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Operations

The Warehouse is My Classroom: Why Teaching is a Logistics Superpower

The warehouse is more than a place where goods move. It’s a place where people grow.
  • Will Quinn
  • May 7, 2025
AI in Distribution

Why Most AI Tools Don’t Deliver ROI for Distributors

Most AI tools are built with impressive capabilities, but not always with the end-user in mind.
  • Justin Johnson
  • May 2, 2025
Distribution Industry Analysis

How Distributors Can Navigate Tariff Impacts and Protect Margins

Distributors can quickly test multiple mitigation strategies and identify the most effective path.
  • Chandra Subramanian
  • May 2, 2025

Upcoming Programs

  • Upcoming Program

Technology Leader Panel: Emerging Digital Tools for Distributors

Join us on May 14, 2025 at 9 PT/12 ET as we delve into the latest digital technologies reshaping the distribution sector.
Register Now
  • Upcoming Program

Distribution Leader Panel – Flexible eCommerce Platforms: The Future of B2B Distribution

Join us on May 15, 2025, at 8 PT / 11 ET to discover how modern ecommerce platforms enable seamless integration, personalized customer experiences.
Register Now
  • Upcoming Program

Subject Matter Expert Series: Transforming Wholesale Distribution Warehousing with AI

Join us on May 20, 2025, at 9PT/12ET as Will Quinn delves into getting the most out of the systems you already have.
Register Now
  • Upcoming Program

Wholesale Change: The Future of AI in Distribution

Join us on May 21, 2025 at 9 PT/12 ET as we explore how AI is reshaping distribution and what practical steps you can
Register Now
Strategy

Envisioning a Bold, Bright Future for Distribution

What if distributors could transform their business model to unlock opportunities no one dares to chase?
  • Mark Dancer
  • May 1, 2025
Distribution Marketing

How Distributors Are Making Customer Experience Part of Their DNA

How Stellar Industrial and Palmer-Donavin are meeting customer expectations.
  • Distribution Strategy Group
  • April 30, 2025
Distribution Sales Strategy

How Well Do You Really Know Your Pricing?

Pricing data needs to be normalized and centralized to be actionable.
  • Jon Ladle
  • April 29, 2025

Recent Reports

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

DSG-Report-2025-State-of-Distributor-Profitability-Cover

2025 State of Distributor Profitability: Distributors’ Action Plan

How Do You Identify the Top Variables That Help You Sell More
Inside Sales Strategy

How Do You Identify the Top Variables That Help You Sell More?

An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
  • Jonathan Bein
  • March 14, 2017
How to Use Analytics to Make Money with Small Customers
Digital Strategy

How to Use Analytics to Make Money with Small Customers

For the best customers, Distributors can devote resources to maximizing the business relationship, while for less profitable and less efficient customers, Distributors can find
  • Robert Kelley
  • February 6, 2017
What to Do About Accounts That Cost You Money
Digital Strategy

What to Do About Accounts That Cost You Money

A surprise for many Distributors is that a lot of accounts they consider “good customers” because of the frequency or regularity of orders, the
  • Robert Kelley
  • January 23, 2017
How and Why to Use Analytics to Segment Customers for Maximum Profit
Digital Strategy

How and Why to Use Analytics to Segment Customers for Maximum Profit

While most distributors learned long ago to avoid managing for top-line sales revenue as a measure of results, many of today’s distribution businesses still
  • Robert Kelley
  • January 9, 2017
What the Executive Suite Needs to Know About Marketing Automation
Digital Strategy

What the Executive Suite Needs to Know About Marketing Automation

To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not
  • Debbie Paul
  • December 28, 2016
How to Make the Case for Marketing Automation
Digital Strategy

How to Make the Case for Marketing Automation

Every organization experiencing success with marketing automation has a different answer to this question. Here are the three that surface most often.
  • Debbie Paul
  • December 19, 2016
Why They Leave Your Website Without Buying
Digital Strategy

Why They Leave Your Website Without Buying

Increasingly, we hear distributors say that their e-commerce site is not getting the revenue traction they expected. The distributor went into the initiative
  • Jonathan Bein
  • December 5, 2016
It’s About Your Customer’s Efficiency
Inside Sales Strategy

It’s About Your Customer’s Efficiency

For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce.
  • Jonathan Bein
  • November 28, 2016
Distributor Shopping and Buying Profiles: There Is No Average Joe
B2B eCommerce

Distributor Shopping and Buying Profiles: There Is No Average Joe

When shopping (finding, researching, and evaluating products), three methods are most frequently used including performing online search, going to a manufacturer website, and going
  • Jonathan Bein
  • November 21, 2016
How Millennials Shop and Buy in a B2B Setting
Digital Strategy

How Millennials Shop and Buy in a B2B Setting

Millennials now outnumber Boomers and GenX in the work force (see Figure 1.)  In 4 years they will significantly outnumber Boomers and along with
  • Jonathan Bein
  • November 2, 2016
The Electronic Postman Always Rings Much More Than Twice
Digital Strategy

The Electronic Postman Always Rings Much More Than Twice

In the research we performed with over 3500 customers of distributors, we learned that three methods for purchasing (email, web, phone) were significantly more
  • Jonathan Bein
  • October 18, 2016
2016 state of distributor marketing
Digital Strategy

2016 State of Distributor Marketing

Only 4 percent of respondents to the joint MDM-Distribution Strategy Group annual marketing survey said they are extremely satisfied with the results of their
  • Jonathan Bein
  • October 14, 2016
results-from-the-2016-distributor-marketing-survey---featured
Digital Strategy

Results from the 2016 Distributor Marketing Survey

Distribution Strategy Group conducted an electronic survey with Modern Distribution Management in September 2016 of 425 participants to better understand trends in distribution marketing.
  • Jonathan Bein
  • October 10, 2016
The Good News and Bad News of B2B Customer Shopping: We Are Number 3.
Digital Strategy

The Good News and Bad News of B2B Customer Shopping: We Are Number 3.

