Distribution Leadership Panel: Managing AR and Inventory to Improve Your Cash Conversion Cycle

April 11, 2023, 9PT/12ET

It’s often said that working capital is the lifeblood of a distributor: Manage your AR and inventory well and you generate cash. Manage them poorly and you go out of business.  

Distributors must constantly improve their ability to manage AR and inventory effectively, which includes: 

  • Bill accurately 
  • Manage credit to balance sales and risk 
  • Collect on time
  • Maximize supplier support in forms of good payables management 
  • Optimize rebates co-op 

To achieve these objectives, distributors must have the right systems, processes and expertise on their teams. During this discussion, we’ll talk with veteran distribution executives who will describe what they’ve learned and what they do to excel in these areas. 

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About our host:


Ian Heller

Founder & Senior Partner, Distribution Strategy Group

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.