Distribution Talk

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...

When Tyler Yelland, vice president of sales and marketing at Primco , approached the company's president, Cam Overacker, about starting a podcast, the pair quickly realized the show's potential beyond sales. Jason chats with the Canada-based duo about telegraphing Primco's company culture via Know Where You Stand (KWYS), their trendsetting podcast in the ordinarily conservative floor covering indu...

Reports of massive employee turnover and dissatisfaction are everywhere––except at Stafford-Smith, Inc. Jason chats with David Stafford, third generation president and CEO of the Kalamazoo-based foodservice equipment distributor, about his company's remarkable retention rate. With 19 locations across 11 states and an overwhelmingly Millennial workforce, Stafford-Smith's culture of loyalty flourish...

Why would anyone spend 97 days on the road visiting 34 privately-held distributors in the middle of a pandemic? To champion the noble cause of distribution, of course! Jason catches up with Dirk Beveridge, fresh from his We Supply America tour. Beyond the business strategies and innovation beats the heart of this industry: humanity. Dirk shares some of the people-powered stories he captured during...

Looking for concrete steps to ease the effects of languishing and regain mental fortitude? Jason and Paul Reilly, speaker, trainer, author, and host of the The Q and A Sales Podcast break down six exercises anyone can implement to improve mental resilience, regardless of company role, industry, or location.  Whether you're in the C-suite or the cold-call trenches, there's no question that the chal...

How honest have you been with your team about their mental health? How honest have you been with yourself? Jason joins business partner Marshall Jones to address mental well-being in the time of COVID from an organizational and personal standpoint.  The pair discuss anecdotal evidence, offer insights from their conversations with clients, and provide tools leaders can use to create a more empathet...

To say Jeff New has earned his upcoming retirement after 40 years at the helm of Mid-City Supply out of Elkhart, IN, is an understatement. His legacy includes expanding the company from one location to nine and the staff from 35 employees to 130. Before he hands the keys to his sons, Jason chats with Jeff about the industry relationships that have helped Mid-City weather growing pains, multiple re...

In an industry stacked with exemplary role models, Shannon Worthington stands among the very best. As president of Dixie Construction Products based in Atlanta, GA, his stewardship extends beyond the company and his era at the helm. Jason chats with Shannon about his commitment to fostering reciprocal relationships and setting the stage for seamless leadership transitions.  Shannon began his caree...

It goes without saying that Mike Adelizzi, CEO of American Supply Association , hopes to never again face a test like the COVID-19 pandemic. Still, the crisis thrust distribution into the spotlight; Mike's not about to let all that attention go to waste.  Jason chats with this innovative association exec about serving the plumbing and PVF distribution community through advocacy, education, and pla...

Navigating the current supply chain crisis requires adaptability - and intelligent math . Jason's friend and business partner Marshall Jones asks the questions this time around as the pair chat real-time challenges and opportunities. Jason's simple equation for calculating customer profitability coupled with his tips for strengthening the relationships that matter will help distributors avoid cost...

"You better be thinking towards the future, or you're going to get left behind."  -Kathryne A. Newton, Ph. D How do you manage the generational divide within your company? Kathryne A. Newton, Ph. D., may not have all the answers, but she does possess more than enough intel to coax groups toward more productive communication. Whether those conversations happen face-to-face, through email, or via te...

"We started to create a strong bridge between inside and outside of the house; we were realizing that we needed to make both pieces great."  -Andrew Hartman Teams flourish under teachable leaders. For proof, look no further than Andrew Hartman, president of Hartman Independent Company based in Canonsburg, PA. As the third-generation  decision-maker, his conscious efforts to remain open to new idea...

"The answers don't always come from me; I am asking you for the answers, and I'm asking you to find those answers and to drive change yourself." -Jamie Arguello Could your team pass the litmus test? If you left your distribution business in their hands for four weeks, five, six, would the shop survive in your absence? Jamie Arguello has the real-life data to prove that her business wouldn't simply...

"A distributor is very much about micro marketing; [ ] they win the battle one customer in one relationship at a time." -Steve Deist Distribution has a PR problem. Longtime listeners will no doubt recognize that phrase as one of Jason's favorites. The lament takes aim at the industry's lackluster attempts to attract fresh talent, anyone who hasn't grown up in a family business and, therefore, rema...

"Pick the right system for yourself... At some point, you trust your judgment and whoever you're working with that,'okay, this is gonna work.'" -AJ Maloney AJ Maloney has weathered a lot of changes - as has the family business he once guided. While this former vice president of Coburn Supply in Beaumont, TX, may have passed the baton onto the 4th generation of leaders, he still has plenty of sage...

"One of my clients put it in a really great way. He said, 'Get your arms around the day before it gets its arms around you.'" -Jason Bader Want to sleep better tonight? Sure, it's an odd opener  - until you think about all the nagging issues that keep managers (especially new ones) up at night. In this episode, Jason flies solo, sharing his favorite tips for building a solid day-end routine regard...

"We're always learning. Our customers are teaching us. They are tremendous professors." -Patricia Bible Throughout the pandemic, restaurants have received much of the press. But what about the suppliers behind the pizza joints, Thai carry-outs, and doughnut shops? How are the distributors fairing? Well, at least one of them is thriving through tough times. Patricia Bible, owner and CEO of KaTom Re...

"Now you're able to offer your customers something that will financially protect them from what you know is a potential expense, but they view as a non-expense down the road." -Rich Danchisin If you've listened to the podcast for a while, you know that distributors who can teach a contractor how to make more money foster loyalty for life. The challenge is finding opportunities that don't squeeze a...

"It's very hard to get them to go along with it, to try the new idea, the new way of doing it. Now, once they try it, generally, they'll say, gosh, this is good!" -Gordon Graham After years of using Gordon Graham's methodology to power The Distribution Team, Jason finally sits down for a one-on-one with the man who revolutionized an industry.  Known for his integrity and easy-to-understand logic,...