The Distributor Pubcast: Recent Episodes
ES Tech Group
Running a distribution business isn't for the faint of heart... and neither is this podcast! Join your merry host, Dave Bent, as he explores topics related to B2B eCommerce so you can build a distribution business that stands the test of time. So go ahead, grab yourself a pint and pull up a stool. It's time for the Distributor Pubcast!
On this episode of the Distributor Pubcast, you'll learn:
- Why marketing often takes a backseat in a sales-centric distributor business
- How to better communicate your value proposition online
- Why building trust is so important and why it's at an all-time low
- How to define your target markets or ideal customer profiles
- How to document your buyer personas so your team can better market to them online
Here's some great resources:
- [BLOG] Creating Personas for B2B Distributor Marketing: The Complete Guide (includes downloadable worksheet)
- [BOOK] Building a StoryBrand: Clarify Your Message So Customers Will Listen - by Donald Miller
- [DOWNLOAD] eComm-Wheel of Growth eBook: a proven methodology for building, launching, and growing a B2B eCommerce website that gets results.
On tap:
- Matt -- 2019 Conundrum Red Wine Blend California
- Dave -- Ardbeg Old Islay Single Malt Scotch Whisky
What you will learn in this episode:
- Why it's so difficult to sell commodity products online
- DDS' unique solution to selling packaged gas with better product information
- The evolution of the visual representation of the content
- Other applications outside of welding and gas
- The importance of letting the website do the heavy lifting
- How some of the biggest names in the industry are still in the stone age
Learn more about DDS here -- https://www.distributordatasolutions.com/
What you will learn in this episode:
- How the packaged gas distribution industry got it's start
- The rapid consolidation of thousands of independent distributors
- How industrial gas distributors expanded into additional markets
- Selling more hard goods brings serious growth
- Losing hard goods sales to online distributors
- The future of commerce and how to get online
- Product content for cylinders and gases
On tap:
- Matt: Proper 12 Irish Whiskey
- Dave: Jack Daniel's Tennessee Honey
- Ken: Arnold Palmer
What you will learn in this episode:
- The difference between digital enhancement and transformation
- Overcoming traditional distributor objections and self-limiting beliefs
- Seeking to truly understand the problem instead of assuming the solution
- Digital transformation is not reactionary, it's evolutionary
- A step-by-step guide to thinking through digital transformation
Connect with Ateesh on LinkedIn.
On tap:
Matt: Maker's Mark Kentucky Bourbon
Dave: Westward American Single Malt
Ateesh: Two Parts Hydrogen, One Part Oxygen
What you will learn in this episode:
- What is FusionPlus data and how it got started?
- How did FusionPlus data get into thousands of dealer / distributor stores?
- The importance of standardization and product catalog taxonomy.
- How does managed product data help distributors go to market faster and better?
- What do dealers need out of product data from their suppliers?
- What does really good product data look like and how does it help sell more products on dealer's webstores?
Learn more about FusionPlus here.
On tap:
Matt: Johnny Walker Black Label
Dave: Talisker
Billo: Vodka and Red Bull (yuck) ;)
What you will learn in this episode:
- How to determine the right kind of data you need to track.
- Why data without action is useless.
- What your data telling you about the health of your distribution business.
- Discover new opportunities to grow your business.
- The right culture makes all the difference.
- How to use analytics to improve your pricing strategy on your website.
On tap:
Matt: Moscow Mule
Dave: Jose Cuervo Tradicional
Nelson: Ollitas Cristalino / Water
What you will learn in this episode:
- The importance of talking to your customer to find out what they want!
- Why the "omni-service" model is the future of distribution
- How the big-box and national brands are pulling business away from independent distributors
- A variety of ways online retailers are disrupting traditional distributors
- Why you should add more products and product categories to your website
On tap:
Matt: Yuengling Traditional Lager
Dave: Ardbeg Single Malt
David Gordon: Michelob Ultra... by necessity only. ;)
On this episode of the Distributor Pubcast, you'll learn:
- Why eCommerce should be a strategic initiative
- Leadership is key to B2B eCommerce success
- Who you need to champion the project
- What is the "prototype" for an eCommerce manager
- Best practices for aligning sales and customer adoption
FREE DOWNLOAD: If you haven't done so already, we encourage you to download and read our newest resource from Distributor Marketing University: eComm-Wheel of Growth: a proven methodology for building, launching, and growing a B2B eCommerce website that gets results.
On tap:
Matt -- All-Day IPA Session
Dave -- Blue Agave Tequilla
On this episode of the Distributor Pubcast, you'll learn:
- Why you should never compare whiskey with a Scotsman.
- How ES Tech Group was started in the office products industry in the UK.
- How independent distributors/dealers were able to escape big box and online retailer competition.
- Four things that independent distributors need to be successful online.
- How to get started with an online channel for your traditional customer base.
- LINK: Paddy mentioned TrackSelling by Max Sacks... Learn more here!
If you haven't done so already, we encourage you to download and read our newest resource from Distributor Marketing University: eComm-Wheel of Growth: a proven methodology for building, launching, and growing a B2B eCommerce website that gets results.
On tap:
Paddy -- Dalwhinnie Winter's Gold
Matt -- Johnnie Walker Black
Dave -- Jameson Black Barrel
On this episode of the Distributor Pubcast, you'll learn:
- Why high-quality content is so important to online success.
- Why distributors struggle with sourcing and publishing good product content on their websites.
- What can manufacturers or vendors do better to serve the supply chain.
- What it looks like to manage product content in-house.
- The ultimate best-case scenario. What does a successful product content management program look like?
Be sure to checkout our partners, Distributor Data Solutions, to learn more about how they can help you solve the product information challenge.
On tap:
- Matt C. -- A Little Sumpin' Sumpin' Ale
- Matt J. -- Imperial Milk Stout from Nine States
- Dave B. -- Talisker Single Malt