Every distributor should try hard to expand its customer base but if you really want to supercharge your sales, look no further than your largest customers. They know you the best and you likely have the best relationships with them. And you often have less of their wallet share than you think. Let the Wholesale Change crew help you strategize on how to get even more from your whale.
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.