Distribution Talk

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 survive; it would thrive. We're revisiting a conversation Jason had with the CEO of Grady's Foodservice Equipment & Supplies in Pueblo, CO, as we emerged from t...

Professional vulnerability is a hallmark of outstanding leadership. That said, there's a reason so few leaders possess the characteristic: it's uncomfortable at best; terrifying at worst. Alison Bencsik, CEO of BAI Electronic Systems Distributors , a professional and commercial audio, video, and lighting supplier in Ocala, FL, doesn't know any other way to succeed. She's transformed vulnerability...

Your high-potential targets and most valuable accounts are hiding in plain sight. Bob Jordan and Donnie Williamson, vice president of analytics and analytics manager, respectively, at Modern Distribution Management (MDM) , have the tools and expertise to help you locate them.  Jason chats with the pair about MDM's methodology and how it transforms reams of product, sales, and customer intel into v...

Richard Crifasi may have the finish line in sight, but he's not ready to leave the track just yet. Even after decades in industrial and electrical supply distribution, he still gets a charge out of solving everyday customer problems and plotting long-range company goals.  Jason chats with his old friend about his circuitous career path and current role as a safety consultant, his perspective on wo...

Do you have a written step by step plan for what to do when you decide to transfer or sell your business? Do you know the best way to structure the transaction legally? How to minimize tax liabilities? To do the best by your family and employees? That's where The Center for Financial, Legal & Tax Planning comes in. Roman Basi is an attorney, CPA, real estate broker, and title insurance agent at th...

How do we provide more value to the members? It's the question at the forefront of every Association executive's mind. For Brendan Breen, President at Industrial Supply Association (ISA), the answer is to be the best networking association in the industry. And that strategy has paid off! At this past year's convention, ISA got creative with how they delivered on the networking promise, adding a go...

Tim O'Keeffe is a work in progress, and proud of it. Under his leadership at Huyett (formerly GL Huyett), the fastener company has expanded from a distributor-only business to a manufacturer and master distributor. In the process, Tim's management style has shifted from dictator to democratic, and the company's culture has never been better.  Jason chats with the affable CEO about his leadership e...

When it comes to the lingo and logistics of wholesale distribution, bottled water and pre-packaged power snacks aren't that far removed from fasteners or PVC fittings. So says Chris Smythers, president and CEO of Merchants Grocery Company , a leader in the convenience distributors industry.  Jason chats with Chris about the challenges of convenience supply management, the value of striking out on...

Mike Franz wants small and mid-sized distributors to win more business in the e-com space. As founder and CEO of iNSUPPLi , the fastest-growing mobile app for sourcing industrial and MRO supplies, he believes that "the little guys" can beat goliaths like Grainger and Amazon all day long in the local marketplace––with the right tool.  Jason chats with Mike about his app's ability to forge B2B conne...

David Gordon turns insights into actionable strategies for his distribution and manufacturing clients. With data at the ready and a wealth of experience to draw from, the founder of Channel Marketing Group shares his views on how COVID-19 is reshaping everything from C-suite occupancy to acquisition game plans to loyalty programs.  Jason chats with David about early-career successes, the impact of...

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, remains clueless to all that distribution offers.  Steve Deist, chief operating officer of Ewing Irrigation , agrees. He chats with Jason...

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 text is another matter.  Self-professed generation geek Jason invites Kathryne to bust the cohort myths that ge...

One of the best pieces of advice for finding success in any industry is to drill down into a niche. Gabriel Curry has supersized that axiom, creating several highly successful distribution businesses ( Fuelbox Industrial , Authorify , Green Dynamix ) to support smaller, often overlooked verticals. Jason chatted with Gabe about his approach to researching new entrepreneurial endeavors, delivering c...

