Episodes
How Distributors Use Their Pricing to Win Without Discounting
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna dive into the world of value-based pricing for distributors. They explore how a mid-sized electrical distributor in Ohio used value-based pricing to raise margins by three points without losing a single deal, and how a plumbing distributor in Texas used it to upsell premium lines. The hosts break down the psychology of price anchoring, the dangers of cost-plus pricing in a competitive market, and how to train sales teams…
How Distributors Use Minimum Advertised Price Policies to Protect Margins
Pricing is the most visible battleground between distributors and their retail customers. In this episode, Lucas and Luna unpack minimum advertised price policies — MAP — and why they matter for distributors who sell through Amazon, Walmart, and independent retailers. Using a real-world example from a mid-sized HVAC parts distributor, they explain how MAP stops price erosion, keeps smaller dealers competitive, and protects the distributor's own margin. They also walk through the tricky parts…
How Distributors Use Inventory Audits to Cut Costs
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors are using annual inventory audits to uncover hidden savings and improve operational efficiency. They discuss the shift from treating audits as a compliance chore to using them as a strategic tool, with real-world examples of discrepancies that led to better pricing, reduced waste, and improved supplier negotiations. The conversation covers the role of cycle counting, the impact of audit data on…
Why Distributors Are Offering Supplier Freight Prepay Programs
In episode 158 of Wholesale & Distribution with Fexingo, Lucas and Luna explore a quiet shift in B2B trade: more distributors are absorbing freight costs upfront for their best customers, then charging it back later—or not at all. They break down how 'freight prepay and add' programs work, why they're gaining traction in 2026 as carriers push surcharges, and how one midsize electrical distributor turned a costly headache into a loyalty driver. Lucas walks through the math of carrying freight on…
How Distributors Turn Credit Notes Into Cash Flow Wins
Lucas and Luna dig into the quiet cash leak hiding in most distributors' accounts receivable: unclaimed credit notes. They walk through how a mid-sized electrical distributor in Ohio dug through three years of vendor credit memos and found $840,000 in overdue credits — money that was sitting on the books, effectively loaned to suppliers interest-free. The episode breaks down why credit notes pile up (returns, rebates, pricing errors, short shipments), how to run a credit-note recovery project…
Distributors Are Cashing In on Supplier Scorecards
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors are using supplier scorecards to transform their vendor relationships and boost profitability. Moving beyond simple delivery tracking, these scorecards now incorporate real-time data on quality, cost, and sustainability, giving distributors leverage in negotiations and helping them secure priority treatment during shortages. The hosts dive into a concrete example of a mid-sized electrical…
How Distributors Use Net Promoter Score to Win Accounts
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors are using Net Promoter Score (NPS) as a strategic tool to win and retain accounts. They dig into a real example: a mid-sized HVAC distributor that turned a below-average NPS into a growth engine by acting on feedback loops. Lucas explains why NPS alone is useless without a closed-loop process, and Luna shares how distributor reps can turn detractors into promoters. They discuss the difference…
Why Big-Box Retailers Share Their Shelf Data
Episode 154 of Wholesale & Distribution with Fexingo digs into the quiet revolution of data sharing between distributors and big-box retailers. Lucas and Luna explain how distributors are moving beyond guesswork by tapping into retailer-provided point-of-sale data, a practice that transforms replenishment from reactive to almost predictive. Using the example of a mid-sized janitorial supply distributor that cut stockouts by 30 percent in six months, they break down the mechanics: how the data…
How Distributors Use Minimum Order Quantities to Boost Margins
In this episode, Lucas and Luna dig into the surprisingly strategic world of minimum order quantities — or MOQs — and how distributors are using them to reshape margin, cash flow, and supplier relationships. They walk through a real-world example: a mid-sized electrical distributor that raised MOQs on slow-moving lines, cut picking costs by 18 percent, and improved fill rates on high-turn SKUs. They also unpack the risk of pushing MOQs too high, the role of tiered pricing, and how data on order…
How Distributors Use Slow Moving Inventory to Unlock Cash
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore a counterintuitive approach to inventory management: instead of treating slow-moving stock as a problem to be minimized, distributors are turning it into a strategic asset. They dive into the story of a mid-sized industrial parts distributor that reclassified its non-moving SKUs and discovered over $2 million in trapped capital. By analyzing demand patterns, segmenting SKUs by velocity, and negotiating new terms…
How Distributors Use Dynamic Pricing to Boost Margins
