Distribution Talk

You're not alone if you're having a tough time competing against the e-commerce giants. Susan Merlo, digital sales and marketing pioneer and creator of The Digital Distributor , urges CEOs to try a different tact: craft a relationship-focused persona online and power up the e-commerce and CRM assets they already have.  The shift can transform basic online selling into an engine for lead generation...

Robert Mayhew's success story is a case study for younger folks eager to create meaningful careers. As president of Mayhew Marketing Group , he's created a rep agency with a footprint that spans the entire Southwest. Jason chats with Robert about his enthusiasm for entry-level jobs, introducing the next wave of innovators to wholesale distribution's entrepreneurial opportunities, and the mentors w...

If change is the only constant, why do some leaders resist it at all costs? Jennifer Murphy, president of NetPlus Alliance , an industrial buying group based in Lockport, NY, embraces the transformative process, ditching long-standing methods to ensure the future health of her multi-generational family business. Jason caught up with Jennifer to learn more about NetPlus' culture of continuous impro...

You can call Richard Lawless many things––trailblazer, communicator, innovator. Just don't call him ready to retire. This easy-going founder and president is still having too much fun growing the Lawless Group , his decades-old Dallas-based product rep agency.  Jason caught up with Richard to uncover the secrets to his industry longevity, smart talent acquisitions, and successful expansion strateg...

Hollywood loves to cast artificial intelligence as the villain. In reality, AI is more likely to win best supporting character accolades from those in the c-suite, says Nelson Valderrama, founder of Intuilize , the AI-driven firm specializing in helping distributors use analytics to optimize pricing, purchasing, and inventory management.  Jason chats with Nelson about AI's ability to sift through...

On-demand local delivery isn't just for burgers or beer. Matt Lafferty turned a remodeling project a-ha! moment into Curri , a nationwide all-in-one logistics platform best described as the Uber of construction supplies. Jason chats with Curri's energetic co-founder and CEO about the company's serendipitous start, impressive growth, and cost-effective delivery solutions for building materials dist...

If entrepreneurs are known for marching to a different beat, then Jeff Peterson is an improvisational maestro. DT fans may remember Jason's conversation with the CEO of Geneva Supply in episode 21, in which the two discussed growing and expanding that company's footprint. And did he ever! Just as that business started to get predictable, Jeff stumbled upon his next entrepreneurial challenge: Inter...

"I like to say that I was able to put the dot on the "I" of HARDI, which is international," laughs Guitze Messina.  When HARDI, the premiere HVACR distribution association in North America, decided to expand its membership into Mexico, they tasked Guitze with the job. Jason chats with the dynamic executive director of HARDI Mexico about surpassing the organization's boldest growth projections and...

Privately held distributors often stifle growth by confining information to the C-suite. John Cain, president of Wiseway Supply , a plumbing and electrical supplier based out of the Greater Cincinnati-Northern Kentucky area, is passionate about sharing intelligence with folks inside his organization and out. Jason chats with John about transparency as a precursor to innovation, the value of extern...

When was the last time curiosity got the better of you on a business trip? In this rare solo episode, Jason explores roads less traveled. Literally. The world has reopened. Airports are busier than ever. Calling on clients is what business travel is all about, but is there room in your schedule for unexpected experiences?  It doesn't take much (if any) planning to get off the beaten path for a few...

The last few years have tested even the strongest links in our supply chains. Increasingly, master wholesalers have stepped in to reinforce weakened networks, acting as inventory buffers and partners in category optimization. Larry Davis, CEO and founder of AgoNow LLC , chats with Jason about his role as an industrial master wholesaler and channel solutions provider.  Master distribution was born...

Government contracts aren't for the faint of heart. Rick Lamb, marketing manager with Frank's Supply in Albuquerque, NM, understands the arduous truth of that statement better than most. Jason chats with Rick about the complexities inherent to General Services Administration (GSA) certification and why it might make sense for other suppliers to jump through those hoops. When Frank's found itself i...

