Learn how distributors can evaluate and categorize their customer base – profit peaks, profit drains and profit deserts – and make a plan to
Wholesale Change Show
In this webinar, Erik Gershwind, President and CEO of MSC Industrial Supply Co., talked about how the company has reimagined its value proposition, driven
In this episode of Wholesale Change, Dirk shared why distributors must adopt new ways of leading their companies to build a sustainable business today.
Profitability expert Dr. Al Bates joined us on the Wholesale Change show to talk about why distributors are stuck in a profitability “rut” and
Watch this episode to learn how Randy’s impressive focus on culture is directly tied to business results.
CEO Paul Kennedy about how the company’s focus on customer experience has driven profitable growth.
n this episode hosts Ian Heller and Jonathan Bein share the true costs of customer defection – and the real upside of reducing it.
In this episode Zoro President Kevin Weadick joined hosts Ian Heller and Jonathan Bein for a discussion on the role third-party marketplaces can play
On this episode we have an entertaining and informative discussion with Brent Grover about trends and best practices in M&A in the distribution industry.
Mark Dancer shares how distributors can reimagine physical stores so that they remain relevant long into the future.
You’ll hear why distributors often fail at marketing — and how you can succeed in this episode of The Wholesale Change Show.
Two major deals at the end of 2021 ensured the year would end with a bang. Lawson Products, Gexpro Services and Test Equity joined
Mark Dancer shares how he thinks B2B innovators can reimagine physical stores and other real-world spaces to create new value for customers and open
Marketplaces have moved that endless assortment right in front of the customer. This has changed the dynamics for distributors and even more for master
Our Wholesale Change hosts and Tisdale discuss ADI’s remarkable journey.
What keeps Jennifer Murphy, President of NetPlus Alliance, up at night in a time of consolidation and disruption? The independent distributor’s relevance.
Product shortages, supply-chain delays, hard-to-find labor – what are the best practices in navigating through the current supply chain madness?
In this episode you’ll hear from this visionary leader about how they came to the decision and how the journey is going.
In this episode we spoke with Barry Litwin, CEO of Global Industrial Supply, a $1B distributor focusing on small and midsize businesses.
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need
Upcoming Events
How to Turn Inside Sales Reps Into Home-Run Hitters
November 30 @ 12:00 pm - 1:00 pm EST
Some inside sales programs produce marginal results, while others are veritable home runs. What is different in the execution of these home run programs?
The superior performance happens in their day-to-day activities as inside sales reps contact customers and prospects, understand their needs, position your products against those needs, close sales and ultimately build strong long-term customer relationships.
Join your hosts Ian Heller and Jonathan Bein as they welcome Mark Peck on Nov. 30 to discuss the following core elements in highly successful inside sales programs.
Building and using a structured sales coverage model and plan
- Allocate your most valuable asset
- Apply the pareto principle
- Set expectations with inside sales staff
Managing with a systemic inside sales performance model
- Manage the elements of sales rep performance that drive revenue performance
- Develop an understanding of individual sales staff strengths and weaknesses
- Use the performance model to coach to achievement of high sales goals
Join us on Nov. 30 at 9 PT/ 12 ET to learn how these two business models can help drive superior execution in your inside sales program.
Related Events
Join our hosts as they welcome Mark Peck on Nov. 30 to discuss the core elements in highly successful inside sales programs.
DSG Technology Panel: An Executive Perspective on eCommerce
December 7 @ 12:00 pm - 1:00 pm EST
Distribution Strategy Group is excited to bring you this panel on ecommerce technology on Wednesday, December 7 at 9 PT/12 ET.
As ecommerce continues to be a substantial part of companies’ business strategies, we will talk with top ecommerce executives in the industry. They’ll share how they are using ecommerce. We’ll also discuss what manufacturers are looking for in their distributors when it comes to ecommerce, challenges distributors face and how they have solved them, and how they’re measuring ROI.
Panelists include:
- Steven Javor Global E-commerce Director of Schneider Electrics Energy Management Division
- Justus Eggers, Vice President and General Manager of the Americas, at Hoffman Group
- Coburn Flannery, Director of E-Business.
Related Events
Join us for a panel discussion with distributors, who will share their ecommerce experiences – both wins and challenges.
The Secrets to Driving Growth in 2023, featuring Tony Harris of THINC B2B
December 14 @ 12:00 pm - 1:00 pm EST
Tony Harris, founder of THINC B2B, brings his energy and passion for growth to the Wholesale Change Show on Dec. 14 at 9 PT/12 ET.
He’ll hold nothing back in his conversation with hosts Ian Heller and Jonathan Bein on how and why distributors need to realign business intelligence, sales and marketing, finance and IT to drive growth in 2023. He’s a highly regarded CEO coach, senior executive mentor and thought leader.
