Published by Modern Distribution Management
The Digital Distributor: Six Steps to Accelerate Sales
The definitive guide for wholesale distributors who are ready to build a marketing function that actually supports the way they sell.
What This Book Is
Most books written for distributors about digital marketing were written by people who don’t work in distribution. They borrow frameworks from other industries, adapt the language, and hope it translates. It usually doesn’t.
The Digital Distributor was written from inside distribution — from years of working directly with wholesale distributors on the margin pressures, the rep-driven sales culture, the ERP reality, and the long sales cycles that make this industry genuinely different from every other B2B category.
The result is six steps that are specific, sequential, and immediately actionable. Not theory. Not a digital transformation manifesto. A clear roadmap for building the marketing function your sales team has been missing — and doing it in a way that makes your reps more effective, not more frustrated.
What’s Inside
Six steps, built in sequence, each one laying the foundation for the next.
- Chapter 1 — Aligning Your Sales and Marketing Teams
- Chapter 2 — Segmenting Your Audience
- Chapter 3 — Communicating Your Message Digitally
- Chapter 4 — Choosing the Right Technology
- Chapter 5 — Managing Digital Leads
- Chapter 6 — What to Measure, How to Succeed
What Distribution Leaders Are Saying
“This is a program of six steps that examines how to start and how the pieces fit together. It provides very tangible and specific examples of what the new normal will look like for an industrial distributor.”
Mike Marks Founding Partner, Indian River Consulting Group
“Susan provides an excellent roadmap for distributors to follow. She is a wealth of knowledge, and distribution leaders would be wise to follow her six steps as they look to innovate their sales and marketing strategies for the future.”
Kyle Schull President, Building Products, Inc.
“Susan’s playbook gives you step-by-step instructions on what we all need to do to communicate our value to more people. Follow Susan’s compass, and you will find your distribution company surrounded with more customers for whom you are better fit to help solve their problems.”
Brian Peters CEO, Peters Supply
“I can see how Susan’s digital tools will lead us to introductions and invites for face-to-face meetings at the right point in the sales process. Great timing Susan!”
Jim Banovich CEO, Marsh Electronics
“Susan provides indispensable insights and executable actions for immediately growing sales and delighting customers, and at the same time, building a foundation for B2B innovations and the future of distribution. This book is a must read for every distributor leader and rising star!”
Mark Dancer NAW Fellow and CEO, Network for Business Innovation
“Susan shares the latest in B2B marketing and supports it all with case studies from distribution companies; and unlike most others, she prescribes the very next step you must take to market in a post pandemic world.”
Dirk Beveridge Founder, UnleashWD & We Supply America
“Susan presents a robust roadmap for distributors to compete online effectively. As a distributor, if you are unsure where to begin, Susan’s framework is a compelling starting point. Susan has done all the hard work for you. It’s time for us to get moving.”
Pradip Krishnadeverajan NAW Fellow and Co-Founder, ActVantage
The Book That Started It All
If you’re a wholesale distributor who knows your marketing isn’t working the way it should, this is where to start. Six steps, built for distribution, written to save you years of expensive trial and error.