On-Demand Programs

Wholesale Change hosts Ian Heller and Jonathan Bein dig into public distributors’ earnings reports from across segments to bring you insights into how your largest competitors are navigating the market.

Ian Heller welcomed Alibaba’s John Caplan to discuss Alibaba’s capabilities and the marketplace’s long-term plans.

Learn how Amazon uses AI and how distributors can fend off this B2B juggernaut with their own strategy around product recommendations, search relevancy and audience monetization.

Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it tough to succeed.

In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.

Do you feel like your ecommerce platform is broken – not delivering the ROI you expected? You’re not alone.

Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has hardly been affected?

There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.