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How Distributors Can Leverage Marketing, Services and Digital Excellence to Become More Important to Manufacturers

Traditional and emerging competitors make it more difficult than ever for distributors to hold on to their role as manufacturers’ primary partners in going to market. Marketplaces, large retailers and even options for selling direct to end-users become more tempting to manufacturers when distributors offer poor digital capabilities or are weak at marketing.

In this report, representatives from two major manufacturers – ABB and Signify – share how distributors can go on offense and take share from other channels.

Download now for a unique opportunity to hear directly from major manufacturers on how you can become more important in the channel.


Brooks Hamilton

Ian Heller
Distribution Strategy Group

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About the author:

Jonathan Bein

Ian Heller

Co-Founder & Chief Strategy Officer

Ian Heller 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.

Ian entered the distribution industry as a truck unloader at a Grainger branch while in college. He eventually became Vice President of Marketing there and has since held senior executive roles at GE Capital, Corporate Express, Newark Electronics and HD Supply. Ian most recently served as President and COO for Modern Distribution Management, a specialized information and analytics firm serving the wholesale distribution industry.

Ian earned a BA in History from Roosevelt University and an MBA from the Kellogg School of Management at Northwestern University, where he was elected commencement speaker by his classmates and won the Dean’s Distinguished Service Award.