The Wholesale Change Show

By Ian Heller, Jonathan Bein

Industry veterans Ian Heller and Jonathan Bein are here to turn up the heat, debating timely and tough topics affecting businesses in wholesale distribution channels.... more

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FAQs about The Wholesale Change Show:

How many episodes does The Wholesale Change Show have?

The podcast currently has 102 episodes available.

The Wholesale Change Show episodes:

November 15, 2022 Creating Value with Proactive Inside Sales
When done properly, proactive inside sales should:
Grow midsize accounts 15% to 20%
Increase gross profit through revenue in higher margin accounts
Reduce sales comp for midsize accounts 30% to 40%
Increase retention
In our experience creating proactive inside sales programs, we have seen the best – and worst - practices for achieving these results.
In this episode we look at six keys in creating a successful proactive inside sales program including organization design, management support, compensation, account selection, selecting the right people and technology support.
...more
54min
October 31, 2022 From Industrial to Electrical: Summit Electric CEO Ed Gerber Takes on a New Market
Ed Gerber, CEO of Summit Electric Supply, joins us on this episode of Wholesale Change. Before joining Summit Electric, Ed was the CEO of the Industrial Supply Association (ISA) after holding a number of senior executive roles for industrial distributors.
We ask Ed what it was like to switch from the industrial industry to electrical. During our conversation, we explore topics like sales force optimization, digital transformation, value-added services and what it takes for a regional distributor to compete effectively against global players.
Ed has been highly successful during his tenure at Summit, even though he joined the company less than a year ago. It’s his first CEO role with a distributor, so he’ll tell us what it’s like to be in the top seat compared to other senior executive roles he’s held.
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45min
October 17, 2022 How Distributors Should Do Strategic Planning
Every distributor does an annual budget – but that’s not the same thing as formulating a strategy. The budget process is very tactical, focused on current operations and does not typically account for broad industry trends, disruptors or major technology changes.
If you don’t want to get blindsided, you need a strategic plan. A strategic planning process will allow you to think about the positioning of your company and how you need to adapt your value proposition over time.
On this episode of Wholesale Change, Ian Heller and Jonathan Bein, Ph.D., talk about the strategic planning process they’ve developed to help distributors formulate long-term plans. This feeds into the short-term budget process but also enables changes that empower a company to thrive in the long term.
...more
52min
October 03, 2022 Global Industrial’s Outlook on Merchandising
In this episode of Wholesale Change we are joined by Alex Tomey, the Senior Vice President of Merchandising for Global Industrial.
Global Industrial is a billion-dollar value-added industrial distributor. Global Industrial offers customers more than a million products — from material handling to packaging and supplies — including its own proprietary brands. Alex was previously the Co-Chief Merchandising Officer at Petco. Before that, he served as Senior Vice President and GMM of Merchandising at DICK'S Sporting Goods and has held merchandising leadership positions at major retailers including Kohl's and Walmart.
We asked Alex about his transition from retail to B2B, how he developed merchandising strategies for industrial and commercial customers, and the role of value-added services in differentiating Global Industrial from competitors.
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45min
September 19, 2022 Shopping-Cart Sales Are a Small Part of Website ROI
Most distributors we talk to are disappointed in the ROI of their ecommerce investments. When we dig into their complaints, we find that while they know their expenses, the sales attributed to their websites are way off because they only look at shopping-cart revenue.
But the shopping cart is usually the smallest part of the direct revenue generated by your website. Customers must use purchase orders, so instead of checking out, they shop on your website and then buy through other channels – including “lights out” methods like email, EDI and punchout.
Listen now as Distribution Strategy Group co-founders Ian Heller and Jonathan Bein, Ph.D., reveal how you can build a better website that drives more revenues and how you can do a better job measuring the return on your current investment. Your ROI is probably much better than you think, and we can show you how to increase it even more.
...more
43min
September 06, 2022 Bay Supply Proves Small Distributors Can Build Big Marketplaces
Conventional thinking claims that only distributors larger than a billion dollars can build successful marketplaces. Bay Supply is much smaller than that, but its fastener marketplace is taking off.
Like most wholesalers, Bay Supply is facing new marketplace entrants supported by tech startups, national distributors, manufacturers and even software providers that are fighting to reach the buyer directly through these rapidly evolving platforms. Unlike other distributors, Bay Supply jumped into the marketplace competition itself. And they’re recruiting manufacturers and distributors to join their platform in a friendlier ecosystem than many of the alternatives.
Mike Eichinger, Bay Supply COO, joined us on the Wholesale Change show on Aug. 31 at 9PT/12ET. He shared how Bay Supply is taking a collaborative approach to supporting distributors who want to reach sourcing professionals with an efficient solution while maintaining their brand and positioning as experts in the field.
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46min
August 22, 2022 Building a Bridge Between Generations, featuring Jeff McLendon
In nearly 20 years with Specialty Building Products, Jeff has served as CFO, President and COO, and now CEO. Throughout his long career, which has included many acquisitions, a company name change (SBP was formerly known as U.S. LUMBER) and most recently, new ownership, Jeff has focused on building great teams.
Jeff knows this means recruiting great new talent to go along with the experienced veterans. SBP has earned a reputation as a great place to work for Millennials and Generation Z employees – and not just because Jeff plays video games with them. In this episode Ian and Jonathan asked him about the part he has played in building such a successful company.
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52min
August 09, 2022 A Conversation with NAW CEO Eric Hoplin
Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), joined us on this episode of Wholesale Change. He shared his take on key concerns and trends – including labor, supply chain disruption, digital transformation and more – based on his ongoing conversations with dozens of senior distribution company leaders. He also provided an update on NAW, including the work they are doing to support distributors in Washington D.C.
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49min
July 14, 2022 Your B2B Marketplace Strategy: What You Need to Compete
Alex Moazed shared his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers as they formulate their marketplace strategies. He updated us on the latest trends in B2B marketplaces and share some key lessons distributors need to know as they choose how to compete in the fast-changing competitive landscape.
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57min
June 30, 2022Winsupply: An Ownership Team Under Every Roof
Monte Salsman, President of the Winsupply Acquisitions Group shared principles he has used to foster a successful entrepreneurial culture at WinSupply including:
Take ownership.
Adopt an expertise habit.
Become a professional at developing relationships … especially with people who are difficult for you.
Get paid what you are worth (not more and not less).
Communication … beginning with mastering listening.
Monte says, “I see those things in every successful business and individual.”
...more
57min

FAQs about The Wholesale Change Show:

How many episodes does The Wholesale Change Show have?

The podcast currently has 102 episodes available.

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