Welcome back for part 2 with the Bader boys, Jason's in-depth look at his family's distribution business with patriarch and founder of Acme Construction Supply Co, Inc. , Dick Bader, and younger brother Jordan, the company's current president and CEO. As they wrap up their visit,  Dick and Jordan reveal the fundamental principles that have supported Acme's thriving culture and growth initiatives....

Milestones are a part of the distribution business and, as it turns out, podcasting. What better way to celebrate Distribution Talk's 100th episode than with a combo of sorts––equal parts company case study and oral history. Jason corrals family patriarch and founder of Acme Construction Supply Co, Inc. , Dick Bader, and little brother Jordan, current president and CEO, for an insider's look at th...

Customer messaging has always been a numbers race––and distributors that use 21st-century strategies to connect with and convert their target markets occupy pole position. Pierre Barbeau, president and co-founder of Moblico Solutions , says it's never too late to implement a mobile engagement plan specific to your vertical. Jason caught up with Pierre to discuss adding value to inbound and outboun...

The past is always present at Industrial Supply Company , thanks to a treasure trove of historical documents dating back to 1915. While the Utah-based company's 106-year heritage is impressive, Jessica Yurgaitis has no intention of dwelling in the dust of the organization's bygone era, even if the history major in her loves posting those old handwritten letters and sales slips. Jason chats with th...

Continuity is an underappreciated aspect of ownership transition. Ben Whitlock, president of Mobile Fixture, a kitchen and restaurant supply wholesaler based in Mobile, AL, followed that game plan to the letter when he and three partners bought out the company's longtime owner.  Jason caught up with Ben to discuss drafting a protracted transition process into the buyout deal, maintaining organizat...

Want to know the secret to promoting a vibrant, growth-oriented company culture? Forget about the pingpong table in the breakroom. Bill Condron, CEO of Boston-based The Granite Group , says it starts with doing right by your associates and customers––even when no one's watching.  Jason chats with Bill about his approach to bottom-up employee engagement, his company's aggressive expansion strategy,...

Associations have long touted in-person events as a critical benefit of membership. However, in the wake of the pandemic, folks have grown more discerning about their time––and what they do with it. Molly Alton Mullins, CEO of SEVEN12 Management , helps these organizations amplify their impact through innovative engagement. Jason chats with Molly about how her company enhanced its value propositio...

Visionary leaders chart a course to the C-suite with layovers in multiple departments, creating a culture of innovation throughout their organization along the way. Jason chats with Jameel Burkett, president and CEO of Burkett Restaurant Equipment & Supply in Toledo, OH, about supporting the pursuit of growth and learning, giving back to the industry through association advocacy, and revitalizing...

Troy Meachum of ACR Supply isn't afraid to share his religious beliefs. While some might consider such transparency a recipe for disaster, ACR's chief encouragement officer makes a case for sincere faith-based leadership. Jason chats with Troy about integrating his religious convictions into everyday operations and how those beliefs have impacted employee morale, customer satisfaction, and the com...

Whether you call it pot, grass, marijuana or nothing at all, it's impossible to ignore the cannabis industry's rapid transition from undercover operation to legitimate vertical, one with more conflicting regulatory statutes and distribution challenges than possibly any other. Joy Hudson, founder and CEO of Nimble Distribution in Portland, OR, parlayed her success in the traditional medical supply...

Having trouble finding a candidate to take over once you've left the business for good? You needn't confine succession planning to family members or fellow C-suite occupants.  Jim Daniels, president and chief operating officer of Mid-State Sales in Columbus, OH, says the key to a successful strategy is to consider rising stars both in and outside your organization. Jason speaks with Jim about crea...

Want to optimize talent, foster innovation, and inspire loyalty amongst your staff? Diane Dye Hansen, chief management consultant at What Works Consultants, Inc., says the secret begins and ends with your company culture. Too often, however, companies settle for buzzwords rather than developing a vision statement with input from all. Diane joins Jason to discuss cultivating a healthy, productive w...

If you haven't considered a credit union as your next commercial lending partner, you're not considering all the options. Mark Ritter, CEO of Nu Direction Lending , specializes in bringing traditional business financing to the credit union market, keeping the focus and funds local. Jason chats with Mark about what makes the credit union relationship unique and how wholesale distributors can benefi...