marketplaces Kill Company Specific Websites
Marketplaces

Wholesale Change Show: Will B2B Marketplaces Kill Company Specific Websites? (May 20, 2020)

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
  • Ian Heller
  • May 21, 2020
Wholesale Change
Distribution Marketing

Wholesale Change Show: The Future of Value-Added Services in Distribution (May 13, 2020)

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
  • Ian Heller
  • May 18, 2020
COVID-19 and the Rush to Buy Online in B2B: Is Your Business Ready?
Digital Strategy

COVID-19 and the Rush to Buy Online in B2B: Is Your Business Ready?

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.
  • Dean Mueller
  • May 18, 2020
How to Grow Business in Small and Mid-sized Accounts
Distribution Marketing

How to Grow Business in Small and Mid-sized Accounts

Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
  • Jonathan Bein
  • May 15, 2020
How to Get Customers to Buy More Product Categories with Cross-Selling
Distribution Sales Strategy

How to Get Customers to Buy More Product Categories with Cross-Selling

Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
  • Jonathan Bein
  • May 15, 2020
Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects
Distribution Marketing

Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects

We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
  • Debbie Paul
  • April 29, 2020
After the Crisis: What Distributors Must Do Next
Digital Strategy

After the Crisis: What Distributors Must Do Next

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
  • Ian Heller
  • April 23, 2020
Value Proposition: Time of COVID-19
Distribution Marketing

Value in the Time of COVID-19: What Customers Value Changes with the Times

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
  • Robert Kelley
  • April 23, 2020
How to Acquire New Customers with Sweet Spot Analysis
Distribution Marketing

How to Acquire New Customers with Sweet Spot Analysis

Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
  • Jonathan Bein
  • April 15, 2020
How to Improve Customer Retention and Keep Customers from Leaving You
Distribution Marketing

How to Improve Customer Retention and Keep Customers from Leaving You

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
  • Jonathan Bein
  • April 15, 2020
Can Your Team Sell Your Company’s Value?
Distribution Marketing

Can Your Team Sell Your Company’s Value?

While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
  • Bill Wade
  • April 13, 2020
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