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Distribution Marketing

How to Overcome Resistance to Strategic Pricing
Distribution Marketing

How to Overcome Resistance to Strategic Pricing

Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
  • Ian Heller
  • February 24, 2021
B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distribution Marketing

B2B Customer Surveys: How to Get Actionable Feedback from Customers

Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
  • Debbie Paul
  • February 17, 2021
The War Between Sales and Marketing is Marketing’s Fault
Distribution Marketing

The War Between Sales and Marketing is Marketing’s Fault

Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
  • Ian Heller
  • February 2, 2021
Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distribution Marketing

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
  • Jonathan Bein
  • January 26, 2021
How to Build Successful B2B Customer Loyalty Programs
Distribution Marketing

How to Build Successful B2B Customer Loyalty Programs

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
  • Ian Heller
  • January 4, 2021
High-Tech AND High-Touch: How Distributors Can Win in a B2C World
Digital Strategy

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting
  • Ian Heller
  • December 2, 2020
How to Get Your Brand Out of the Graveyard
Distribution Marketing

How to Get Your Brand Out of the Graveyard

You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
  • Jonathan Bein
  • November 30, 2020
AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence
Digital Strategy

AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence

Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers
  • Benj Cohen
  • November 20, 2020
Local SEO for B2B: How Distributors Can Optimize for Local Search
Digital Strategy

Local SEO for B2B: How Distributors Can Optimize for Local Search

If you are a distributor on a quest to get on page one of Google, don’t neglect the importance of being found locally. Here’s
  • Dean Mueller
  • October 16, 2020
Why Is Cross-Selling Effectively So Difficult for Distributors?
Distribution Marketing

Why Is Cross-Selling Effectively So Difficult for Distributors?

Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
  • Debbie Paul
  • September 16, 2020
Reducing Product Returns: Treat the Cause, Not the Symptom
Digital Strategy

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
  • Ian Heller
  • September 11, 2020
Products and Marketing Mix
Distribution Marketing

What is Your Product? Knowledge, Information and Service

Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
  • Robert Kelley
  • September 10, 2020
How to Evaluate User Experience on Your Website
Digital Strategy

How to Evaluate User Experience on Your Website

How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your
  • Dean Mueller
  • September 3, 2020
The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
Distribution Marketing

The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution

Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
  • Debbie Paul
  • August 12, 2020
The golden rule of distributor marketing
Distribution Marketing

The Golden Rule of Distributor Marketing

Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising
  • Ian Heller
  • July 31, 2020
Why Improving User Experience on Your Website Should Be a Top Priority
Digital Strategy

Why Improving User Experience on Your Website Should Be a Top Priority

These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As
  • Dean Mueller
  • July 30, 2020
Stop Leaving Supplier Marketing Co-Op Funds on the Table
Distribution Marketing

Stop Leaving Supplier Marketing Co-Op Funds on the Table

When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.
  • Ian Heller
  • July 24, 2020
Marketing Mix: The Value of Getting It Right
Distribution Marketing

Marketing Mix: The Value of Getting It Right

Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
  • Robert Kelley
  • July 22, 2020
Wholesale Change Show: The Golden Rule of Distributor Marketing
Distribution Marketing

Wholesale Change Show: The Golden Rule of Distributor Marketing (July 15, 2020)

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be
  • Jonathan Bein
  • July 16, 2020
How to Earn and Get a Return on Supplier Marketing Co-op
Distribution Marketing

Wholesale Change Show: How to Earn and Get a Return on Supplier Marketing Co-op (July 8, 2020)

The murky world of marketing co-op baffles distributors and manufacturers alike.
  • Jonathan Bein
  • July 9, 2020

Upcoming Programs

  • Upcoming Program

Technology Leader Panel: Maximizing Sales Through Online Marketplaces

Join us on June 4, 9 PT/12 ET, as we delve into strategies for leveraging these platforms to boost sales and stay competitive.
Register Now
  • Upcoming Program

