Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans from leadership at Grainger, United Rentals, and Chef’s Warehouse to growing the share price of MRO distributor Lawson Products by 1,000% since taking his position there in 2012.
Digital Strategy
The Case for Marketing Automation in B2B
The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower today’s buyers with more immediate information and many more choices than ever before. We, as marketers must change to adapt to these changes.
Why B2B Marketplaces Are Booming Today
Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
2021 State of Sales in Distribution: How Consultative Sales Will Differentiate Distributors in the Post-Pandemic Normal
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
3 Distribution Maxims That Are Wrong
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
How Technology Enables Sales Reps (Instead of Replacing Them)
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
How IMARK Group Is Helping Distributors Compete Amid Disruption
Co-ops and marketing groups like IMARK Group play a big role in helping independent distributors compete in today’s fast-changing market.
Office Depot Hires Former Amazon Business GM – and That’s Just the Start
In a series of moves, including bringing on the executive who launched Amazon Business, ODP is joining the marketplace war. With a flurry of aggressive, recent actions, ODP (the newly named parent company of Office Depot) seems intent on building a rival marketplace to Amazon Business. On Feb. 16, the company announced it had hired…
2021 State of eCommerce in Distribution, Part 2: Distributors’ Playbook for eCommerce Success
Distribution Strategy Group, formerly Real Results Marketing, conducted its ninth-annual State of eCommerce in Distribution survey from October-December 2020, updating the leading benchmark in distribution for adoption and drivers of ecommerce in the wholesale distribution industry.
When It Comes to Product Recommendations, B2B vs. B2C Matters
Many distributors are using product recommendation engines on their ecommerce websites originally designed for B2C. This isn’t sufficient for a distributor’s business model.