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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 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
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
  • Brian Hopkins
  • 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
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