Distributors need to rethink how they add value to their customer base with a portfolio management strategy. Amazon isn’t designed for such a hands-on approach. In this episode of Wholesale Change, Brent Johnstone, co-founder of ActVantage and former CEO of a pet supply distributor where he successfully orchestrated an analytics-driven turnaround, joined Jonathan Bein and Ian Heller to talk about how distributors can analyze transactional and customer-provided data to generate industry-specific insights, develop robust benchmarks and tailor advice to match customer objectives. The benefits: differentiation in a copycat market, greater wallet share, lower churn rate and a reduced focus on price.
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 iheller@distributionstrategy.com.