47 episodes

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.

The Wholesale Change Show Ian Heller, Jonathan Bein

    • Business
    • 5.0 • 4 Ratings

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.

    How to Manage Through the Supply Chain Crisis

    How to Manage Through the Supply Chain Crisis

    Product shortages, supply-chain delays, hard-to-find labor – what are the best practices in navigating through the current supply chain madness?

    On this episode of The Wholesale Change Show we talked with two experts about what you should do to manage these problems.

    Our guests are Bruce Strahan, President of operations strategy consultant Argon & Co., and Helgi Leja from Distribution Performance Solutions.

    • 53 min
    On the Front Lines of Benco’s Digital Transformation Story

    On the Front Lines of Benco’s Digital Transformation Story

    Chuck Cohen, the Managing Director of Benco, the nation’s largest independent dental product distributor, believes that top notch IT and analytics are essential to create competitive advantage in this decade and beyond. Together with his team, he’s putting his money where his mouth is by changing every foundational IT system in the company. The result of this transformation will be a better online and offline customer and employee experience, as well as better efficiencies and effectiveness for Benco. Tune in to hear from this visionary leader about how they came to the decision and how the journey is going.

    • 49 min
    Global Industrial CEO Barry Litwin: Driving Differentiation Amid Disruption

    Global Industrial CEO Barry Litwin: Driving Differentiation Amid Disruption

    In this episode we spoke with Barry Litwin, CEO of Global Industrial, a $1B distributor focusing on small and midsize businesses. In less than two years, Barry has rebranded the parent company, grown the share price about 70% and differentiated and developed an exciting strategy to drive future growth.

    We asked Barry about his career, what he’s learned along the way and how he’s applying this experience at Global Industrial. He talks about how Global differentiates from other distributors as well as disruptors. Barry also talked about the company’s approach to combining its sales, phone and digital channels to drive success.

    • 46 min
    The Death of the Distributor Sales Rep Has Been Greatly Exaggerated

    The Death of the Distributor Sales Rep Has Been Greatly Exaggerated

    The rumors aren’t true. The B2B sales rep still has a long life ahead despite the (not completely true) stories that Millennials and Gen Z don’t want to meet with them. It’s misleading to declare sales reps are over; the value of the sales rep depends on the nature of the relationship and the complexity of the products and services being sold. In this episode of Wholesale Change Ian Heller and Jonathan Bein talked about how conversations around the role of the sale rep today need to go beyond just blaming the next generation.

    • 53 min
    How Arbill Doubled Down on its Safety Focus When the PPE Market Shifted

    How Arbill Doubled Down on its Safety Focus When the PPE Market Shifted

    Julie Copeland, CEO of 75-year-old safety distributor Arbill, joined Ian Heller and Jonathan Bein to take a closer look at how the PPE industry changed overnight when COVID-19 hit last year and the challenges that have come with that, including misinformation and lower-quality product. She shared how Arbill responded to the shifts in the market with education and their own product lines, including one launched for consumers in 2020.

    • 57 min
    How Gustave Larson Helps Their Customers Succeed

    How Gustave Larson Helps Their Customers Succeed

    To Andrew Larson, CEO of HVACR distributor Gustave Larson, his business is helping his customers maximize their success. He shared with our hosts Ian Heller and Jonathan Bein how his team helps HVACR contractors run their businesses better through innovative services, including marketing, sales and technical support. He’ll also talked about how the distributor has evolved its sales force to make it as easy as possible for customers to interact with its team, including telesales, service advisors, engineering and design, and more.

    • 45 min

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Great content that is an essential listen for distribution leaders.

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