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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

How to Take Business Away from Your Competitors
Distribution Sales Strategy

How to Take Business Away from Your Competitors

You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
  • Jonathan Bein
  • April 8, 2020
How to Sell into New Market Segments
Distribution Marketing

How to Sell into New Market Segments

It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
  • Jonathan Bein
  • April 8, 2020
Sales Force Productivity During a Global Health Crisis
Distribution Sales Strategy

Sales Force Productivity During a Global Health Crisis

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
  • Ian Heller
  • March 31, 2020
A Global Pandemic is Great for Amazon’s Sales, No Matter How You Spin It
Marketplaces

A Global Pandemic is Great for Amazon’s Sales, No Matter How You Spin It

An Amazon Post Full of Nonsense Carries a Serious Underlying Message We all know the world is not fair. For one thing, celery is
  • Ian Heller
  • March 31, 2020
Anti-Social Distancing: The Best Worst Advice on Working from Home
Distribution Marketing

Anti-Social Distancing: The Best Worst Advice on Working from Home

Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic
  • Ian Heller
  • March 31, 2020
Learning Financial Accounting as a Second Language
Distribution Marketing

Learning Financial Accounting as a Second Language

During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra
  • Ian Heller
  • March 31, 2020
7 Things Distributors Can Do Right Now with Digital to Combat the Impact of COVID-19
Digital Strategy

7 Things Distributors Can Do Right Now with Digital to Combat the Impact of COVID-19

My colleagues have written some great articles about the uncertainty around the COVID-19 outbreak. This article is geared toward what distributors can do right
  • Dean Mueller
  • March 24, 2020
6 Steps Marketers Need to Take to Protect Business During the Coronavirus Pandemic
Digital Strategy

6 Steps Marketers Need to Take to Protect Business During the Coronavirus Pandemic

Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some
  • Jonathan Bein
  • March 18, 2020
A Tale of Two Teams: Proactive Inside Sales vs Customer Service
Distribution Sales Strategy

A Tale of Two Teams: Proactive Inside Sales vs Customer Service

What’s the difference between customer service and inside sales? What are the skills sets distributors should look for when hiring for a successful proactive
  • Debbie Paul
  • March 5, 2020
Don’t Be a Sheep: Avoid These 7 Taglines
Distribution Marketing

Don’t Be a Sheep: Avoid These 7 Taglines

Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
  • Jonathan Bein
  • February 26, 2020
Digital Strategy

The Secret Method to Creating the Perfect Amount of Simple

This is a sample intro paragraph and can be used to introduce readers to your article. This is an example of a WordPress post,
  • Distribution Strategy Group
  • February 19, 2020
2020 State of Distributor Marketing, Part 1: Distributors Struggle to Balance Digital with the Traditional
Digital Strategy

2020 State of Distributor Marketing, Part 1: Distributors Struggle to Balance Digital with the Traditional

In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
  • Jonathan Bein
  • January 21, 2020
2020 State of Distributor Marketing, Part 2: Distributors Aren’t Articulating Their Real Value, Falling Back on Selection, Delivery and Price
Distribution Marketing

2020 State of Distributor Marketing, Part 2: Distributors Aren’t Articulating Their Real Value, Falling Back on Selection, Delivery and Price

About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their
  • Jonathan Bein
  • January 14, 2020
Featured in IMARK Electrical Now: Opportunity High for B2B E-Commerce
Digital Strategy

Featured in IMARK Electrical Now: Opportunity High for B2B E-Commerce

There’s plenty of opportunity in B2B e-commerce right now. Even distributors and manufacturers who have yet to implement e-commerce capabilities can still get in
  • Jonathan Bein
  • November 14, 2019
What’s the Difference Between E-Commerce and E-Business?
B2B eCommerce

What’s the Difference Between E-Commerce and E-Business?

