Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales & Marketing
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250 Sales Reps, 250 Pricing Strategies
Pricing leaders need to position their teams as an extension of sales, not as the department that reviews discounts and enforces rules.
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The Balance of Art and Science in Selling Is Shifting
We finally have a practical way to document expertise and pass it down, and the distributors who use it will start the process of owning their customers more than their reps do.
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The Retiring Rep Problem: How to Transition Accounts Without Losing Them
Distribution leaders have worried about the silver tsunami for years, usually in the context of ownership transitions and the labor force in the warehouse and on the counter. It applies just as much to the sales force, and the numbers say it’s not a distant problem.
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Your Product Isn’t What Customers Are Really Buying
Products have become commodities. The distributors that win are the ones that deliver a consistently better customer experience—from the first quote to the final invoice.
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Customer Experience Is Everybody’s Job
The bottom line: customer experience is a company-wide responsibility that crosses every function you run.
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Grainger Embeds AI Across Warehouse Operations, Customer Service and Ecommerce
CEO D.G. Macpherson said Grainger’s AI deployments now fall into two primary categories: internal productivity and customer-facing digital capabilities.
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Global Industrial Sales Rise 9.2% as Strategic Accounts and Digital Growth Accelerate
Global Industrial also said it is expanding e-procurement and integrated ecommerce capabilities as more customers shift purchasing into digital procurement systems.
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Sales Coverage Isn’t Working. It Just Doesn’t Hurt Enough to Fix
In our research conducted with the Heating, Air Conditioning, & Refrigeration Distributors International (HARDI), more than half of distributors reported little to no focus on remote engagement after the pandemic ended.
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The Only Customer Turnover That Really Matters
As a distributor, if you don’t have full visibility into how profitable your customers’ orders really are, your most valuable customers can look just like everyone else until it’s too late.
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Capstone Holding Projects 54% Revenue Growth After Acquisition Push
Capstone has set a longer-term target of $100 million in annual revenue and outlined a path to 10% operating profit margins through organic growth, cost leverage, and additional acquisitions.