Al Bates talks the myths surrounding profitability, key margin drains and the steps distributors can take to climb out of their rut.
Distribution Marketing
Dakota Supply Group CEO Paul Kennedy talks about how the 124-year-old company drives value in rural markets across the Midwest.
How distributors can spot customer-churn risks sooner and respond before customers have time to defect.
Distributors must deliver customers’ desired browsing and shopping experience to compete against big names like Amazon Business and other digital-first competitors.
Jonathan Bein and Ian Heller discuss five distributor marketing mistakes and how to avoid common pitfalls.
Keeping the customer at the center is key to providing the product data a customer needs to find a product, then transact.
Your value proposition – not the age of the buyer – determines the value your sales reps can add.
Here’s why an increasing number of manufacturers are going direct to the end customer.
Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’
Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC
In his book, The Distributor’s Fee Based Services Manifesto: Why You Need to Consider Charging for Your Services, distribution expert Frank Hurtte argues that distributors face a tough challenge. As market
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how
In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
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
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how
Upcoming Events
How Great Distributors Use Marketing to Dominate
June 29 @ 12:00 pm - 1:00 pm EDT
Distributors’ marketers have a problem.
Because distributors have multiple channels, it’s difficult to measure the return on their marketing effort.
For example, product promotions succeed due to the efforts of marketing, sales, customer service and the ecommerce department – not to mention price discounts negotiated by merchants or category managers.
How can you calculate how much to spend on marketing or measure the ROI in an environment where everyone is pitching in to make campaigns successful?
Our Chief Strategy Officer Ian Heller has served as the senior marketing executive for four major publicly held distributors. He’s learned not only how to make marketing effective in a distribution company, but also how to set the optimal budget and measure the ROI of what you spend.
Stop setting marketing objectives and evaluating results based on product sales. There’s a better way that your company will embrace. And it will revolutionize how you think about what marketing is supposed to accomplish and how you can tell if you succeed.
Distributors’ marketers have a problem. Because distributors have multiple channels, it’s difficult to measure the return on their marketing effort. For example, product promotions
Wholesale Change: Your B2B Marketplace Strategy: What You Need to Compete
July 6 @ 12:00 pm - 1:00 pm EDT
Alex Moazed burst onto the scene as a platform business expert when he co-authored the best-selling book, “Modern Monopolies” in 2016. Since then, Alex has been widely acclaimed as an expert on marketplaces and has appeared on multiple television shows, including Fox Business News and Bloomberg TV. He’s a featured keynote speaker at many conferences and on July 6 at 9 PT/12 ET, he’ll be joining us on the Wholesale Change Show.
Alex will share his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers as they formulate their marketplace strategies. We’ll ask him to update us on the latest trends in B2B marketplaces and share some key lessons distributors need to know as they choose how to compete in the fast-changing competitive landscape. Don’t miss this opportunity to follow the conversation and ask questions of one of the brightest thinkers in B2B digital strategy.
Related Events
Alex Moazed burst onto the scene as a platform business expert when he co-authored the best-selling book, “Modern Monopolies” in 2016. Since then, Alex
Wholesale Change: A Conversation with NAW CEO Eric Hoplin
July 20 @ 12:00 pm - 1:00 pm EDT
Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), will be joining us for the July 20 episode of Wholesale Change. He’ll share his take on key concerns and trends – including labor, supply chain disruption, digital transformation and more – based on his ongoing conversations with dozens of senior distribution company leaders. He’ll also provide an update on NAW, including the work they are doing to support distributors in Washington D.C.
Bring your questions on July 20 at 9 PT / 12 ET.
Related Events
Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), will be joining us for the July 20 episode of Wholesale Change. He’ll share
Al Bates talks the myths surrounding profitability, key margin drains and the steps distributors can take to climb out of their rut.
Dakota Supply Group CEO Paul Kennedy talks about how the 124-year-old company drives value in rural markets across the Midwest.
How distributors can spot customer-churn risks sooner and respond before customers have time to defect.
Distributors must deliver customers’ desired browsing and shopping experience to compete against big names like Amazon Business and other digital-first competitors.
Jonathan Bein and Ian Heller discuss five distributor marketing mistakes and how to avoid common pitfalls.
Keeping the customer at the center is key to providing the product data a customer needs to find a product, then transact.
Your value proposition – not the age of the buyer – determines the value your sales reps can add.
Here’s why an increasing number of manufacturers are going direct to the end customer.
Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’
Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC
In his book, The Distributor’s Fee Based Services Manifesto: Why You Need to Consider Charging for Your Services, distribution expert Frank Hurtte argues that distributors face a tough challenge. As market
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how
In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
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
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how
Al Bates talks the myths surrounding profitability, key margin drains and the steps distributors can take to climb out of their rut.
Dakota Supply Group CEO Paul Kennedy talks about how the 124-year-old company drives value in rural markets across the Midwest.
How distributors can spot customer-churn risks sooner and respond before customers have time to defect.
Distributors must deliver customers’ desired browsing and shopping experience to compete against big names like Amazon Business and other digital-first competitors.
Jonathan Bein and Ian Heller discuss five distributor marketing mistakes and how to avoid common pitfalls.
Keeping the customer at the center is key to providing the product data a customer needs to find a product, then transact.
Your value proposition – not the age of the buyer – determines the value your sales reps can add.
Here’s why an increasing number of manufacturers are going direct to the end customer.
Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’
Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC
In his book, The Distributor’s Fee Based Services Manifesto: Why You Need to Consider Charging for Your Services, distribution expert Frank Hurtte argues that distributors face a tough challenge. As market
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how
In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
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
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how
