Distribution Strategy Group Webinars

December 8 –  9 AM PT / Noon ET

ADI’s Digital Transformation

ADI, a leading global wholesale distributor of security, AV and low-voltage products with 2020 revenues of $3 billion, embarked on a significant digital transformation over the past several years. This digital transformation included integrated sales effectiveness initiatives that created significant sales efficiencies during a strong growth period. Stu Tisdale, Vice President of Global Strategy and Commercial, has been instrumental in driving ADI’s digital transformation initiatives including touchless ordering, analytics, AI/ML, integration of offline and online, and more. Join our Wholesale Change hosts and Tisdale on Dec. 8 to learn more about ADI’s remarkable journey.

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December 8
ADI’s Digital Transformation
Register now >



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Past Events

A New Sales Model for Distributors: How to Implement, Manage and Measure It

(December 1, 2021)
As digital channels grow in importance to the buyer, Customer Service Reps will do less order entry and other repeat tasks. That opens a big opportunity for CSRs to add more value, including providing technical support and supporting customer operations.
Watch on-demand >

The Reinvention of Distributor Sales & Service:
Integrating Field Sales, Telephone-Based Sales and Customer Service

(November 17, 2021)
In the second of three webinars in this series, you’ll learn the compelling economic case for an integrated sales model. Learn the process for creating a team of professional account managers who will work proactively over the phone in our Reinvention of Distributor Sales and Service webinar series.
Watch on-demand >

The Future of e-Business in B2B

(November 4, 2021)
How to compete on digital customer experience in 5 years. In this webinar we provided strategies to take action now so you can position yourself to adapt and remain resilient long into the future online.

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Getting the Most from Cloud ERP: New Capabilities and a Strong ROI

(October 27, 2021)
Barb Zimmerman joined us to share her expertise on how distributors can use the capabilities of cloud ERP to run better, more profitable companies.

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A New Sales Channel – Telephone-Based Sales Reps

(October 20, 2021)
Watch a discussion on how distributors have historically used telephone-based sales reps, how successful these programs have been, and how this has led to a new sales channel.

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2021 State of Manufacturer Sales Channels: Suppliers’ Reliance on Distributors Decreases

(October 6, 2021)
Get the latest research on manufacturers’ plans to reach the end-user, and how distributors fit into the picture.

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The Case for Cloud ERP: Fast ROI

(September 23, 2021)
We looked at the quantitative and qualitative benefits of a cloud ERP and present a detailed framework for evaluating the move.

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Is Your Product Data Making You Money or Costing You Sales?

(September 8, 2021)
Join us for a fireside chat with Dawn Zassick, VP Customer Solutions at Magnitude Agility, for insider tips on using your product data to stand out in front of the crowd.

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State of Shopping and Buying in Distribution

(August 3, 2021)
We shared the results of our research on what your customers want in 2021 and beyond.

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State of Analytics in Distribution: Uncovering and Driving Value with Data

(July 14, 2021)
We reveal the results of our survey of distributors on how they’re using analytics now and their plans for leveraging data in the future.

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10X Tech Stack: Supercharge Your Procure-to-Pay and Order-to-Cash Cycles

(June 30, 2021)
Jonathan Bein and Rob Kelley examine technologies that dramatically shorten the time from procurement to payment while reducing errors, rework and eliminating unnecessary labor most payment operations require.

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State of Technology in Distribution

(June 3, 2021)
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.

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State of Sales in Distribution, Part 2

(Apr. 21, 2021)
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 using consultative selling.

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State of Sales in Distribution, Part 1

(Mar. 24, 2021)
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 webinar series, Debbie Paul and Ian Heller will look at the current state of sales in the industry.

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State of eCommerce in Distribution, Part 2

(Feb. 25, 2021)
Distribution Strategy Group’s 2021 State of eCommerce in Distribution research revealed that adoption rates have soared over the past year, in part driven by shifts in buying behaviors due to the pandemic. In this webinar Distribution Strategy Group’s experts provide a playbook on what to do in response to our survey data in 2021 and beyond.

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State of eCommerce in Distribution, Part 1

(Jan. 26, 2021)
Adoption of ecommerce continued to rise in 2020, driven by distributors’ desire to improve the customer experience in a year when in-person sales interactions were limited. Our research shows that increased online purchasing is here to stay and will likely continue to accelerate.

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Download the free State of eCommerce in Distribution report.