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors are using dynamic pricing algorithms to adjust prices in real-time based on demand, competition, and inventory levels. They dive into a specific case: a mid-sized industrial parts distributor that increased gross margin by 6% within six months by implementing a dynamic pricing engine across its top 2,000 SKUs. The episode breaks down the data needed, the common pitfalls (like price wars and…
How Distributors Use Consignment Stock to Win Big Accounts
In this milestone 150th episode of Wholesale & Distribution with Fexingo, hosts Lucas and Luna explore how distributors use consignment stock to break into large accounts and lock in long-term contracts. They walk through the mechanics of consignment, using a concrete example: a Midwest fastener distributor who placed $80,000 worth of inventory at a regional manufacturer's plant, with payment only due when parts were pulled. Lucas explains the balance sheet impact, the power shift in the…
How Distributors Use Co-Managed Inventory With Suppliers
In episode 149 of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors are moving beyond traditional vendor-managed inventory to a collaborative model: co-managed inventory. They break down the mechanics, the data-sharing agreements, and the real-world benefits—cutting stockouts by up to 30% while freeing working capital. Using a mid-sized industrial parts distributor as a case study, they walk through how co-managed inventory shifts the conversation from price to…
How Distributors Use Cash-to-Cash Cycle Time to Unlock Working Capital
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors use cash-to-cash cycle time as a strategic metric to unlock working capital and improve financial health. They break down the three components—days inventory outstanding, days sales outstanding, and days payable outstanding—and walk through a real-world example of a mid-sized industrial parts distributor that reduced its cash-to-cash cycle from 72 days to 45 days in 18 months. The hosts discuss…
How Distributors Use Predictive Maintenance Data to Sell More
In episode 147 of Wholesale & Distribution with Fexingo, Lucas and Luna drill into a quiet goldmine for distributors: predictive maintenance data. They explore how forward-thinking distributors are turning sensor data from industrial equipment into a service-led sales strategy, citing real examples like a bearing distributor that boosted margins by 18 percent and a fluid power house that reduced client downtime by a third. The conversation covers the shift from selling parts to selling…
How Distributors Use Demand Sensing to Beat Forecast Errors
In episode 146, Lucas and Luna explore how distributors are shifting from traditional forecasting to demand sensing — using real-time signals from point-of-sale data, customer orders, and market indicators to adjust inventory days before a forecast cycle would. They anchor the conversation in a concrete case: a mid-sized industrial distributor that cut stockouts by 30 percent and improved fill rates by 8 percentage points by implementing a demand-sensing pilot across three branches. Lucas…
Co-op Advertising: A Hidden Profit Lever for Distributors
Most distributors leave thousands in supplier co-op advertising funds on the table. In this episode, Lucas and Luna unpack how a mid-sized industrial distributor in the Midwest turned $250,000 in unspent co-op dollars into nearly $1 million in incremental sales—just by tracking ROI better and targeting local contractors with digital ads. They break down how co-op programs work, common pitfalls like proof-of-performance requirements, and why distributors who treat co-op as a profit center…
How Distributors Use Rebate Management to Boost Margins
Rebates from suppliers can be a huge profit source for distributors, but many leave money on the table due to poor tracking. In this episode, Lucas shares how a midsize electrical distributor recovered $1.5 million in the first year by implementing a rebate management system. They discuss the common pitfalls—manual spreadsheets, missed deadlines, and complex tier structures—and how automation and dedicated teams can turn rebates into a reliable margin booster. Luna brings in data on the average…
How Distributors Use IoT Sensors to Prevent Cold Chain Losses
Cold chain failures cost the US food and pharmaceutical industries over $15 billion annually. In this episode, Lucas and Luna explore how distributors are deploying affordable IoT temperature, humidity, and shock sensors to monitor perishable goods from warehouse to delivery. They break down the technology behind these systems — from LoRaWAN networks to cloud dashboards — and share a real example of a mid-sized food distributor that cut spoilage by 32% within six months of installation. The…
How Distributors Use Vendor-Managed Inventory to Reduce Stockouts
This episode explores vendor-managed inventory (VMI) as a strategy for distributors to cut stockouts and strengthen supplier partnerships. Lucas shares a case study of a mid-sized electrical distributor that boosted fill rates from 93% to 97% within a quarter by implementing VMI with its top ten vendors. Luna questions the challenges around data sharing and trust, and they discuss best practices for setting up a VMI program—including clear inventory targets, automated replenishment triggers…
How Distributors Turn Returns Into Revenue With Reverse Logistics
