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Distribution Strategy Group conducted an electronic survey with Modern Distribution Management in September 2016 of 425 participants to better understand trends in distribution marketing.
Going to a distributor website to find what to buy is more popular than talking to a sales rep, customer service rep, or looking
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.
Results for the 2016 state of distributor e-commerce survey
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the
Results from the 2015 distributor marketing survey
Opportunities remain for distributors to improve marketing plans and measurement as a means to increase marketing effectiveness. The 2015 distributor marketing survey covered several
The type of products sold online have a factor, with MRO products generally having higher online adoption. However, the biggest and most important factor
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
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
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
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
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
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
Distributors tend to be experts in products and the market niches they serve. We often see distributors being very good at several aspects of
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
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
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,
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from
Distribution Strategy Group conducted an electronic survey of 305 participants to better understand trends in distribution marketing. This survey was conducted with Modern Distribution
Distributors and wholesalers have been dealing with the “small order problem” for decades. Now, more than ever, mastering the policies and procedures that are
The 2014 distributor marketing survey covered several areas of marketing, including planning, objectives, vehicles, channels and organization. Companies are using more digital marketing than
For most distributors, the top 10 percent of their customers represent 60 percent to 90 percent of that distributor’s revenue. Those customers are well
If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive
E-commerce demand generation is in transition. According to results from the third annual MDM Distribution E-Commerce Survey, while most distributors are increasing e-commerce revenue
This article examines the results of the 2014 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing. Part 2
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization,
They are undifferentiated because they say and offer essentially the same thing as their competitors. They are not relevant because they have not been
When we ask executives for the value proposition of their business, they usually provide a ready, confident and well-rehearsed answer. The answer consists of
Customers have indicated a preference to receive communications in both digital and print formats. It’s not a surprise that they still want to receive