Going to a distributor website to find what to buy is more popular than talking to a sales rep, customer service rep, or looking
  • Jonathan Bein
  • September 21, 2016
2016 State of E-Commerce in Distribution E-Commerce Races to Maturity
Digital Strategy

2016 State of E-Commerce in Distribution: E-Commerce Races to Maturity

This article examines the results of the 2016 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing.
  • Jonathan Bein
  • April 24, 2016
2016 State of E-Commerce in Distribution E-Commerce Races to Maturity
Digital Strategy

2016 State of Distributor E‐Commerce: Survey Results

Results for the 2016 state of distributor e-commerce survey
  • Jonathan Bein
  • April 1, 2016
2015-state-of-distributor-inside-sales---featured
Inside Sales Strategy

2015 State of Distributor Inside Sales

Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the
  • Debbie Paul
  • January 7, 2016
2015 Distributor Marketing Survey Results
Digital Strategy

2015 Distributor Marketing Survey Results

Results from the 2015 distributor marketing survey
  • Jonathan Bein
  • December 10, 2015
2015 state of distributor marketing
Digital Strategy

2015 State of Distributor Marketing

Opportunities remain for distributors to improve marketing plans and measurement as a means to increase marketing effectiveness. The 2015 distributor marketing survey covered several
  • Debbie Paul
  • November 10, 2015
E-Commerce Platform Considerations for B-to-B Distributors
B2B eCommerce

E-Commerce Platform Considerations for B-to-B Distributors

The type of products sold online have a factor, with MRO products generally having higher online adoption. However, the biggest and most important factor
  • Dean Mueller
  • September 30, 2015
The-roi-case-for-ecommerce
B2B eCommerce

The ROI Case for E-Commerce

Research from the previously published annual 2015 State of E-Commerce Study indicates that more than 41 percent of distributors are generating less than 5
  • Dean Mueller
  • September 9, 2015
Why Distributors Need To Update Google My Business Listings
Distribution Technology

Why Distributors Need To Update Google My Business Listings

Just getting a listing is no longer enough. Google confirmed a few days ago that businesses must have activity within a six-month period or
  • Dean Mueller
  • June 10, 2015
Why Distributors Must Have an E-Commerce Site
B2B eCommerce

Why Distributors Must Have an E-Commerce Site

B-to-B purchasing is experiencing a major shift toward a multichannel model with an online focus. Online firms, such as Amazon, have elevated our expectation
  • Dean Mueller
  • June 2, 2015
2015 State of E-Commerce in Distribution, part 2: Integrated Marketing for Driving E-Commerce Demand
Digital Strategy

2015 State of E-Commerce in Distribution, part 2: Integrated Marketing for Driving E-Commerce Demand

Because of reduced barrier to entry, distributors of all sizes have now launched or are launching an e-commerce capability. However, a significant percentage of
  • Jonathan Bein
  • May 27, 2015
2015 State of E-Commerce in Distribution, part 2: Integrated Marketing for Driving E-Commerce Demand
Digital Strategy

The State of Distributor E-Commerce 2015: Survey Results

February 2015, State of Distributor E-Commerce survey of more than 400 distributors conducted with Modern Distribution Management. Ongoing Shopping and Buying survey of several
  • Jonathan Bein
  • May 21, 2015
Google's "Phantom" Algorithm Impacts Websites Light On Content
Digital Strategy

Google’s “Phantom” Algorithm Impacts Websites Light On Content

Last month, we saw Google roll out their well-publicized update that rewarded mobile-friendly websites. That was great news for distributors that had responsive (or
  • Dean Mueller
  • May 18, 2015
What The Avengers: Age of Ultron Taught Me About Improving Distributor Profitability
Digital Strategy

What The Avengers: Age of Ultron Taught Me About Improving Distributor Profitability

Distributors tend to be experts in products and the market niches they serve. We often see distributors being very good at several aspects of
  • Dean Mueller
  • May 15, 2015
One Thing Every B-to-B Distributor Website Should Do ASAP
Digital Strategy

One Thing Every B-to-B Distributor Website Should Do ASAP

It’s no secret that mobile-friendly sites are important today and will be even more important in the future. Many distributors’ website visitors are in
  • Dean Mueller
  • April 23, 2015
2015 state of ecommerce in distribution
Digital Strategy

Distributors Have High Expectations for E-Commerce in 2015

This article examines the results of the 2015 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing. Part 2
  • Jonathan Bein
  • April 14, 2015
6 reasons why customers leave your ecommerce site
Digital Strategy

Six Reasons Your Customers Leave Your E-Commerce Site

Increasingly, we hear distributors say that their e-commerce site is not getting the revenue traction they expected. The distributor went into the initiative thinking,
  • Jonathan Bein
  • April 1, 2015
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