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More from Distribution Strategy Group

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Jonathan Bein · January 26, 2021 · Leave a Comment

Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.

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2021 State of eCommerce in Distribution

2021 State of eCommerce in Distribution, Part 1: A Rapid Rise in Adoption and Maturity

Dean Mueller and Jonathan Bein · January 26, 2021 · 1 Comment

The adoption rate of ecommerce in distribution soared in 2020 with a weighted 26.3% increase from 2019 to 2020.

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The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical

Wholesale Change: The Role of Marketing Groups & Co-Ops Amid Disruption, feat. Steve Ruane, IMARK Electrical (January 20, 2021)

Jonathan Bein and Ian Heller · January 21, 2021 · 1 Comment

We had a frank conversation with Steve Ruane, Vice President of Marketing and Member Services for IMARK Electrical, about the role co-ops and marketing groups play in helping independent distributors compete in today’s fast-changing market.

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DSG Survey Reflects Sharp Increase in eCommerce Adoption, Maturity in 2020

DSG Survey Reflects Sharp Increase in eCommerce Adoption, Maturity in 2020

Dean Mueller · January 20, 2021 · Leave a Comment

We had expected a sharp increase in the adoption of ecommerce in 2020 with the shifts in buying behavior due to the COVID-19 pandemic. That acceleration in adoption was confirmed in our recent update to the adoption tracking, where we track more than 3,000 B2B companies, along with our annual benchmarking survey on the 2020 State of eCommerce in Distribution.

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Home Depot, HD Supply and the Multifamily Market War

Wholesale Change: Home Depot, HD Supply and the Multifamily Market War (January 6, 2021)

Ian Heller and Jonathan Bein · January 8, 2021 · Leave a Comment

We had a lively discussion about trends in the multifamily market, as well as the recent Home Depot-HD Supply acquisition.

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How to Build Successful B2B Customer Loyalty Programs

How to Build Successful B2B Customer Loyalty Programs

Ian Heller and Jonathan Bein · January 4, 2021 · Leave a Comment

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.

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8 Reasons Distributors Fail at Digital

8 Reasons Distributors Fail at Digital

Ian Heller and Jonathan Bein · December 28, 2020 · Leave a Comment

No matter how hard you try, it’s really easy to build a doomed website. In a recent episode of the Wholesale Change webcast and podcast, we discussed the real reasons distributors’ ecommerce efforts tend to flop.

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Secure Buy-in to Your Pricing Initiative

Wholesale Change: Secure Buy-in to Your Pricing Initiative (December 16, 2020)

Ian Heller and Jonathan Bein · December 17, 2020 · Leave a Comment

Without buy-in from your entire team – including that salesperson that complains the most – a strategic pricing project will, simply put, not yield the results you need it to.

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How Distributors Can (Finally) Succeed at Cross-Selling

Wholesale Change: How Distributors Can (Finally) Succeed at Cross-Selling

Ian Heller and Jonathan Bein · December 10, 2020 · Leave a Comment

Debbie Paul joined Ian Heller and Jonathan Bein to talk about what’s in distributors’ way, and how emerging technologies are making it easier to grow wallet share with existing customers.

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Digitally Native Vertical Brands: Lessons for B2B Channels

Digitally Native Vertical Brands: Lessons for B2B Channels

Jonathan Bein · December 9, 2020 · Leave a Comment

As of yet, the Digitally Native Vertical Brand is not common in B2B markets. But B2B channels can learn from the success of DNVBs.

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