Strategy
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3 New Strategies Distributors Are Embracing in 2022
Distributors learned some difficult lessons through the pandemic, and they’re planning to build resilience by investing further in digital capabilities, accommodating remote work where feasible, and more.
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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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New Study: Distributors’ Customers Prefer Manufacturers’ Websites and Search Engines
Distributors continue to fall behind in building websites that meet their customers’ needs better than other choices, such as search engines and manufacturers’ digital offerings.
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What Private Equity Firms Want in a Distributor: A Look Behind the Curtain
Get an insider’s look at how private equity (PE) firms evaluate distribution companies, from people and processes to market opportunities. John Schweig, Chairman of the Board at BlackHawk Industrial and Operating Partner at private equity firm Snow Phipps, joined us for a recent Wholesale Change episode.
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How to Select, Sell and Deliver the Right Value-Added Services for Your Business
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with DSG how to be intentional and disciplined about the value-added services you provide to optimize the benefit they have for your business.
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Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital
Peter Jackson, CEO of Miller Industrial Supply, came up in the world of consumer marketing and design before breaking into industrial distribution when he bought Miller Industrial – a 100-year-old MRO and hardware distributor based in the Chicago area – in 2018. Although he’s a newcomer to the distribution industry, he brings ringing endorsements from…
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Wholesale Change: A Way Around Amazon: Portfolio Management for Distributors (April 14, 2021)
Learn how distributors can analyze transactional and customer-provided data to generate industry-specific insights, develop robust benchmarks and tailor advice to match customer objectives.
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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.
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How Johnstone Supply Built Company Culture Over Zoom: A Conversation with President and CEO John Tisera
Johnstone Supply saw its largest sales month in company history in June 2020 after responding to the pandemic with innovations at a local level to improve customer experience and focus on company culture.
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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 a high-tech model isn’t the answer either.