A Way Around Amazon Portfolio Management for Distributors

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A Way Around Amazon: Portfolio Management for Distributors

Distributors need to rethink how they add value to their customer base with a portfolio management strategy. Amazon isn’t designed for such a hands-on approach.

Brent Johnstone, co-founder of ActVantage and former CEO of a pet supply distributor where he successfully orchestrated an analytics-driven turnaround, joins Jonathan Bein and Ian Heller to talk about how distributors can analyze transactional and customer-provided data to generate industry-specific insights, develop robust benchmarks and tailor advice to match customer objectives. The benefits: differentiation in a copycat market, greater wallet share, lower churn rate and a reduced focus on price. Join them on April 14 at 12 ET.

The Details

Date: April 14, 2021

Time: 9PT/Noon ET

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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.

Brent JohnstoneBrent Johnstone

Co-Founder & Managing Director, ActVantage

Brent joins ActVantage with an extensive background in putting analytics and technology into practice as an analytics-focused private equity principal, as CEO of a pet supply distributor, and after serving several prominent roles at large and small analytics-oriented software companies. Before ActVantage, Brent founded Granite Analytics and developed GraniteEdge, a distributor focused, customer-facing suite of tools designed to reinvent engagement between distributors and their customers.