On this episode of the Distributor Pubcast, you'll learn:

• Why marketing often takes a backseat in a sales-centric distributor business
• How to better communicate your value proposition online
• Why building trust is so important and why it's at an all-time low
• How to define your target markets or ideal customer profiles
• How to document your buyer personas so your team can better market to them online

Here's some great resources:

• [BLOG] Creating Personas for B2B Distributor Marketing: The Complete Guide (includes downloadable worksheet)
• [BOOK] Building a StoryBrand: Clarify Your Message So Customers Will Listen - by Donald Miller
• [DOWNLOAD] eComm-Wheel of Growth eBook: a proven methodology for building, launching, and growing a B2B eCommerce website that gets results.

On tap:

• Matt -- 2019 Conundrum Red Wine Blend California
• Dave -- Ardbeg Old Islay Single Malt Scotch Whisky

What you will learn in this episode:

• Why it's so difficult to sell commodity products online
• DDS' unique solution to selling packaged gas with better product information
• The evolution of the visual representation of the content
• Other applications outside of welding and gas
• The importance of letting the website do the heavy lifting
• How some of the biggest names in the industry are still in the stone age

Learn more about DDS here -- https://www.distributordatasolutions.com/

What you will learn in this episode:

• How the packaged gas distribution industry got it's start
• The rapid consolidation of thousands of independent distributors
• How industrial gas distributors expanded into additional markets
• Selling more hard goods brings serious growth
• Losing hard goods sales to online distributors
• The future of commerce and how to get online
• Product content for cylinders and gases

On tap:

• Matt: Proper 12 Irish Whiskey
• Dave: Jack Daniel's Tennessee Honey
• Ken: Arnold Palmer

What you will learn in this episode:

• The difference between digital enhancement and transformation
• Overcoming traditional distributor objections and self-limiting beliefs
• Seeking to truly understand the problem instead of assuming the solution
• Digital transformation is not reactionary, it's evolutionary
• A step-by-step guide to thinking through digital transformation

Connect with Ateesh on LinkedIn.

On tap:

Matt: Maker's Mark Kentucky Bourbon

Dave: Westward American Single Malt

Ateesh: Two Parts Hydrogen, One Part Oxygen

What you will learn in this episode:

• What is FusionPlus data and how it got started?
• How did FusionPlus data get into thousands of dealer / distributor stores?
• The importance of standardization and product catalog taxonomy.
• How does managed product data help distributors go to market faster and better?
• What do dealers need out of product data from their suppliers?
• What does really good product data look like and how does it help sell more products on dealer's webstores?

Learn more about FusionPlus here.

On tap:

Matt: Johnny Walker Black Label

Dave: Talisker

Billo: Vodka and Red Bull (yuck) ;)

What you will learn in this episode:

• How to determine the right kind of data you need to track.
• Why data without action is useless.
• What your data telling you about the health of your distribution business.
• Discover new opportunities to grow your business.
• The right culture makes all the difference.
• How to use analytics to improve your pricing strategy on your website.

On tap:

Matt: Moscow Mule

Dave: Jose Cuervo Tradicional

Nelson: Ollitas Cristalino / Water