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.

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.

This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources to protect and grow market share.

Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to know about your company.

In this episode of Distribution Strategy Group’s Wholesale Change Show, experts discuss how to supercharge your sales with your largest customers.

Google, Shopify, Alibaba, eBay, Walmart and others are all building marketplaces and you can find millions of products on them that used to be available exclusively from distributors. If you can’t beat ‘em, join ‘em, right? Well…maybe. The Wholesale Change crew will talk about how, why and if you should build your own marketplace to […]

Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be to help drive the long-term growth and profitability of the firm.

The murky world of marketing co-op baffles distributors and manufacturers alike.

If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they need you?