The 5 Biggest Distributor Marketing Mistakes
Ian and Jonathan will reveal the biggest mistakes distributors make that prevent marketing from becoming a driving force for growth and profits. Ian has led marketing for four large distributors and Jonathan has analyzed customer and financial data for dozens. Join them on Tuesday, Feb. 1, at 9 PT/12 ET to hear why distributors often fail at marketing — and how you can succeed.
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In this episode you’ll hear from this visionary leader about how they came to the decision and how the journey is going.
Founder & Senior Partner
Ian has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. Ian has also written and spoken extensively on the impact of digital disruption on distributors. At Distribution Strategy Group, Ian works with distribution and manufacturing clients on developing strategic plans and is available for speaking engagements.
Ian entered the distribution industry as a truck unloader at a Grainger branch while in college. He eventually became Vice President of Marketing there and has since held senior executive roles at GE Capital, Corporate Express, Newark Electronics and HD Supply. Ian most recently served as President and COO for Modern Distribution Management, a specialized information and analytics firm serving the wholesale distribution industry.
Ian earned a BA in History from Roosevelt University and an MBA from the Kellogg School of Management at Northwestern University, where he was elected commencement speaker by his classmates and won the Dean’s Distinguished Service Award.
Jonathan Bein, Ph.D.
Founder & Managing Partner
Jonathan Bein, Ph.D. is Managing Partner at Real Results Marketing where he has worked with many distributors to make their marketing a profit center. Specifically, he has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors. Jonathan’s periodic articles on distributor marketing published in Modern Distribution Management magazine have been extremely popular over the last two years.
Prior to Distribution Strategy Group, Bein has successfully led and been part of executive management for software product and services companies in information technology, healthcare, and communications. Bein has been CEO of several companies including:
- SkyeTek — grew revenues and valuation four-fold of RFID manufacturer in seven months.
- IGS, Inc. — delivered 100 software solutions for companies such as AT&T, Comcast, Verizon, and Lucent.
- Bolder Heuristics, Inc. — achieved Inc 500 ranking with software services for telecommunications, healthcare, and IT.
As VP Engineering at Informed Access, a provider of phone based healthcare triage, he drove development of core products and services and the company was subsequently sold for $300M. As VP, Engineering at Telwatch, Bein drove development of network management software that became the core platform for Objective Systems. At Martin Marietta, he applied artificial intelligence to perform automatic real-time fault handling of spacecraft hardware.
Bein earned his Ph.D. in Computer Science at the University of Colorado with a focus in Data Intensive Expert Systems and a BA in Computer Science at Indiana University.
Wednesdays at Noon ET / 9AM PT.