Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales Strategy
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40+ Ways Distributors Are Using Analytics for Growth
Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
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Shake Up Sales Models and See Results
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
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6 Steps to Help Your Customers on Their Shopping & Buying Journey
Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
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How AI Drives Sales Productivity to Offset Labor Shortages
The difficult post-pandemic labor market is having an impact on businesses across industries from retail and hospitality to manufacturing and distribution. While there is high demand for salespeople as companies implement aggressive recovery plans, recruiters can’t find people interested in a sales career.
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Wholesale Change: The Death of the Distributor Sales Rep Has Been Greatly Exaggerated (August 12, 2021)
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need to go beyond just blaming the next generation.
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Gustave Larson’s Sales Force Transformation & the Distributor’s Focus on the Customer’s Customer
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 distributor, joined Distribution Strategy Group to share what has worked for the company as it has transformed its sales force and built a suite of services focused on helping the customer’s customer.
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Webinar: 2021 State of Shopping and Buying in Distribution
his free webinar we shared the results of our research on what your customers want in 2021 and beyond.
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When It Comes to Tech, You Only Get One Chance for a Great First Impression with Sales Reps
Distributors must implement a state-of-the-art tech stack to preserve market share, according to Ian Heller in the NAW research report, “Strategic Change During Disruption: An Industry Response to Get Smarter, Faster and Stronger.”
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Why Frank Hurtte Believes Fee-Based Services Are Do-or-Die for Distributors
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 forces, demographics, alternative channels and the internet push against their half-century-old model of wrapping value-added services charges into product margins, distributors must change their revenue model or perish.
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Wholesale Change: How Gustave Larson Helps Their Customers Succeed (June 23, 2021)
Andrew Larson talks about how Gustave Larson has evolved its sales force to make it as easy as possible for customers to interact with its team, including telesales, service advisors, engineering and design, and more.