Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Distribution Industry News
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Wholesale Change: Why Distributors, Their Suppliers and Customers All Believe Disruption is Real (November 4, 2020)
Everyone recognizes the effects of emerging technologies, as well as well-capitalized competitors, on the channel and on their businesses.
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Wholesale Change: Distributors’ Quarterly Checkup: Notable Results, Surprises and Market Moves (October 28, 2020)
Wholesale Change hosts Ian Heller and Jonathan Bein dig into public distributors’ earnings reports from across segments to bring you insights into how your largest competitors are navigating the market.
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Wholesale Change Show: A Conversation with John Caplan, President of North America & Europe, Alibaba (October 21, 2020)
In this episode Ian Heller welcomed Alibaba’s John Caplan to the Wholesale Change Show to discuss Alibaba’s capabilities and the marketplace’s long-term plans.
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Wholesale Change Show: Amazon’s AI-Powered Secrets to Success – and How Distributors Can Respond (October 14, 2020)
Learn how Amazon uses AI and how distributors can fend off this B2B juggernaut with their own strategy around product recommendations, search relevancy and audience monetization.
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Wholesale Change Show: The Real Reason Digital Fails: It’s Not Because CEOs are Dinosaurs (October 7, 2020)
Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it tough to succeed.
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Wholesale Change Show: High Tech vs. High Touch – The Future-Proof Distributor is Both (September 30, 2020)
In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.
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Blockchain in Supply Chain Management: Why You Should Care
This post summarizes some of the key findings in the second report based on our research for the National Association of Wholesaler-Distributors into how technology will transform the wholesale distribution industry.
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Reducing Product Returns: Treat the Cause, Not the Symptom
Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!
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Wholesale Change Show: Get Over the Small-Order Hurdle (September 9, 2020)
There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.
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Wholesale Change Show: Selling Value, Not Price (September 2, 2020)
Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.