Andrew Larson talks about how Gustave Larson has evolved its sales force to make it as easy as possible for customers to interact with its team, including telesales, service advisors, engineering and design, and more.

John Schweig, Chairman of the Board at BlackHawk Industrial and Operating Partner at private equity firm Snow Phipps, joined hosts Ian Heller and Jonathan Bein for a peek under the covers of how these firms evaluate distributors, from people and processes to market opportunities.

We discussed how and where distributors are automating the customer journey, from searching for the right product to the purchase and support after the sale. We examined available technology, including tried-and-true solutions and emerging technology such as AI-enabled sales tools that are providing a better experience for the customer.

In our regular quarterly checkup, Wholesale Change hosts Ian Heller and Jonathan Bein dug into public distributors’ earnings reports from Home Depot, Fastenal, CDW, Beacon and more.

In this episode Peter Neuberger, President and CEO of United Performance Metals, joined Ian Heller and Jonathan Bein to talk about how the distributor has built a successful value-added services model in the highly commoditized metals service center industry.

In this episode, Hurtte, of River Heights Consulting, joined Ian Heller and Jonathan Bein to talk about why, if distributors don’t have a plan for recouping the cost of their services, they will make less money, grow more slowly than the competition, and become less resilient.

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 […]