If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
Distribution Marketing
Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic
During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra
Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with
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If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic
During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra
Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with
If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic
During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra
Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with