Distribution Talk

"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...

Companies in every vertical have become acquainted with safety distributors throughout the pandemic. But there's more to this partnership than "just" PPE. Jason chats with Dave White, the purpose-driven co-owner of Quad City Safety in Davenport, IA, about back-to-basics accounting and why he favors educating customers at the expense of recording sales. "A lot of the world operates selfishly," Dave...

Looking for a way to enhance company culture and boost revenue? Mike Mortensen, president and CEO of Alaska Rubber Group based in Anchorage, AK, has a proven solution: an employee stock ownership plan. Jason chats with Mike about his entry-level start in distribution, his company's rapidly expanding physical and digital presence, and why owners of privately-held organizations should look to an ESO...

During this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. Jason recently caught up with Lincoln Smith, chief strategy officer at HMI Performance Incentives .  Although most people associate loyalty incentives with customer programs, now would be a great time to look at shoring up the relationship with internal associates. Distri...

During this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. The August 2020 interview with Lisa Fiore, co-founder and CEO of Landscape Hub , broke all download records for the show. People were intrigued with her ability to apply this digital marketplace to the highly fragmented legacy industry of landscapes. Since the interview,...

If a trade association is only as good as its leadership, then HARDI ––the Heating, Air Conditioning, and Refrigeration Distributors International Association––is very good indeed, thanks to the energetic and innovative direction of CEO Talbot Gee. Jason chats with Talbot about his formula for providing consistent, top-notch value to HARDI members. The equation includes plenty of workforce develop...

In order to compete in business, you need to be willing to change your ways. Jason talks about recruiting and retaining talent in the digital age with Marc Beerman, President and CEO of Beerman Precision in Beerman Precision is a New Orleans based rental, sales and service company focused on the industrial construction market. Marc learned the importance of understanding finances early on from his...

There's no question that artificial intelligence is poised to revolutionize distribution, and incorporating this vital tool is a lot less daunting than it once seemed. Jason chats with Benj Cohen, founder and CEO of Proton AI , about extracting the gold that's buried deep in our systems. From uncovering hidden sales opportunities to onboarding new reps quicker than ever before, AI's ability to dig...