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Strategic Planning

B2B Customer Surveys: How to Get Actionable Feedback from Customers

B2B Customer Surveys: How to Get Actionable Feedback from Customers

Debbie Paul · February 17, 2021 · Leave a Comment

Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.

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

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

Ian Heller and Jonathan Bein · December 2, 2020 · 3 Comments

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 a high-tech model isn’t the answer either.

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Home Depot Buys Back HD Supply; MRO Distributors Get Squeezed

Ian Heller · November 18, 2020 · 1 Comment

Home Depot pays a 25% premium for an enterprise value of $8 billion to reacquire HD Supply, putting branch-based distributors square in the middle of the Devil and the Deep Orange Apron.

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The Minefields of Building Companies through Acquisition

The Minefields of Building Companies through Acquisition

Bill Wade · November 4, 2020 · 2 Comments

A study of both successful and disastrous consolidations finds 10 common mistakes that drive employee misunderstanding and mistrust after the deal.

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Want to Succeed with Industrial Vending? Stop Making These 5 Mistakes

Want to Succeed with Industrial Vending? Stop Making These 5 Mistakes

Mark Hill · September 25, 2020 · Leave a Comment

Read about five common mistakes distributors make when considering and offering vending and inventory control solutions, and how to overcome them.

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Digital adoption in B2B markets

Digital or Die: The Time is Nigh for Distributors to Embrace eBusiness

Jonathan Bein · July 31, 2020 · 1 Comment

The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March and April 2020 was more than just a one-off blip due to COVID-19. More and more surveys are emerging that are reinforcing the idea that while COVID-19 spurred the shift to…

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Why Distributors Can’t Innovate – and How You Can Start

Why Distributors Can’t Innovate – and How You Can Start

Ian Heller · July 15, 2020 · Leave a Comment

Distributors are learning how to build cultures that drive innovation; don’t wait. The disruptors are at the gate and the battle for distribution supremacy will likely go to the swift and not the strong.

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Is ‘Fulfillment by Amazon’ the Beginning of the End for Distributors?

Is ‘Fulfillment by Amazon’ the Beginning of the End for Distributors?

Jonathan Bein and Ian Heller · July 13, 2020 · Leave a Comment

Distributors worry that Fulfillment by Amazon (FBA) is assuming key distributor roles and erasing them from the equation. The service picks, packs, ships and even manages returns for retailers and distributors, as well as holds inventory in Amazon fulfillment centers.

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Does “Fulfillment by Amazon” Mean the Death of Distributors?

Wholesale Change Show: Does “Fulfillment by Amazon” Mean the Death of Distributors? (June 24, 2020)

Ian Heller and Jonathan Bein · June 24, 2020 · Leave a Comment

If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they need you?

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The Foundation for a Solid B2B Digital Strategy: Understanding Your Customers

The Foundation for a Solid B2B Digital Strategy: Understanding Your Customers

Dean Mueller · June 23, 2020 · Leave a Comment

Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources and in some instances, hasn’t been spurred by overwhelming customer demand.

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