Journal
Notes from the work.
Writing on wholesale distribution, B2B buying on Shopify, cross-reference resolution, and what a better front door to a catalog actually has to do.
Price Break Tables When Landed Cost Changes Mid-Quarter
Price break table maintenance when landed cost changes: keep volume tiers, contract prices, and open quotes honest when supplier costs move mid-quarter.
Everything else
Accounts Receivable Aging for Distributors: Read It Upstream
Accounts receivable aging for distributors: what each bucket says about the order process behind it, why B2B invoices age, and where the real fix belongs.
9 min read
Unit of Measure Consistency in Distributor Catalogs
Unit of measure consistency in distributor catalogs decides whether 12 means 12 bearings or 12 boxes. Where each, box, and case drift, and how to hold them.
8 min read
Rep Optional B2B Buying: What Distributors Must Get Right
A rep optional b2b buying experience lets buyers self-serve the routine order and reach a human for the exception. What has to be true for both to agree.
8 min read
Discount Authority Ladder for Sales Reps: Who Can Cut a Price
A discount authority ladder for sales reps sets who can cut a price, by how much, and against what margin floor. How distributors build one that holds up.
9 min read
Failed Site Search Analysis for Distributors
Failed site search analysis for distributors: how to read the zero results report, sort each failure into five causes, and fix the ones costing you orders.
8 min read
Self Service Reorder for Distributors: Why It Breaks
Self service reorder for distributors fails on four things: superseded parts, contract pricing, spend limits, and available credit. How to fix each one.
8 min read
Volume Pricing Tiers for Wholesale Distributors
Volume pricing tiers for wholesale distributors: how to draw price breaks buyers can act on, keep them current when landed cost moves, and stop margin leaks.
8 min read
Net Terms at B2B Checkout: The Credit Call in a Second
Net terms at B2B checkout come down to one question: what counts as available credit at the moment of submit. How distributors get that decision right.
8 min read
Catalog Data Quality for Distributors: Where It Rots
Catalog data quality for distributors decays in five predictable places. The attributes that decide whether a buyer finds a part, and how to stop the decay.
8 min read
RFQ Workflow Software: Getting Quotes Out of the Inbox
RFQ workflow software should do more than store a quote. Here is what a distributor's quote process needs: part resolution, margin floors, expiry.
9 min read
B2B Quick Order Pad: What It Must Do for Distributors
A B2B quick order pad has to resolve the buyer's own part numbers, apply their contract pricing, and show honest stock. Here is the real spec for distributors.
8 min read
Purchase Order Approval Workflow: Why Buyers Skip It
A purchase order approval workflow only works if buyers use it. Why approvals get routed around, and what a distributor's store has to do about it.
8 min read
Why B2B Buyers Still Call Instead of Ordering Online
Most B2B buyers say they prefer no rep, yet still phone in orders. The reason is usually data, not preference. Here is what the storefront is missing.
8 min read
Part Number Supersession Management for Distributors
How distributors keep retired part numbers, replacement chains, and the numbers buyers still hold all resolving to the one item you can ship today.
9 min read
Contract Pricing Software for Distributors
A negotiated price is a promise to one customer. What contract pricing software has to handle before a distributor can safely show prices online.
8 min read
Part Number Cross Reference Software for Distributors
Buyers search the number stamped on the part, not your house SKU. What part number cross reference software has to do for a distributor.
8 min read
What B2B Self-Serve Ordering Must Do for Distributors
B2B self-serve ordering fails when the store shows list price and house SKUs only. What a distributor's store has to know before buyers will use it.
9 min read
Cross-referencing a part number is most of the job
A buyer holds a competitor's part number and your catalog holds yours. Everything about self-serve wholesale ordering depends on closing that gap honestly.
5 min read