Distribution Strategy Group provides consulting, research and other services to distributors and their business partners. We also publish a variety of distribution-centric content on our website, distributionstrategy.com.
External link for Distribution Strategy Group
Boulder, Colorado, US
It's our 100th episode of the Wholesale Change show and we have a great lineup of guests! Don't miss it!
What have we learned in 100 episodes of the Wholesale Change show? Where is the industry going next? Sign up to listen live or get the recording as Jonathan Bein and I are joined by Dirk Beveridge, Ronald E Paulson, Eric Wessinger from Richards Supply and our very own Brian Hopkins to talk about these topics and more! Register here: https://lnkd.in/g68uxbv4
⏰The countdown is on.⏰ Have you registered for the Profit & Productivity Summit for Distributors yet? We’re coming together in Chicago on Nov. 11-13, just a couple of weeks away! Our expert lineup of speakers will share how to add new accounts, grow wallet share, enhance margins, automate manual processes, improve purchasing effectiveness and drive more rebates and co-op. Don’t miss out. Get your team registered now: https://lnkd.in/guwXmdE7
The traditional role of generalist field sales reps has passed its best-by date. Advances in technology have changed the game. Distributors need to rethink how they can better use their resources to drive greater sales productivity. At our upcoming Profit & Productivity Summit for Distributors – coming very soon Nov. 11-13 in Chicago – Mike Marks will share examples of distributors that have significantly reduced recurring sales costs and increased revenues. Mike will also share how some distributors are using synthetic sales agents. For most distributors the cost of the technology is close to the cost of a fully loaded cost of a long-tenured senior field sales rep. Mike joins an amazing lineup of profitability experts in Chicago. Check out the rest of our agenda: https://lnkd.in/gagwkCGp Or register today: https://lnkd.in/gBn4Xzxq
“Sales and marketing alignment” is one of those buzzy phrases people often use without realizing they’re all talking about something different. Sometimes it comes up when marketing is generating leads that sales complains are unqualified. Other times, it comes up when account managers feel like they’re on an island and aren’t receiving the support they need. It could also arise when you struggle to pull clear attribution out of your systems or when a high percentage of inquiries fail to generate larger order amounts. What could better sales and marketing alignment mean for distributors? And how can better alignment lead to more growth? ✨Carly J. Cais provides practical examples of aligning marketing and sales in her latest piece for DSG: https://lnkd.in/ggrPJH8h
We’re pleased to announce that Dirk Beveridge is joining our 100th Episode Celebration with Ian Heller, Brian Hopkins and Jonathan Bein next Wednesday, Oct. 30, at 9 PT/12 ET. Dirk is the executive producer of We Supply America and the founder of the Force for Good Company. His films document the stories of distributors across America, showcasing their innovative spirits and purpose-driven cultures. He joins our other previously announced guests for this milestone event: 🔴 Ronald E Paulson, who spent 30-plus years at Grainger and is now a strategic advisor for ORS Group 🔴 Eric Wessinger, president and CEO of Richards Supply Company Over the past four years, The Wholesale Change Show has featured CEOs from MSC Industrial Supply Co., Global Industrial Company, Zoro.com, Lawson Products, Johnstone Supply and dozens of other leading distributors. We’ll be looking back on what we’ve learned and talking about the state of the distribution industry today and where it’s going. Register to attend: https://lnkd.in/gA6YJjkB See you there! Thank you to our sponsors: White Cup , Zoro.com and Epicor.
💯Join us for a special milestone event on Oct. 30 as we celebrate our 100th episode of The Wholesale Change Show!💯 We’ll look back on what we’ve learned over the years and talk about the state of the distribution industry today and where it’s going. Distribution Strategy Group’s own Ian Heller, Jonathan Bein and Brian Hopkins will be joined by long-time distribution executives and frequent guests Ronald E Paulson, who spent decades at Grainger, and Eric Wessinger of Richards Supply. Whether you’re a longtime listener or new to the series, this event is a must-attend. We’ll see you there Oct. 30 at 9 PT/12 ET. Register now to join live and bring your questions: https://lnkd.in/gA6YJjkB Thank you to our sponsors: White Cup , Zoro.com and Epicor
Price is not something nice you do for customers. It’s how you get paid back for all the other great things you do, such as having the right products in the right place when customers need them. This is something that many distributor employees get wrong. But by tightening up your policies, reducing pricing flexibility in your systems, and educating your sales and service personnel about how they can claim their value, you can take back control over the profit you earn. This was White Cap’s approach. Ian Heller shared their story and how they overcame hurdles to profitability: https://lnkd.in/g6vwvYfU Ready to commit to better profitability? You won’t want to miss our Profit & Productivity Summit for Distributors, Nov. 11-13, in Chicago. Learn more: https://lnkd.in/guwXmdE7 #ProfitSummit24 #ProductivitySummit24 #ProfitandProductivity
Our upcoming Profit & Productivity Summit for Distributors is NOT just another pricing conference. Yes, you can increase margins with better pricing. And we’ll definitely be talking about how. But there are other levers you can pull to grow profitability, including: 💲Improving sales productivity 💲Automating manual processes 💲Changing your customer mix 💲Increasing purchasing effectiveness 💲Driving more rebates and co-op 💲And more! Check out this packed agenda: https://lnkd.in/gagwkCGp Don’t miss out. The Summit is coming up soon. Register your team now: https://lnkd.in/gBn4Xzxq #ProfitSummit24 #ProductivitySummit24 #ProfitandProductivity Video: Ian Heller and Jonathan Bein
If you haven’t registered for our Profit and Productivity Summit for Distributors, time is running out ⏰. When you join us Nov. 11-13 in Chicago, you’ll hear from leading industry experts on improving your profitability holistically. Here’s a peek at the agenda: 🔎 Mike Marks: Sales Productivity in the Age of AI 🔎 Randy MacLean: Reimagining Profitability in Today’s Economy 🔎 Scott Sinning, Abhi Singh and Lisa Wodis Backlin: What I Wish I Knew About Driving Profits 20 Years Ago 🔎 Adam Echter and William Humsi: Value-Based Pricing Across the Profit Waterfall 🔎 Janet Zelenka: A Distribution Treasure Hunt – Unlock Cash from Your Business 🔎 Brooks Hamilton: How AI is Driving More Profits for Distributors 🔎 Gregory A. Smith: Pricing Best Practices That Drive Profitability 🔎 Al Bates: The 3 Great Myths of Profits Check out the full agenda: https://lnkd.in/gagwkCGp Register now: https://lnkd.in/gBn4Xzxq The Profit and Productivity Summit is hosted by Ian Heller, Jonathan Bein and Brian Hopkins.
According to Mike Kunkle, to become more customer-centric, distributors should: 🎯 Better understand the market, including customers’ challenges, opportunities, impacts, needs, outcomes and priorities (COIN-OP). 🎯Adapt sales models and connect the dots based on customer expectations. 🎯Listen to customer feedback to improve products and services. Customer advisory boards can be helpful. 🎯Invest in sales excellence, including tailoring approaches to customer preferences and adding insight, data and expertise to every interaction. 🎯Foster long-term relationships through consistent and high-quality service. Becoming more customer-centric is 1 of 3 pillars of sales transformation for distributors. Read about the other 2 in his latest post for DSG: https://lnkd.in/g-zDYXV6