Distribution Talk

Hot on the heels of a real life internal fraud disaster for one of his clients, this episode is top of mind for Jason. Listen for actions you can take right now to protect your business. Movies portray embezzlement as a big-money, high-flying romp. Fact is decidedly different than fiction—and surprisingly common!  Jason dives into the realities of pink-collar crime with Kelly Paxton , a workplace...

Want to know a time-tested business secret? Commitment to the long game always pays off. Vic Wilson is a virtuoso practitioner of that adage. Decades before immigrating to the US and taking over as head of sales at voestalpine Böhler Welding , the Canadian-born Wilson was busy forging relationships across the country.  Jason caught up with Vic to discuss what it means to build a successful 35-year...

Most AI conversations revolve around the tech. That's understandable, given its computational superiority and unlimited potential, especially when applied to distribution. Nick Pericle, Vice President of ProfitOptics , engages in more expansive discussions, complete with sessions of task-oriented, experiential learning. Jason caught up with Nick to learn about ProfitOptics' experiential approach t...

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. Calling on clients is what business travel is all about, but is there room in your schedule for unexpected experiences?  Are you open to making mundane travel more magical this time around? CONNECT WITH JASON LinkedIn *** For full show notes and servi...

Leading with compassion is one thing (and a good thing at that). But what if whole departments ran on a standard of sensitivity and genuine emotional concern for the people in their care, be they customers or employees? Before leaving The Granite Group to start her own consultancy, Tracie Sponenberg held the title of Chief People Officer. She's credited with shifting the company's human resources...

Pop quiz: What does CRM stand for? Brian Gardner says there's more to the acronym than  customer relationship management. He's the Founder and CEO of SalesProcess360 , a consultancy that helps distributors secure greater ROI from their CRM.  Jason caught up with Brian to learn more about the company's "reverse order" approach to picking the perfect CRM. They explore the differences between ERPs wi...

Relationships drive distribution. The theory holds up even as automations and AI integrations infiltrate every aspect of business. But how do personal affinity and an enduring professional alliance actually work in practice?  Darin Arnold has decades of experience forging relationships. As president of Sales Northwest, Inc., a manufacturer's rep based in Seattle, WA., he's charged with balancing t...

Conversations often go sideways when the topic turns to AI. Most of the anxiety stems from widespread misunderstanding about the activities this tech can and will eventually execute.  Brooks Hamilton is the guy that C-suites rely on to cut through the chatter. He's the CEO of Hamilton AI Strategy Advisors , a development service specializing in artificial intelligence for distribution. Jason caugh...

Career pivots don't always happen on impulse or as the result of a 180º turn. More often than not, change occurs slowly until the protagonist finds themself in different but not unfamiliar territory.  That's the story with Steve Bailey, president of Bailey Safety . He parlayed a successful career in his family's distribution business into a lucrative safety consulting and training venture. Jason c...

Margins are slim for small distributors, especially in the food service industry. So, how does a local supplier take advantage of bespoke technology solutions without breaking the bank? Chris Elliott has the answer. He's the co-founder and head of new business development at Kimelo by Cheetah Technologies, an elegant eCommerce platform that's purpose-built for food distribution.  Jason caught up w...

Team training is hit-or-miss. Businesses either choose a generic version that doesn't directly address their industry or a vertical-specific program that's so complex the team fails to fully implement it.  Jeremy Wall has a simple solution. He's the co-founder and CEO of GoalMakers , a learning platform that bills itself as the 10-week MBA. Jason chats with Jeremy about the company's ongoing evolu...

Want to know a hiring secret? A self-directed development strategy can help you attract and retain top-notch talent in today's transient employment climate.  J Carlton Harwood, a consultant and 30-year vet of Ferguson Enterprises , believes that staff success isn't acquired through mandatory coursework. Instead, he champions a "hands-off," self-directed model. Give employees autonomy and an enviro...

The future of HVACR distribution is already here. But if your company is solely focused on the impending changeover to more eco-friendly components, it's missing out on future-proofing the industry's workforce. Rhonda Wight is miles ahead on both fronts. As CEO of Ohio-based Refrigeration Sales Corporation (RSC), she believes that developing next-gen talent is everyone's job.  Jason chats with Rho...

If your C-suite isn't entertaining conversations about artificial intelligence, is it interested in profitability? Perhaps that's not a fair assessment. Maybe the C-Suite just needs a crash course in what the technology can do for distribution.  Justin J. Johnson, founder and CEO of  Motivate AI, is the perfect spokesperson for the job. Jason caught up with Justin to learn more about Motivate AI's...

It's the one hot topic in business that never seems to go away… PRICING. If you haven't addressed your company's pricing plan in a while, Dave Roller says you're leaving good money on the table. As president of Profit2 , Dave has built his career helping distributors optimize their strategy - even against e-conn's biggest names.  Though this conversion was recorded in 2020, it's as relevant as eve...

Conventional business wisdom holds that everyone wants to join the marketing team; no one wants to work in sales anymore.  Dr. Lee Allison rejects this defeatist attitude and the generational stereotypes that often accompany it. As Professor of Engineering Technology & Industrial Distribution at Texas A&M University , she has a literal front row seat to the rise of GenZ and Gen Alpha––and all repo...

Selling your company is one of the most challenging aspects of owning a business. Longtime colleague and Distribution Team Senior Advisor, Marshall Jones knows the mental, emotional, and procedural challenges well. Those experiences put him in a unique position to assist other sellers through the process.  Jason and Marshall review a client case study highlighting critical aspects of securing a su...

Returns, warranties, and repairs are a headache for distribution. Much of that pain stems from the antiquated systems that most companies still rely on to process their returns. Alex Witcpalek, founder and CEO of Continuum.ai , recognized the optimization potential of this largely overlooked in-house activity and created the first B2B returns network for distributors and manufacturers.  Jason caug...

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. T...

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 the family business. Like all epic tales, this one comes complete with plot twists, sibling rivalry (of the genial kind), and a cliffhanger. CONNECT WITH JASON LinkedIn CONNECT WITH DICK LinkedIn CONNECT WITH JORDAN LinkedIn ***...

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...

Buzzwords can shut down conversations quicker than their end users care to admit. But, when Edward Kuo employs terms like "collaborate" and "innovate" to describe his role as executive director of the Commercial Vehicle Solutions Network (CVSN), he can back them up with decades of association experience and a successful track record of advocating for an entire industry, not just the members of his...

An enterprise resources planning (ERP) system is great…until it's not. But, before you sign on the dotted line for your first warehouse management system (WMS), have you given serious (and honest) thought to how your growing pains might manifest in that pricey new platform?  Casey Winans has. He's the founder and CEO of Fullstride , an independent advisory firm purpose-built to ensure smooth trans...

You've defined the company's core values, but have you gotten specific about the behaviors that support those lofty goals? Brian Blaushild, the president of Famous Supply , has, and his commitment to these fundamentals is reflected in the company's superb culture.  Jason caught up with the fourth-generation leader to learn more about the Famous 40 Fundamentals and how those principles have impacte...

There's a reason for all the chatter around artificial intelligence on Distribution Talk: early adopters gain a competitive edge that's hard to beat. Jason Bader welcomes Jason Sullivan, founder and CEO of Distro AI , to expand on the AI conversation.  They discuss Distro AI's process for leveraging vast amounts of raw data (think: key industry insights and thousands of product SKUs) to create rep...