Articles by Ian Heller
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.
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No individual distributor can fight and win in this time of disruption by going it alone.Read More
Is the retail giant coming after distributors’ business?Read More
The transition away from keyboards is already underway and it has big implications for distributors.Read More
Nearly every product you sell will soon be readily available, online, from other sellers who can deliver quickly, too.Read More
Meeting customer needs is the most important metric for distributors.Read More
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 ...Read More
Six mistakes keeping you from buying at the lowest possible prices.Read More
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?Read More
Approaching calls with a customer-service focus often results in unsolicited discounts that create an unnecessary margin hit.Read More