To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
  • Jonathan Bein
  • November 11, 2019
Selling More to Existing Customers - How to Release the Value Sitting in 90 percent of Your Accounts
Distribution Marketing

Selling More to Existing Customers: How to Release the Value Sitting in 90% of Your Accounts

Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
  • Jonathan Bein
  • October 17, 2019
Creating Value with E-Business at Scale
Digital Strategy

Creating Value with E-Business at Scale (Wholesale Distribution Value Series)

E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an
  • Jonathan Bein
  • August 13, 2019
Creating Value with a Clear Value Proposition
Distribution Marketing

Creating Value with a Clear Value Proposition (Wholesale Distribution Value Series)

A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
  • Jonathan Bein
  • August 13, 2019
Video: How to Create an Effective Value Proposition in Wholesale Distribution
Distribution Marketing

Video: How to Create an Effective Value Proposition in Wholesale Distribution

A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
  • Jonathan Bein
  • August 7, 2019
Why a Clear Value Proposition is More Important Than Ever for Distributors Today
Distribution Marketing

Why a Clear Value Proposition is More Important Than Ever for Distributors Today

Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
  • Jonathan Bein
  • June 11, 2019
Creating Value with Proactive Inside Sales
Distribution Sales Strategy

Creating Value with Proactive Inside Sales (Wholesale Distribution Value Series)

Most distributor inside salespeople are actually playing the roles of customer service reps and don’t have the skillset for a more proactive role. As
  • Jonathan Bein
  • June 5, 2019
Campaigns, Activities Every Distributor Can Use to Bolster E-Commerce
B2B eCommerce

Campaigns, Activities Every Distributor Can Use to Grow Ecommerce Sales

Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with
  • Dean Mueller
  • May 28, 2019
To stay relevant with clients, distributors need to ensure they are adding value to the sale
Digital Strategy

2019 State of E-Business in Distribution, Part 2: Half of Suppliers in Survey Sell Direct Online

Historically, suppliers have sold directly to a few of their largest customers. About 46% in the latest survey reported they are selling direct online
  • Jonathan Bein
  • April 16, 2019
2019 State of E-Business in Distribution, Part 1: Maturity Slows, Adoption Soars
Digital Strategy

2019 State of E-Business in Distribution, Part 1: Maturity Slows, Adoption Soars

Opportunity is high for B2B e-commerce, according to the eighth-annual MDM distribution e-commerce survey conducted with Real Results Marketing
  • Jonathan Bein
  • April 16, 2019
The SEO Arms Race: How to Get Your Website On Page 1 of Google
Digital Strategy

The SEO Arms Race: How to Get Your Website On Page 1 of Google

Search engine optimization (SEO), as technical as it sounds, is critical for a distributor to be found online. In fact, a search engine like
  • Jonathan Bein
  • April 9, 2019
Persona Marketing: Know Your Customers, Target Your Messaging – and Grow Your Sales
Distribution Marketing

Persona Marketing: Know Your Customers, Target Your Messaging – and Grow Your Sales

We’ve seen a strong correlation between companies that are high-performance marketers and those who target their marketing efforts to roles or personas within their
  • Jonathan Bein
  • March 12, 2019
Symptoms of a Failing Value Proposition in B2B
Distribution Marketing

Symptoms of a Failing Value Proposition in B2B

An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the
  • Jonathan Bein
  • February 14, 2019
Marketing to Millennials and Gen Z: Have You Adapted Your Marketing for the Next Generation?
Digital Strategy

Marketing to Millennials and Gen Z: Have You Adapted Your Marketing for the Next Generation?

The truth is: The “next” generation is here now. The oldest Millennials are 36; many are moving into or are already in decision-making positions.
  • Jonathan Bein
  • January 31, 2019
State of Distributor Marketing, Part 2: Right People, Right Message
Distribution Marketing

State of Distributor Marketing, Part 2: Right People, Right Message

Adjusting their marketing strategy and tactics in response to a generational shift in which millennials are already the largest age segment in the workforce
  • Jonathan Bein
  • January 23, 2019
The eBusiness and Economic Benefits of Data Synchronization
Digital Strategy

The eBusiness and Economic Benefits of Data Synchronization

Because the IDEA Connector dramatically lowers ordering costs, the cost savings fall to the bottom line and directly increase profits. With manufacturers and distributors
  • Jonathan Bein
  • January 21, 2019
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