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Distribution Sales Strategy

The Sales Rep Reimagined: Tech-Enabled Selling in 2025

Distributors that are winning in 2025 are the ones rewiring their sales model.
  • Brian Hopkins
  • August 5, 2025
Operations

Critical Skills for Front-Line Leaders, Part 3: Effective Communication

The best leaders don’t just talk. They listen. They translate. They show up. And they speak in a way that moves people forward.
  • Will Quinn
  • August 1, 2025
Distribution Technology

Voice Picking Technology: Tech That Boosts Margins and Worker Morale

Known as “pick-by-voice,” this system guides workers through their tasks using voice commands and barcode scan validation, creating a streamlined, hands-free workflow.
  • Patrick Hanrahan
  • August 1, 2025

Upcoming Programs

  • Upcoming Program

Creating Clean and Accurate Product and Customer Data

Join us on Aug. 13, 9 PT/12 ET, as we discuss tackling the data challenge with technology leaders.
Register Now
  • Upcoming Program

Elevating the B2B Customer Experience

Join us on Aug 20, 2025 at 9PT/12ET as we delve into ways to transform your customer experience strategy.
Register Now
  • Upcoming Program

Economic Crossroads: Forecasts and M&A Trends Shaping Distribution

Join us on Aug 28, 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
Innovation

Reclaiming Time: Automating Accounts Receivable & Payables

AR/AP automation represents one of the fastest, most measurable wins in the automation journey.
  • Brian Hopkins
  • July 29, 2025
Distribution Sales Strategy

Distributor CEOs: Your Company Could Be Doing SO Much Better!

The most effective sales organizations have clear sales methodologies in place.
  • Mike Kunkle
  • July 25, 2025
Distribution Industry Analysis

How Distributors Are Solving Supply Chain Challenges

Distribution continues to navigate complex supply chain disruptions.
  • Distribution Strategy Group
  • July 24, 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

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
The Benefit of a Strong Value Proposition: More to the Bottom Line
Distribution Marketing

The Benefit of a Strong Value Proposition: More to the Bottom Line

To set themselves apart, distributors need a strong value proposition. It’s not just about pretty words on a website. A strong value proposition can
  • Jonathan Bein
  • January 3, 2019
Research: Distributors Are Heading in Right Direction for Marketing
Distribution Marketing

Research: Distributors Are Heading in Right Direction for Marketing

Traditionally focused on field sales, distributors have not historically been strong in marketing capabilities. But as customer demographics change, how distributors market has become
  • Jonathan Bein
  • December 20, 2018
multichannel vs omnichannel whats the difference
Digital Strategy

Multichannel vs Omnichannel: What’s the Difference?

What’s the difference between omnichannel and multichannel? The difference is subtle: Omnichannel is really an integrated version of multichannel. In other words, the customer’s
  • Jonathan Bein
  • December 12, 2018
The Cost of Not Knowing the Voice of Your Customer
Digital Strategy

The Cost of Not Knowing the Voice of Your Customer

Each distributor must strike the right balance to meet their customers’ needs. The risk is too great to get the resource allocation between field
  • Jonathan Bein
  • December 6, 2018
Is Your Value Proposition Just Another ‘Me-Too’?
Distribution Marketing

Is Your Value Proposition Just Another ‘Me-Too’?

If when you see the phrase “value proposition” you think: “Yes, we have one already. We provide great customer service. We’ve been in business
  • Dean Mueller
  • November 28, 2018
What Customers Want on Distributors’ Websites — Beyond Ordering
Digital Strategy

What Customers Want on Distributors’ Websites — Beyond Ordering

Ecommerce is table stakes for distributors in 2018, but it shouldn’t be surprising that B2B buyers want more than the capability to place an
  • Jonathan Bein
  • November 11, 2018
Have You Seen the Line Outside Your Digital Branch
B2B eCommerce

Have You Seen the Line Outside Your Digital Branch?

The distributor is no stranger to coming upon crossroads throughout their business’s life span. For the most part, these forks in the road are
  • Scott Bebenek
  • October 16, 2018
Your Customers Want Email … But It Has to Be Relevant
Digital Strategy

Your Customers Want Email … But It Has to Be Relevant

Print is not as universal as it once was (though it’s still very relevant for some customers), and even in-person sales rep visits, long
  • Debbie Paul
  • September 24, 2018
The Impact of Amazon Business on Distributors
Digital Strategy

The Impact of Amazon Business on Distributors

Amazon continues to build share into traditional distribution channels. Their obsession for the customer experience raises the bar high for suppliers – distributors and
  • Dean Mueller
  • September 9, 2018
Customers Don’t Always Want a Field Sales Rep, So Now What?
Distribution Sales Strategy

Customers Don’t Always Want a Field Sales Rep, So Now What?

As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
  • Debbie Paul
  • August 22, 2018
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