Channel Transformation from Supplier to Customer

Time: 1:00PM-2:00PM CT

Fee: No charge for MHEDA Members

This Webinar is presented as part of NAW’s series: Adding Value in a Post-Pandemic World: New Leadership Strategies for Distributors. Each part includes a free research report to download and an accompanying webinar to watch live and also on demand. Learn More

Presented by

  • Ian Heller, Founder and Chief Strategist for Distribution Strategy Group
  • Jonathan Bein, Ph.D. is Managing Partner at Distribution Strategy Group


Suppliers are increasingly selling direct, customer demographics are skewing younger and many distributors are struggling to keep up. Distributors are grappling with fundamental changes in the expectations of their supply chain partners. Suppliers increasingly report frustration with their distributors’ poor digital capabilities. In this fourth research report and accompanying webinar, we will recommend actions to address this growing channel conflict.

Our goal for this entire series is to ensure that distributors who participate in this series are armed with new modes of thinking along with information that can help them build robust strategies with staying power.