Finger pointing at a play in a playbook

2022 State of Distributor Sales:
Rewriting the Distributor Sales Playbook for a New Era

Available now, on-demand

The rules are changing fast. The traditional sales approach you have used for years is not necessarily the best approach today. Inflation, supply chain issues and the pandemic have changed the way customers do business.

Now is the time for distributors to step back and ponder their existing sales structure, compensation plans and technology to ensure they are delivering the right customer experience.

Frank Hurtte joined Distribution Strategy Group to help share the results of our research into the current state of distributor sales. We shared how you can best integrate the best practices of those on the vanguard of change into your business to meet your customers’ demands.

Watch now to learn: 

  • How distributors organize their sales forces by size, customer type, geography, and other factors
  • Techniques for providing better, faster, and more efficient customer support
  • Current trends in sales force compensation
  • Best practices in telesales
  • Which technologies and data sources distributors can employ to drive sales productivity

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Thank you to our sponsors:

sponsors' logos: Epicor and

About our guest

Frank Hurtte

Founding Partner, River Heights Consulting

Frank Hurtte, Founding Partner of River Heights Consulting brings 28 years of distribution industry experience and a lifetime of sales background.  Frank grew up in a family owned business where he was selling car and truck tires wholesale before he turned 14.  During his career, Hurtte has gone through nearly every aspect of the wholes business.  He served as manager of a rapidly growing start-up location ran a cluster of branches where he worked to develop future leaders and was called on to build a winning team after the merger of two companies with dissimilar cultures.  Frank successfully established sale strategies in emerging markets and coordinated the efforts of a diverse group of distributor specialists to establish a corporate-wide blueprint for success.  In his role as VP Technical Sales, Frank developed and implemented a model for tracking and measuring the “value-adds” provided to customers and pivoting the company to a fee-based services model.

About our hosts

Ian G. Heller

Founder & Senior Partner

Ian Heller is Founder & Senior Partner at Distribution Strategy Group, and has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. He has written and spoken extensively on the impact of digital disruption on distributors.


Jonathan Bein,

Managing Partner

Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.