Cover Story: Rescue Team

Specifically, the cataloger sets out to clarify the differences in features and price. “You could compare the various brands all on one shelf,” Moyer says.

The catalog now features Conney’s own private label brand as well, Conney Direct, another tactic Moyer and Wessner had success with at J&L. Also appearing on Conney’s Web site, the house brand accounts for roughly 850 SKUs. Calling it a “critical piece of most well-run B-to-B distributors,” Wessner believes Conney’s scale of products lends itself well to a private label brand.