Distribution Strategy Group

Wholesale Change Show: Will B2B Marketplaces Kill Company Specific Websites? (May 20, 2020)

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In this episode of Wholesale Change (May 20, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of marketplaces in wholesale distribution. They also discuss why Ian thinks the heyday of the company-specific website is over, and why Jonathan thinks he’s dead wrong.

About 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 iheller@distributionstrategy.com.

About Jonathan Bein

Jonathan Bein, Ph.D. is Managing Partner at Distribution Strategy Group. He’s developed customer-facing analytics approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing and channel strategy for distributors that want to align their sales and marketing resources with how their customers want to shop and buy. If you’re ready to drive real ROI, reach out to Jonathan today at jbein@distributionstrategy.com.

Reader Interactions

Comments

  1. Sydney Berry says

    Impactful, detailed, insightful and focused on illustrating a new avenue to collaborate for successful transition in distribution today! How not to aggregate demand but to create demand! Examples of moments when “they didn’t see it coming” and how we can pivot our current model into collaborative marketplace! Thank you!

    Reply

    • Jason Capshaw says

      Hi Sydney! Completely agree. Ian and Jonathan’s take on marketplaces is insightful. I’m curious where you fall on this discussion. Do you think distributors should pivot to marketplaces or keep their own digital offerings front and center?

      Reply

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