COVID gave us the ability to look at things in a different way and adapt. In a post-pandemic normal, distributors can truly differentiate themselves with a consultative selling approach. In the second part of this two-part webinar series, Debbie Paul and Ian Heller will discuss how to build a sales force that will differentiate by […]

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.

Hosts Ian Heller and Jonathan Bein welcome Peter to the Wholesale Change show to provide his novel perspective on running a distribution company today.

The pandemic fundamentally changed how distributor sales organizations went to market in 2020. The effects continue in 2021. Join Distribution Strategy Group on Wednesday, March 24, at 9 PT / 12 ET for a first look at the results of the 2021 State of Sales in Distribution survey. In the first part of this two-part […]

In this episode, DeCata joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about how Lawson Products is differentiating in today’s market with an innovative approach to sales, a strong private-label strategy, and value-added services.

Ian Heller and Jonathan Bein go beyond the numbers for Office Depot (ODP), Watsco, Henry Schein, The Home Depot and Genuine Parts Co/Motion Industries to provide a perspective that analysts can’t.

Distribution Strategy Group’s 2021 State of eCommerce in Distribution research revealed that adoption rates have soared over the past year, in part driven by shifts in buying behaviors due to the pandemic. In this webinar Distribution Strategy Group’s experts provide a playbook on what to do in response to our survey data in 2021 and […]

In this episode, Ed Gerber, CEO of the Industrial Supply Association and distribution industry veteran, joined Distribution Strategy Group’s Ian Heller and Jonathan Bein for a look at how ISA is evolving to meet members’ needs in an unprecedented time.

The Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Amazon, Grainger, Applied Industrial and Avnet.

Adoption of ecommerce continued to rise in 2020, driven by distributors’ desire to improve the customer experience in a year when in-person sales interactions were limited. Our research shows that increased online purchasing is here to stay and will likely continue to accelerate. Download the free State of eCommerce in Distribution report.