He’s also the author of “FADS Marketing: Food, Alcohol, Drugs, Sex and the New Marketing World Order.” His career includes providing executive counsel to some of the most recognized global brands. Harris also advises for private equity firms, investment firms, family offices, and venture capital entities, evaluating and preparing recommendations on the viability of potential acquisitions, divestitures and roll-ups.
Related Events
Tony Harris, of THINC B2B, joins us on Dec. 14 to discuss realigning business intelligence in 2023.
Technology Panel: CRM
Technology Panel: CRM
January 11, 2023 @ 12:00 pm - 1:00 pm EST
Join us for a panel discussion with distributors, who will share their CRM experiences – both wins and challenges.
Learn how distributors can evaluate and categorize their customer base – profit peaks, profit drains and profit deserts – and make a plan to
In this webinar, Erik Gershwind, President and CEO of MSC Industrial Supply Co., talked about how the company has reimagined its value proposition, driven
In this episode of Wholesale Change, Dirk shared why distributors must adopt new ways of leading their companies to build a sustainable business today.
Profitability expert Dr. Al Bates joined us on the Wholesale Change show to talk about why distributors are stuck in a profitability “rut” and
Watch this episode to learn how Randy’s impressive focus on culture is directly tied to business results.
CEO Paul Kennedy about how the company’s focus on customer experience has driven profitable growth.
n this episode hosts Ian Heller and Jonathan Bein share the true costs of customer defection – and the real upside of reducing it.
In this episode Zoro President Kevin Weadick joined hosts Ian Heller and Jonathan Bein for a discussion on the role third-party marketplaces can play
On this episode we have an entertaining and informative discussion with Brent Grover about trends and best practices in M&A in the distribution industry.
Mark Dancer shares how distributors can reimagine physical stores so that they remain relevant long into the future.
You’ll hear why distributors often fail at marketing — and how you can succeed in this episode of The Wholesale Change Show.
Two major deals at the end of 2021 ensured the year would end with a bang. Lawson Products, Gexpro Services and Test Equity joined
Mark Dancer shares how he thinks B2B innovators can reimagine physical stores and other real-world spaces to create new value for customers and open
Marketplaces have moved that endless assortment right in front of the customer. This has changed the dynamics for distributors and even more for master
Our Wholesale Change hosts and Tisdale discuss ADI’s remarkable journey.
What keeps Jennifer Murphy, President of NetPlus Alliance, up at night in a time of consolidation and disruption? The independent distributor’s relevance.
Product shortages, supply-chain delays, hard-to-find labor – what are the best practices in navigating through the current supply chain madness?
In this episode you’ll hear from this visionary leader about how they came to the decision and how the journey is going.
In this episode we spoke with Barry Litwin, CEO of Global Industrial Supply, a $1B distributor focusing on small and midsize businesses.
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need
Learn how distributors can evaluate and categorize their customer base – profit peaks, profit drains and profit deserts – and make a plan to
In this webinar, Erik Gershwind, President and CEO of MSC Industrial Supply Co., talked about how the company has reimagined its value proposition, driven
In this episode of Wholesale Change, Dirk shared why distributors must adopt new ways of leading their companies to build a sustainable business today.
Profitability expert Dr. Al Bates joined us on the Wholesale Change show to talk about why distributors are stuck in a profitability “rut” and
Watch this episode to learn how Randy’s impressive focus on culture is directly tied to business results.
CEO Paul Kennedy about how the company’s focus on customer experience has driven profitable growth.
n this episode hosts Ian Heller and Jonathan Bein share the true costs of customer defection – and the real upside of reducing it.
In this episode Zoro President Kevin Weadick joined hosts Ian Heller and Jonathan Bein for a discussion on the role third-party marketplaces can play
On this episode we have an entertaining and informative discussion with Brent Grover about trends and best practices in M&A in the distribution industry.
Mark Dancer shares how distributors can reimagine physical stores so that they remain relevant long into the future.
You’ll hear why distributors often fail at marketing — and how you can succeed in this episode of The Wholesale Change Show.
Two major deals at the end of 2021 ensured the year would end with a bang. Lawson Products, Gexpro Services and Test Equity joined
Mark Dancer shares how he thinks B2B innovators can reimagine physical stores and other real-world spaces to create new value for customers and open
Marketplaces have moved that endless assortment right in front of the customer. This has changed the dynamics for distributors and even more for master
Our Wholesale Change hosts and Tisdale discuss ADI’s remarkable journey.
What keeps Jennifer Murphy, President of NetPlus Alliance, up at night in a time of consolidation and disruption? The independent distributor’s relevance.
Product shortages, supply-chain delays, hard-to-find labor – what are the best practices in navigating through the current supply chain madness?
In this episode you’ll hear from this visionary leader about how they came to the decision and how the journey is going.
In this episode we spoke with Barry Litwin, CEO of Global Industrial Supply, a $1B distributor focusing on small and midsize businesses.
In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need
