Dakota Supply Group CEO Paul Kennedy talks about how the 124-year-old company drives value in rural markets across the Midwest.
Distribution Marketing
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
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
Upcoming Programs
Join us on June 4, 9 PT/12 ET, as we delve into strategies for leveraging these platforms to boost sales and stay competitive.
Join us on Thursday, June 5, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
Join us on June 11, 2025 at 9 PT / 12 ET as we delve into the current state of distributor pricing and costing
Join us on June 18, 9 PT/12 ET, to explore the data infrastructure behind the electrical, HVAC, and plumbing industries, and where it’s headed
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
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
Recent Reports
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
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.