Returns in wholesale distribution eat up roughly 8% of revenue, but most distributors still treat them as a cost center. In Episode 141 of Wholesale & Distribution with Fexingo, Lucas and Luna examine how a midsize MRO distributor clawed back over $6 million per year by building a dedicated reverse logistics operation. They walk through the process—from automated inspection and grading to refurbishment and open-box resale—and discuss the technology, team structure, and partnerships that make it…
How Distributors Collaborate with Suppliers on Demand Forecasts
Episode 140 explores how distributors improve forecast accuracy by sharing demand data with key suppliers. Lucas and Luna analyze a real case: a mid-sized industrial distributor that opened its demand signals to top 20 suppliers and reduced stockouts by 30 percent and inventory carrying costs by 15 percent within a year. They discuss the technology platforms enabling this collaboration, the challenges of data sharing, and the metrics that matter. The episode also covers how this approach…
How Distributors Recover Millions from Freight Audit
Episode 139 of Wholesale & Distribution with Fexingo. Lucas and Luna examine freight audit and payment services, a tool distributors use to catch billing errors and recover overcharges from carriers. They walk through a real example: a mid-sized industrial distributor in Ohio that recovered $240,000 in a single quarter by scrutinizing invoices for duplicate charges, incorrect weight classifications, and unauthorized accessorial fees. The hosts explain how automated auditing software…
How Distributors Use Blockchain to Combat Counterfeit Parts
Counterfeit industrial parts cost the global economy nearly $1.5 trillion annually, according to a 2025 Deloitte report. In this episode, Lucas and Luna explore how distributors are turning to blockchain-based provenance tracking to authenticate components in real time. They examine a pilot program from a Midwest distributor of aerospace fasteners that slashed counterfeit incidents by 70 percent in 18 months. The hosts break down how digital passports and smart contracts create an immutable…
How Distributors Use Data Analytics for Cross-Selling
Episode 137 of Wholesale & Distribution with Fexingo dives into how distributors are using customer purchase data to uncover cross-selling opportunities and boost revenue per account. Lucas and Luna examine a real-world case: a mid-sized electrical distributor that analyzed transaction histories to identify customers buying conduit but not fittings, then created targeted bundles that increased average order value by 18 percent within six months. They discuss the role of CRM integration…
How Distributors Use Subcontractor Networks to Scale Without Hiring
Midwest Piping Supply faced a dilemma: win big commercial contracts or stay lean. They chose both by building a network of 200 independent plumber subcontractors. In this episode, we break down how they grew revenue 40% in three years, improved margins by 15%, and maintained quality control without adding a single permanent employee. A practical look at using external capacity to scale distribution services. #WholesaleDistribution #B2B #SubcontractorNetworks #ServiceCapacity…
How Distributors Use Reverse Auctions to Cut Procurement Costs
In this episode, Lucas and Luna examine how distributors are using reverse auctions to reduce procurement spending. They dive into a concrete case from October 2025, where a mid-sized bearing distributor in Ohio saved 12 percent on annual steel procurement—roughly $340,000—through a single well-structured reverse auction. The hosts explain the mechanics: suppliers bid in real time to offer the lowest price, but smart distributors add weighted criteria for delivery reliability and quality…
How Distributors Use RFID to Gain Real-Time Inventory Visibility
Episode 134 explores how distributors are deploying RFID to track inventory in real time, with two specific case studies: a mid-size electrical distributor that cut cycle count labor by 80 percent, and an auto parts supplier that reduced high-value item shrinkage by 15 percent. Lucas and Luna discuss the technology's ROI threshold, integration with existing WMS, and whether tagging at source or in-house makes more sense. They also address common concerns around tag cost, read range…
How Distributors Use Geographic Expansion to Grow Without New Warehouses
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors can expand into new territories without building or leasing additional warehouses. They dive into the strategy of hub-and-spoke distribution, using a case study of a mid-sized electrical distributor that grew revenue by 34% over 18 months by partnering with third-party logistics providers in adjacent regions. The hosts break down the economics: how the distributor saved roughly $2.8 million in…
How Distributors Use Lean Inventory to Free Up Cash
In this episode, Lucas and Luna explore how wholesale distributors are applying lean inventory principles to reduce carrying costs without hurting service levels. They break down a real case: a Midwest electrical distributor that cut inventory by 18 percent — freeing $4.2 million in working capital — by segmenting their stock into fast-movers, slow-movers, and dead stock. Lucas explains the 'inventory turn' target of 6.2 turns per year that lean distributors aim for, and the specific waste…
How Distributors Use Drop Shipping to Expand Territories Without Inventory
