AI for Distributors: 2025 Review and 2026 Preview
December 17, 2025, 9 PT/12 ET
Real Use Cases and What’s Coming Next
This session highlights the most effective AI examples distributors put into practice in 2025 and provides a clear look at the capabilities gaining traction for 2026. The discussion draws from our webinars, AI News & Gurus episodes, and direct conversations with distributors to show how companies improved efficiency, sales productivity, pricing, and customer experience with AI they are using today.
You’ll also see early insights from the new State of AI in Distribution survey, offering a forward-looking view of the tools and approaches distributors expect to adopt next year.
What you’ll learn:
- Practical AI use cases distributors deployed successfully in 2025.
- Examples of automation in sales, operations, pricing, and service.
- Early findings from the 2026 State of AI.
- AI capabilities distributors plan to implement next.
- How leadership teams are preparing for next year’s roadmap.
Who Should Attend
This session is ideal for distributor executives, sales and operations leaders, pricing and analytics teams, technology and digital leaders, and anyone responsible for planning next year’s strategy and roadmap.
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Ian Heller
Co-Founder & Chief Strategy Officer, Distribution Strategy Group
Jonathan Bein, Ph.D.
Co-Founder & Managing Partner, Distribution Strategy Group
Brian Hopkins
Chief Operations Officer, Distribution Strategy Group
About our speakers:
Ian Heller
Co-Founder and Chief Strategy Officer, Distribution Strategy Group
Ian Heller joined Grainger as a part-time truck unloader in college and left fifteen years later as the VP Marketing. Since then, he's held senior executive positions at four other publicly-held firms, consulted with dozens of distributors, and continues to write and speak extensively on how AI, strategy, channel evolution and other major trends affect the industry. Ian holds a B.A. in History from Roosevelt University and an MBA from the Kellogg School at Northwestern University.
Jonathan Bein, Ph.D.
Co-Founder and Managing Partner
Jonathan Bein Ph.D. has worked with over 100 distributors to apply advanced analytics and AI to improve customer experience, define value proposition, estimate sales potential and create digital strategy.
Brian Hopkins
Chief Operating Officer, Distribution Strategy Group
Brian Hopkins is recognized for his expertise in customer service and operational efficiency within the industrial distribution sector. His career trajectory showcases a series of impactful leadership roles, marked by innovation and strategic growth.