AI News and Gurus: The Show for Intelligent Distributors

Join us on Thursday, June 5, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
Register Now
  • Upcoming Program

State of Distributor Pricing and Costing

Join us on June 11, 2025 at 9 PT / 12 ET as we delve into the current state of distributor pricing and costing
Register Now
  • Upcoming Program

Fixing the Data Problem: Building a Digital Supply Chain That Works

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
Register Now
How to Overcome Resistance to Strategic Pricing
Distribution Marketing

How to Overcome Resistance to Strategic Pricing

Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
  • Ian Heller
  • February 24, 2021
B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distribution Marketing

B2B Customer Surveys: How to Get Actionable Feedback from Customers

Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
  • Debbie Paul
  • February 17, 2021
The War Between Sales and Marketing is Marketing’s Fault
Distribution Marketing

The War Between Sales and Marketing is Marketing’s Fault

Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
  • Ian Heller
  • February 2, 2021
Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distribution Marketing

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
  • Jonathan Bein
  • January 26, 2021
How to Build Successful B2B Customer Loyalty Programs
Distribution Marketing

How to Build Successful B2B Customer Loyalty Programs

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
  • Ian Heller
  • January 4, 2021
High-Tech AND High-Touch: How Distributors Can Win in a B2C World
Digital Strategy

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting
  • Ian Heller
  • December 2, 2020
How to Get Your Brand Out of the Graveyard
Distribution Marketing

How to Get Your Brand Out of the Graveyard

You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
  • Jonathan Bein
  • November 30, 2020
AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence
Digital Strategy

AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence

Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers
  • Benj Cohen
  • November 20, 2020
Local SEO for B2B: How Distributors Can Optimize for Local Search
Digital Strategy

Local SEO for B2B: How Distributors Can Optimize for Local Search

If you are a distributor on a quest to get on page one of Google, don’t neglect the importance of being found locally. Here’s
  • Dean Mueller
  • October 16, 2020
Why Is Cross-Selling Effectively So Difficult for Distributors?
Distribution Marketing

Why Is Cross-Selling Effectively So Difficult for Distributors?

Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
  • Debbie Paul
  • September 16, 2020
Reducing Product Returns: Treat the Cause, Not the Symptom
Digital Strategy

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
  • Ian Heller
  • September 11, 2020
Products and Marketing Mix
Distribution Marketing

What is Your Product? Knowledge, Information and Service

Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
  • Robert Kelley
  • September 10, 2020
How to Evaluate User Experience on Your Website
Digital Strategy

How to Evaluate User Experience on Your Website

How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your
  • Dean Mueller
  • September 3, 2020
The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
Distribution Marketing

The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution

Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
  • Debbie Paul
  • August 12, 2020
The golden rule of distributor marketing
Distribution Marketing

The Golden Rule of Distributor Marketing

Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising
  • Ian Heller
  • July 31, 2020
Why Improving User Experience on Your Website Should Be a Top Priority
Digital Strategy

Why Improving User Experience on Your Website Should Be a Top Priority

These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As
  • Dean Mueller
  • July 30, 2020
Stop Leaving Supplier Marketing Co-Op Funds on the Table
Distribution Marketing

Stop Leaving Supplier Marketing Co-Op Funds on the Table

When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.
  • Ian Heller
  • July 24, 2020
Marketing Mix: The Value of Getting It Right
Distribution Marketing

Marketing Mix: The Value of Getting It Right

Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
  • Robert Kelley
  • July 22, 2020
Wholesale Change Show: The Golden Rule of Distributor Marketing
Distribution Marketing

Wholesale Change Show: The Golden Rule of Distributor Marketing (July 15, 2020)

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be
  • Jonathan Bein
  • July 16, 2020
How to Earn and Get a Return on Supplier Marketing Co-op
Distribution Marketing

Wholesale Change Show: How to Earn and Get a Return on Supplier Marketing Co-op (July 8, 2020)

