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In The News:

Articles by Ian Heller

The Coming Commoditization of Distribution, Part I

Disruption has reached the distribution industry
This multipart series will explore the convergence of trends that is both drawing and enabling these new competitors and others into the distribution market. Subscribers should log-in below to read this article.
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Distributors Must Hang Together – or Hang Separately

No individual distributor can fight and win in this time of disruption by going it alone.
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Walmart for Business Shows B2B Aspirations and Google Builds a Retail Marketplace

Is the retail giant coming after distributors’ business?
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The Death of the Keyboard in the Online Order

The transition away from keyboards is already underway and it has big implications for distributors.
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Distributors are About to Get Commoditized

Nearly every product you sell will soon be readily available, online, from other sellers who can deliver quickly, too.
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“What Percentage of Your Sales are Online?” is the Wrong Question to Ask

Meeting customer needs is the most important metric for distributors.
Read More Wants to Move Your Stale Inventory

The e-commerce marketplace is working with independent distributors nationwide
As President of Kelly & Hayes, a 73-year-old commercial and industrial electrical supply house, Christian Brockey knows firsthand the challenge of selling materials that have been sitting on the shelf for years. “Often, we say ...
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How Distributors Can Raise Margins Without Raising Prices

Six mistakes keeping you from buying at the lowest possible prices.
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I’m Too Busy to Think About Profits!

Growing profits is the true measure of a great business. How much time do you spend learning how to get more profit out of your company?
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Your Inside Sales People are Giving Away Your Profits

Approaching calls with a customer-service focus often results in unsolicited discounts that create an unnecessary margin hit.
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