Whether you're in the C-suite or the cold-call trenches, there's no question that the economic challenges we are facing are extensive––and exhaustive.  It's an excellent opportunity to visit Jason's conversation with Paul Reilly, speaker, trainer, author, and host of The Q and A Sales Podcast . Paul breaks down six exercises you can implement to improve mental resilience, regardless of your compan...

The way teams work has certainly changed since 2020. Even legacy distributors now rely on modes of project planning and communication that seemed unthinkable just a few years ago. Where in the world that talent works might be the next frontier worth exploring. Anna Shcherbyna, founder and CEO of Remotivate LLC , helps companies cast a wide net to attract A-list remote hires, saving her clients tim...

Not many privately-held wholesale distributorships last long enough to welcome a fourth generation into the fold. Doug Young, CEO and chairman of Behler-Young , an HVAC distributor based in Grand Rapids, MI, doesn't take that longevity or the organization's future for granted. He's landed on a formula to translate century-old core values into a roadmap for 21st-century excellence.  Jason caught up...

You better come prepared when tapped to refresh a stalwart cooperative of independent distributors in the industrial and construction supply channel. Good thing Bill Ward, CEO of Evergreen Supply Network (formerly Evergreen Marketing Group), has a game plan loaded with offense. But like any good coach, he's careful not to reveal his best plays all in one go.  Jason chats with Bill about the exciti...

Ready for the AI revolution? That question seems quaint in the wake of apocalyptic scenarios flooding our social feeds. Like it or not, the pin had already been pulled from this grenade long before ChatGPT and BARD AI made headlines. So now what?  Nelson Valderrama says there's no need to run for cover. Instead, the founder of Intuilize has a message for distributors: ditch the dread and embrace a...

Yates Hudson wasn't looking for a second act. After 32 years with the same company, he got one anyway. Yates owes his successful pivot to general manager at Phoenix Fastener & Supply , a division of Birmingham Fastener, to an interest in roles beyond the IT department for which he was hired fresh after graduation and networking outside the company.  Jason chats with Yates about building a career i...

Trust. It's a quality that's difficult to quantify but impossible to do business without. What differentiates good from truly great distributors is their ability to cultivate trust on a sales call, at the counter, and anywhere there's a customer-centric interaction.  Natalie Doyle Oldfield specializes in helping organizations build, manage, and protect their trust equity. Her book The Power Of Tru...

Cory Anderson cracked the code on customer stickiness by writing his own rules. As president of M&A Supply based out of Nashville, this third-generation leader has gone all-in on providing a peak customer experience in the hyper-competitive HVAC vertical. Jason caught up with Cory to discuss his company's technology journey, the goal-setting tool it relies on to manage growth, and why M&A invests...

Implementing a new pricing strategy takes work. That's probably why many distributors avoid the project altogether. Worse, executives might invest big money in a pricing tool only to cut back on (or omit completely) supportive change management initiatives that ensure organizational endorsement. Scott Sinning, CEO of Pricing For Distributors, has parlayed his corporate success into an entrepreneur...

Raise your hand if your sales team still relies on spreadsheets to organize tasks, treating CRMs like glorified Rolodexes, and tracking changes to a client's buying pattern from memory. You're not alone. Too many distributors are in the stone ages regarding their sales process, says Chris Van Ittersum, CEO of Workd , a cloud-based distribution software platform. Jason chatted with Chris about empo...

Like many next-gen trailblazers in the distribution space, Zac Jones, founder and CEO of PartsClub , grew up in the family business, surrounded by its potential and pain points. But rather than keep his success in-house, he's now offering an e-commerce platform for all, helping buyers and sellers connect virtually over quotes and orders without revenue-costing delays.  Jason caught up with Zac to...

Childhood interests don't often fuel "grown-up" careers. Enter Edward Boss, founder and CEO of Riteks, Inc. , a chemical distributor in Houston, who parlayed his passion for chemistry into lucrative corporate positions and, eventually, a string of successful entrepreneurial endeavors. Jason chats with Ed about the influence mentors have made throughout his career, the benefits of association membe...