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Digital Strategy

2017 State of E-Commerce in Distribution, part 1: E-Commerce Continues the Maturity Journey
Digital Strategy

2017 State of E-Commerce in Distribution, part 1: E-Commerce Continues the Maturity Journey

The 2017 State of E-Commerce in Distribution survey indicates the percentage of respondents with a mature e-commerce offering (at least 10 percent of total
  • Dean Mueller
  • March 31, 2017
How to Use Analytics to Make Money with Small Customers
Digital Strategy

How to Use Analytics to Make Money with Small Customers

For the best customers, Distributors can devote resources to maximizing the business relationship, while for less profitable and less efficient customers, Distributors can find
  • Robert Kelley
  • February 6, 2017
What to Do About Accounts That Cost You Money
Digital Strategy

What to Do About Accounts That Cost You Money

A surprise for many Distributors is that a lot of accounts they consider “good customers” because of the frequency or regularity of orders, the
  • Robert Kelley
  • January 23, 2017
How and Why to Use Analytics to Segment Customers for Maximum Profit
Digital Strategy

How and Why to Use Analytics to Segment Customers for Maximum Profit

While most distributors learned long ago to avoid managing for top-line sales revenue as a measure of results, many of today’s distribution businesses still
  • Robert Kelley
  • January 9, 2017
What the Executive Suite Needs to Know About Marketing Automation
Digital Strategy

What the Executive Suite Needs to Know About Marketing Automation

To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not
  • Debbie Paul
  • December 28, 2016
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
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 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 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

Upcoming Programs

  • Upcoming Program

Tools to Help Distributors Maximize Sales Productivity

Join us on July 9, 9 PT/12 ET, as we discuss sales team efficiency, prioritize customer interactions, and drive more revenue with fewer resources.
Register Now
  • Upcoming Program

Using Technology to Drive Profits and Productivity

Join us on July 16, 9 PT/12 ET, as we discuss how to turn technology strategies into tangible outcomes.
Register Now
  • Upcoming Program

How Distributors are Solving Supply Chain Challenges

Join us on July 23, 9 PT/12 ET, as we discuss how companies are building more resilient, agile supply chains.
Register Now
2017 State of E-Commerce in Distribution, part 1: E-Commerce Continues the Maturity Journey
Digital Strategy

2017 State of E-Commerce in Distribution, part 1: E-Commerce Continues the Maturity Journey

The 2017 State of E-Commerce in Distribution survey indicates the percentage of respondents with a mature e-commerce offering (at least 10 percent of total
  • Dean Mueller
  • March 31, 2017
How to Use Analytics to Make Money with Small Customers
Digital Strategy

How to Use Analytics to Make Money with Small Customers

For the best customers, Distributors can devote resources to maximizing the business relationship, while for less profitable and less efficient customers, Distributors can find
  • Robert Kelley
  • February 6, 2017
What to Do About Accounts That Cost You Money
Digital Strategy

What to Do About Accounts That Cost You Money

A surprise for many Distributors is that a lot of accounts they consider “good customers” because of the frequency or regularity of orders, the
  • Robert Kelley
  • January 23, 2017
How and Why to Use Analytics to Segment Customers for Maximum Profit
Digital Strategy

How and Why to Use Analytics to Segment Customers for Maximum Profit

While most distributors learned long ago to avoid managing for top-line sales revenue as a measure of results, many of today’s distribution businesses still
  • Robert Kelley
  • January 9, 2017
What the Executive Suite Needs to Know About Marketing Automation
Digital Strategy

What the Executive Suite Needs to Know About Marketing Automation

To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not
  • Debbie Paul
  • December 28, 2016
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
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 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 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

Recent Reports

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

Optimizing B2B eCommerce for Distributors: Strategies for Scalability, Supply Chain Visibility and Digital Integration

2017 State of E-Commerce in Distribution, part 1: E-Commerce Continues the Maturity Journey
Digital Strategy

2017 State of E-Commerce in Distribution, part 1: E-Commerce Continues the Maturity Journey

The 2017 State of E-Commerce in Distribution survey indicates the percentage of respondents with a mature e-commerce offering (at least 10 percent of total
  • Dean Mueller
  • March 31, 2017
How to Use Analytics to Make Money with Small Customers
Digital Strategy

How to Use Analytics to Make Money with Small Customers

For the best customers, Distributors can devote resources to maximizing the business relationship, while for less profitable and less efficient customers, Distributors can find
  • Robert Kelley
  • February 6, 2017
What to Do About Accounts That Cost You Money
Digital Strategy

What to Do About Accounts That Cost You Money

A surprise for many Distributors is that a lot of accounts they consider “good customers” because of the frequency or regularity of orders, the
  • Robert Kelley
  • January 23, 2017
How and Why to Use Analytics to Segment Customers for Maximum Profit
Digital Strategy

How and Why to Use Analytics to Segment Customers for Maximum Profit

While most distributors learned long ago to avoid managing for top-line sales revenue as a measure of results, many of today’s distribution businesses still
  • Robert Kelley
  • January 9, 2017
What the Executive Suite Needs to Know About Marketing Automation
Digital Strategy

What the Executive Suite Needs to Know About Marketing Automation

To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not
  • Debbie Paul
  • December 28, 2016
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
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 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 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
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