Most distributors think drop shipping is a threat to their business model. But a growing number of wholesalers are flipping the script — using drop shipping themselves to enter new markets, test product categories, and serve remote customers without adding warehouse square footage. In this episode, Lucas and Luna walk through how a $200 million plumbing supplies distributor used drop shipping to add $12 million in revenue from rural zip codes without building a single new shelf. They break down…
How Distributors Use Tiered Supplier Terms to Unlock Volume Discounts
In episode 130 of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors can use tiered supplier terms to unlock hidden volume discounts without stockpiling inventory. The episode centers on a mid-sized electrical distributor that renegotiated contracts with three key suppliers by aggregating purchase volume across branches and offering longer commitment periods in exchange for deeper tiered pricing. Lucas breaks down the math: a 3% discount on $40 million in annual…
How Distributors Use Price Elasticity Models to Optimize Margins
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna explore how distributors can use price elasticity models to set optimal prices for thousands of SKUs. They break down the concept of price elasticity of demand, walk through a real-world example of an industrial fastener distributor that used elasticity data to increase revenue by 7 percent without losing volume, and discuss the data requirements and pitfalls of implementing such a model. Lucas explains how to calculate…
How Distributors Use Rate Benchmarking to Negotiate Better Carrier Contracts
Episode 128 of Wholesale & Distribution with Fexingo dives into rate benchmarking: the practice of using third-party freight rate data to negotiate lower truckload and LTL rates. Lucas and Luna explain how a mid-sized distributor of industrial fasteners in Ohio saved $240,000 annually by comparing its contracted rates against a public benchmark from the Bureau of Transportation Statistics and a paid dataset from a logistics analytics firm. They walk through the process: pulling the carrier…
How Distributors Use Dynamic Discounting to Accelerate Cash Flow
Episode 127 of Wholesale & Distribution with Fexingo explores how distributors are using dynamic discounting to improve cash flow and supplier relationships. Lucas and Luna break down the mechanics of this financial tool, where buyers offer suppliers early payment in exchange for a sliding-scale discount. They walk through a real-world example: a mid-sized HVAC distributor offering 2% net 10 terms on a $100,000 invoice, saving $2,000 while freeing up working capital. The hosts compare dynamic…
How Distributors Use Supplier Scorecards to Improve Vendor Performance
In this episode of Wholesale & Distribution with Fexingo, Lucas and Luna break down how distributors use supplier scorecards to hold vendors accountable and improve service levels. They walk through a real example of a mid-sized plumbing distributor in Atlanta that reduced late deliveries from 18% to 4% in 18 months by implementing a weighted scorecard tracking on-time delivery, defect rate, lead time reliability, and invoice accuracy. The hosts explain how the distributor shared scores…
How Distributors Use Consignment Inventory to Reduce Risk
In episode 125 of Wholesale & Distribution with Fexingo, Lucas and Luna explore consignment inventory — a model where suppliers retain ownership of goods until they are sold. They break down how distributor Avnet used consignment to cut working capital by 30 percent during the 2023 semiconductor downturn, freeing up cash that helped them weather the cycle. The hosts explain the mechanics, the shift in negotiating leverage, and why midsize distributors are increasingly adopting the approach in…
How Distributors Use Cross-Docking to Eliminate Warehouse Storage
Episode 124 of Wholesale & Distribution with Fexingo explores cross-docking — a logistics strategy that moves incoming shipments directly to outbound trucks, bypassing warehouse storage. Lucas and Luna break down the economics with a concrete example: a mid-sized food distributor that shaved 40% off its handling costs by routing 30% of volume through a cross-dock. They discuss the technology required — real-time shipment visibility, automated sortation, and tight supplier coordination — and why…
How Distributors Use Invoice Deduction Management to Protect Margins
Invoice deductions—often called 'short pays' or 'debit memos'—cost distributors millions in lost revenue every year. In this episode, Lucas and Luna examine a mid-sized electrical distributor that recovered $1.4 million in 18 months by implementing a formal deduction management system. They walk through the biggest sources of deductions: pricing disputes, promotional allowances, and freight claims. They also share how automation helped the distributor track root causes, reduce recurring errors…
How Distributors Use Multi-Sourcing to Avoid Single-Point Failure
In this episode, Lucas and Luna unpack why smart distributors avoid putting all their eggs in one supplier basket — and how they build resilient multi-source networks without bloating inventory. They walk through the 2021 semiconductor crisis as a case study: how a $30 billion automotive distributor got caught with a single-source FPGA contract and lost $400 million in revenue. Then they flip to a distributor of industrial fasteners that diversifies across three Taiwanese and two Mexican mills…
How Distributors Use Vendor-Managed Inventory to Cut Stockouts
