Despite the obvious benefits, most distributors aren’t good at cross-selling. In this episode, 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.
Wholesale Change: How Distributors Can (Finally) Succeed at Cross-Selling
Ian Heller
Ian Heller is the Founder and Chief Strategist for Distribution Strategy Group. He has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry, starting as a truck unloader at a Grainger branch while in college. He’s since held executive roles at GE Capital, Corporate Express, Newark Electronics and HD Supply. Ian has written and spoken extensively on the impact of digital disruption on distributors, and would love to start that conversation with you, your team or group. Reach out today at [email protected].
