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AI in Distribution

Distributors and Generative AI: Strategies for Maximizing Return While Minimizing Risk

The hot new form of AI is rapidly spreading into the business world. Two distributors describe their AI journeys.
  • Don Davis
  • May 30, 2025
Operations

Redefining Professionalism: A Closer Look at Wholesale Distribution

Regardless of how we got here, what many of us discovered is a career that offers more than just selling and moving boxes.
  • Mark Bray
  • May 28, 2025
Innovation

Leading with Purpose in the Age of Automation

WMS, LMS, OMS, WES, YMS: whatever acronym we use, they’re all tools, but they’ll never replace the need for leadership.
  • Will Quinn
  • May 28, 2025

Upcoming Programs

  • Upcoming Program

Technology Leader Panel: Maximizing Sales Through Online Marketplaces

Join us on June 4, 9 PT/12 ET, as we delve into strategies for leveraging these platforms to boost sales and stay competitive.
Register Now
  • Upcoming Program

AI News and Gurus: The Show for Intelligent Distributors

Join us on Thursday, June 5, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
Register Now
  • Upcoming Program

State of Distributor Pricing and Costing

Join us on June 11, 2025 at 9 PT / 12 ET as we delve into the current state of distributor pricing and costing
Register Now
  • Upcoming Program

Fixing the Data Problem: Building a Digital Supply Chain That Works

Join us on June 18, 9 PT/12 ET, to explore the data infrastructure behind the electrical, HVAC, and plumbing industries, and where it’s headed
Register Now
AI in Distribution

Want to Get Started with AI? This Man has a Plan

Trent Gillespie will detail approach to AI in a keynote entitled “Designing an AI-enabled business” at Distribution Strategy Group’s Applied AI for Distributors conference.
  • Don Davis
  • May 27, 2025
AI in Distribution

The One Thing Distributors Must Know about AI

Whatever else happens in the world, your competitors will use AI to drive performance.
  • Ian Heller
  • May 21, 2025
Operations

Leading with Purpose in the Age of Automation

In logistics, we track everything: fill rates, dock turns, labor ratios. But leadership? That’s harder to quantify.
  • Will Quinn
  • May 21, 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

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
Making Money with Small Customers: Defeating the Profit Drag
Inside Sales Strategy

Making Money with Small Customers: Defeating the Profit Drag

Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from
  • dillon@3aspensmedia.com
  • November 11, 2014
2014 survey results
Digital Strategy

Distributor Marketing Survey 2014: Survey Results

Distribution Strategy Group conducted an electronic survey of 305 participants to better understand trends in distribution marketing. This survey was conducted with Modern Distribution
  • Jonathan Bein
  • October 31, 2014
making money with small customers balancing margin and cost
Inside Sales Strategy

Making Money with Small Customers: Balancing Margin & Cost

Distributors and wholesalers have been dealing with the “small order problem” for decades. Now, more than ever, mastering the policies and procedures that are
  • Jonathan Bein
  • October 2, 2014
2014 state of distirbutor marketing featured image
Digital Strategy

2014 State of Distributor Marketing: A Shift to Digital

The 2014 distributor marketing survey covered several areas of marketing, including planning, objectives, vehicles, channels and organization. Companies are using more digital marketing than
  • Jonathan Bein
  • September 19, 2014
Making Money with Small Customers: Channel Alignment
Inside Sales Strategy

Making Money with Small Customers: Channel Alignment

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
  • Jonathan Bein
  • August 20, 2014
making money with small customers
Inside Sales Strategy

Making Money with Small Customers

If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive
  • Jonathan Bein
  • July 16, 2014
E-Commerce: The Multichannel Factor
B2B eCommerce

E-Commerce: The Multichannel Factor

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
  • Jonathan Bein
  • May 19, 2014
2014 state of e-commerce in distribution
Digital Strategy

2014 State of E-Commerce in Distribution: The Maturing E-Commerce Channel

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
  • Jonathan Bein
  • April 10, 2014
four marketing moves to increase profit
Inside Sales Strategy

Four Marketing Moves to Increase Profit

Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization,
  • Jonathan Bein
  • October 31, 2013
bridging the value gap
Value Proposition

Bridging the Value Gap

They are undifferentiated because they say and offer essentially the same thing as their competitors. They are not relevant because they have not been
  • Jonathan Bein
  • August 10, 2013
positioning - value matters
Value Proposition

Positioning: Value Matters

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
  • Jonathan Bein
  • July 8, 2013
customers WANT to hear from you
Digital Strategy

Your Customers WANT To Hear From You

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
  • Debbie Paul
  • April 7, 2013
The 6 Cs of Unifying Your Employees Under One Message
Distribution Sales Strategy

The 6 Cs of Unifying Your Employees Under One Message

Some of the best distribution companies have unified the diverse voices that make up a business into one message, both internally and externally. I
  • dillon@3aspensmedia.com
  • February 28, 2013
why the trend is your friend
Inside Sales Strategy

Why the Trend Is Your Friend

Data points in time indicate a real trend either up or down less than half of the time. By tracking trends, we can do
  • dillon@3aspensmedia.com
  • February 21, 2013
The 3 Elements of Building a Profit-Driven Management Team
Inside Sales Strategy

The 3 Elements of Building a Profit-Driven Management Team

Ask the best private equity investors, or for that matter, any acquiring company such as chains, vertical convergers or platform investors – even independent
  • dillon@3aspensmedia.com
  • February 12, 2013
2013 state of e-commerce in distribution
Digital Strategy

2013 State of Distributor E-Commerce

E-commerce revenue as a portion of total revenue has grown significantly in the past year through the growth of existing e-commerce sites, as well
  • Jonathan Bein
  • February 3, 2013
Think of Your Company as a Portfolio
Inside Sales Strategy

Think of Your Company as a Portfolio

You are familiar with the portfolio concept if you own any kind of equity, bond, real estate or other investment fund. If you’re familiar
  • dillon@3aspensmedia.com
  • January 24, 2013
Additional Value Creation: The Real Bottom-Line Drivers in Distribution
Value Proposition

Additional Value Creation: The Real Bottom-Line Drivers in Distribution

Many independent distribution companies wonder why their gross margin, net profit and attendant multiples are inferior to their $2 billion-plus sales, national-market, publicly held
  • dillon@3aspensmedia.com
  • January 15, 2013
the value of thinking like an investor
Value Proposition

The Value of Thinking Like An Investor

In this article, I will discuss a useful approach, the Private Equity Investor Framework, which will help you think like an investor to improve
  • dillon@3aspensmedia.com
  • January 4, 2013
3 Marketing Moves Distributors Should Make
Digital Strategy

3 Marketing Moves Distributors Should Make

The vast majority of distributors who are still in business today have good direct salespeople without whom they would not be in business. Yet
  • Jonathan Bein
  • November 26, 2012
2012 state of distributor merchandising
Digital Strategy

2012 State of Distributor Merchandising

Although e-commerce initiatives are front and center for many distributors today, in-store revenue remains essential. Yet most distributors with walk-in trade place limited emphasis
  • Jonathan Bein
  • October 25, 2012
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