Episode 121 of Wholesale & Distribution with Fexingo dives into vendor-managed inventory (VMI) — an approach where the supplier, not the buyer, decides when to restock. Lucas and Luna break down a real example from a regional electrical distributor that cut stockouts by 60 percent and reduced slow-moving inventory by 25 percent using VMI with a major wire and cable manufacturer. They walk through the data-sharing mechanics, the risk of handing over control, and the conditions under which VMI…
How Distributors Use Batch Picking to Triple Warehouse Speed
Episode 120 of Wholesale & Distribution with Fexingo. Lucas and Luna break down batch picking — a warehouse strategy that groups multiple orders by shared SKUs to slash travel time. They walk through a real example: a regional plumbing distributor who cut pick-path distance by 62% and boosted throughput by three times without adding labor. The episode explains the two core methods — pick-and-pass vs. zone batch — and the data trigger that makes batch picking viable: an order profile where 80%…
How Distributors Use Demand Sensing to Anticipate Orders
Episode 119 of Wholesale & Distribution with Fexingo explores demand sensing — a forecasting approach that uses real-time signals like point-of-sale data, weather patterns, and web traffic to predict distributor orders days before they arrive. Lucas and Luna examine how a mid-sized electrical distributor cut stockouts by 40 percent using a demand-sensing platform from ToolsGroup. They walk through the data inputs, the shift from monthly to daily forecasts, and why one VP of supply chain called…
How Distributors Use Freight Classification Audits to Recover Overcharges
Episode 118 digs into freight classification audits — a process where distributors systematically review NMFC codes assigned to their shipments and challenge misclassifications that inflate shipping costs. Lucas and Luna walk through how a mid-sized industrial distributor discovered that 12% of their LTL shipments were rated at a higher class than the product actually warranted, recovering over $47,000 in overcharges in a single quarter. They explain the NMFC classification system, the…
How Distributors Use Minimum Advertised Price to Protect Margins
Episode 117 of Wholesale & Distribution with Fexingo explores the mechanics and strategy behind Minimum Advertised Price (MAP) policies. Lucas and Luna break down how distributors enforce MAP to prevent price erosion from rogue sellers, using the example of a mid-sized electronics distributor that saw gross margins drop 4 percentage points after a MAP violation by an online reseller. They discuss the legal landscape, the role of monitoring software, and how distributors leverage MAP compliance…
How Distributors Use Prepaid Freight to Win Bids
Why would a distributor pay for shipping upfront? In this episode, Lucas and Luna break down the economics of prepaid freight — when it works, when it backfires, and how one mid-sized HVAC distributor used a prepaid-plus-fuel-surcharge model to win a $2.4 million school district contract. They walk through the margin math, the cash flow hit, and the contractual clauses that make prepaid freight a competitive weapon rather than a margin drain. If you've ever wondered why some distributors quote…
How Distributors Use Inventory Slotting to Cut Picking Costs
Episode 115 of Wholesale & Distribution with Fexingo dives into inventory slotting — the science of where you put products in a warehouse. Lucas and Luna break down how a mid-sized plumbing distributor saved 22% on labor by reorganizing 3,000 SKUs based on velocity, weight, and order affinity. They explain ABC analysis, golden-zone placement, and why slotting optimization is a low-hanging fruit for distributors stuck with rising labor costs. Specific numbers and a real-world example make this…
How Distributors Use Lane Rate Audits to Capture Hidden Logistics Costs
Episode 114 of Wholesale & Distribution with Fexingo drills into lane rate audits — the overlooked process that helps B2B distributors spot overcharges in carrier contracts and recover margin. Lucas and Luna walk through how one regional plumbing supply distributor saved $340,000 annually by auditing 12 core shipping lanes and renegotiating accessorial fees. They explain the difference between base rate and all-in rate, why many distributors leave three to five percent of freight spend on the…
How Distributors Use Rebate Automation to Recover Lost Income
Episode 113 of Wholesale & Distribution with Fexingo: B2B Trade, Suppliers, and Channel Partners. Lucas and Luna explore how distributors are using rebate automation to capture income that often slips through the cracks. They break down the mechanics of volume-based and growth-based rebates, the technology stack required, and a real case where a mid-sized industrial distributor recovered an extra $320,000 in the first year. The hosts also discuss the common pitfalls of manual tracking, the role…
How Distributors Use Zone-Based Pricing to Capture Regional Margins
Episode 112 of Fexingo's Wholesale & Distribution show digs into zone-based pricing — the pricing strategy where distributors set different prices for the same product depending on the buyer's geographic region, local competition, and delivery cost. Lucas and Luna break down how a mid-sized building materials distributor used three simple pricing zones to increase gross margin by 6 percentage points in one year without losing a single customer. They walk through the data required to define…
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