The murky world of marketing co-op baffles distributors and manufacturers alike.
  • Jonathan Bein
  • July 9, 2020

Recent Reports

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

DSG-Report-2025-State-of-Distributor-Profitability-Cover

2025 State of Distributor Profitability: Distributors’ Action Plan

How to Overcome Resistance to Strategic Pricing
Distribution Marketing

How to Overcome Resistance to Strategic Pricing

Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
  • Ian Heller
  • February 24, 2021
B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distribution Marketing

B2B Customer Surveys: How to Get Actionable Feedback from Customers

Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
  • Debbie Paul
  • February 17, 2021
The War Between Sales and Marketing is Marketing’s Fault
Distribution Marketing

The War Between Sales and Marketing is Marketing’s Fault

Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
  • Ian Heller
  • February 2, 2021
Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distribution Marketing

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
  • Jonathan Bein
  • January 26, 2021
How to Build Successful B2B Customer Loyalty Programs
Distribution Marketing

How to Build Successful B2B Customer Loyalty Programs

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
  • Ian Heller
  • January 4, 2021
High-Tech AND High-Touch: How Distributors Can Win in a B2C World
Digital Strategy

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting
  • Ian Heller
  • December 2, 2020
How to Get Your Brand Out of the Graveyard
Distribution Marketing

How to Get Your Brand Out of the Graveyard

You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
  • Jonathan Bein
  • November 30, 2020
AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence
Digital Strategy

AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence

Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers
  • Benj Cohen
  • November 20, 2020
Local SEO for B2B: How Distributors Can Optimize for Local Search
Digital Strategy

Local SEO for B2B: How Distributors Can Optimize for Local Search

If you are a distributor on a quest to get on page one of Google, don’t neglect the importance of being found locally. Here’s
  • Dean Mueller
  • October 16, 2020
Why Is Cross-Selling Effectively So Difficult for Distributors?
Distribution Marketing

Why Is Cross-Selling Effectively So Difficult for Distributors?

Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
  • Debbie Paul
  • September 16, 2020
Reducing Product Returns: Treat the Cause, Not the Symptom
Digital Strategy

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
  • Ian Heller
  • September 11, 2020
Products and Marketing Mix
Distribution Marketing

What is Your Product? Knowledge, Information and Service

Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
  • Robert Kelley
  • September 10, 2020
How to Evaluate User Experience on Your Website
Digital Strategy

How to Evaluate User Experience on Your Website

How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your
  • Dean Mueller
  • September 3, 2020
The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
Distribution Marketing

The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution

Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
  • Debbie Paul
  • August 12, 2020
The golden rule of distributor marketing
Distribution Marketing

The Golden Rule of Distributor Marketing

Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising
  • Ian Heller
  • July 31, 2020
Why Improving User Experience on Your Website Should Be a Top Priority
Digital Strategy

Why Improving User Experience on Your Website Should Be a Top Priority

These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As
  • Dean Mueller
  • July 30, 2020
Stop Leaving Supplier Marketing Co-Op Funds on the Table
Distribution Marketing

Stop Leaving Supplier Marketing Co-Op Funds on the Table

When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.
  • Ian Heller
  • July 24, 2020
Marketing Mix: The Value of Getting It Right
Distribution Marketing

Marketing Mix: The Value of Getting It Right

Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
  • Robert Kelley
  • July 22, 2020
Wholesale Change Show: The Golden Rule of Distributor Marketing
Distribution Marketing

Wholesale Change Show: The Golden Rule of Distributor Marketing (July 15, 2020)

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be
  • Jonathan Bein
  • July 16, 2020
How to Earn and Get a Return on Supplier Marketing Co-op
Distribution Marketing

Wholesale Change Show: How to Earn and Get a Return on Supplier Marketing Co-op (July 8, 2020)

The murky world of marketing co-op baffles distributors and manufacturers alike.
  • Jonathan Bein
  • July 9, 2020
>
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