E-Commerce Challenges Facing Distributors

On Demand Until October 9, 2020

Duration:60 minutes


By 2021, what will Digital Disruptors led by Amazon Business be doing in your marketspace? 

Millennials (aka: digital natives, next-gen customers) are rapidly moving into key B2B buying jobs. They want an Amazon shopping experience from all suppliers. And they don’t want regular rep calls (or their cost) built into the price of shoppable SKUs. 

How much will online price-shopping pressures increase?  
What digital transformation strategies will you have in place? 
How will you have upgraded your sales force to be the best E-sellers for next-gen buyers? 

For answers to these questions, tune into this fast-paced, eye-opening webinar. 

Can't attend live? Register to view the webinar on-demand!


Bruce Merrifield

D. Bruce Merrifield, Jr. Merrifield Consulting Group, Inc.

Bruce started his consulting practice for the world of independent distribution channels in January of 1980, after having spent 8 years working for a growth-by-acquisition chain of distribution companies with 300 employees. During his time with that company, he: rose through the ranks; quarterbacked turnarounds for 4 acquisitions; and was the chief operating officer for his last two years.

In 1983, Bruce bought Clark Security Products, a San Diego distributor which then had $7 million in sales. He turned around Clark, installed a high-performance culture. Clark grew organically to over $150MM in sales and about 350 employees and was sold to Anixter Corp. in December, 2010. Over the years, Bruce has given countless speeches to well over 100 trade associations, as well as many of the world’s largest corporations with many repeat assignments along the way. He has written over 100 published articles and authored “Electronic Commerce for Distribution Channels” in 1999. (A National Association of Wholesale-Distributors’ book publication).

Bruce has been and currently is a formal advisor or board member for many firms and provides specific, strategic advice to many more on a regular basis. He has done several, contract turnaround projects in which he has worked with existing management throughout. And, he is an equity partner in two separate, but related firms that leverage software-as-a-service technology to create new business models for distributors.

Bruce co-founded the Advance Profit Innovation Conference (apicconference.com) in ’08. Since then, he has become the pioneering authority on both “Cost-To-Serve Economics” and “Line-Item, Profit Analytics Management” for distributors. His 40+ “Strategic Insights for Distributors”, essay series (also at his web site) reflect this work.

In a previous life, Bruce graduated from Princeton with a B.A. in biochemistry and Harvard Business School with an MBA.



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