Wholesale Change: A Way Around Amazon: Portfolio Management for Distributors (April 14, 2021)

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.