Ian Heller

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Meeting customer needs is the most important metric for distributors.

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 ...

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

Five solutions to common distributor purchasing mistakes that will put lost dollars back in your pocket.

There is no easy answer.

Branch managers in distribution are often stuck between the proverbial rock and a hard place.

Time to call time on a bad hire?

MDM President Ian Heller has had the honor of serving as a VP for four large, publicly held distributors and has presented to various boards of directors, private equity investors, CEOs and so forth. As ...

Does this mean the company is more an industry ally vs. a competitor? Subscribers should log in below to read this article.

Distributors who are positioned to succeed in the future are investing aggressively in these data.