In the Mind of a Distributor

In this episode, Benj sits down with Kevin Short, CEO of ORS Nasco, to talk about life as a master distributor, their four acquisitions in the last two years, and what 30+ years in chemicals, plastics, and industrial distribution have taught him about running a resilient business. Kevin makes the case for rethinking how distributors and manufacturers allocate capital. He argues the old advice to &...

In this episode, Benj sits down with Erik Gershwind, Vice Chair of the Board at MSC Industrial, to unpack 30 years at one of the largest industrial distributors in the U.S. and the strategic shifts that defined his 13 years as CEO. Erik walks through repositioning MSC from a "spot buy" supplier known for its catalog and next-day delivery into a mission-critical partner on the plant floor...

Chuck Cohen is back on In the Mind of a Distributor. This time, he's pulling back the curtain on the biggest structural bet in Benco Dental's nearly 100-year history: reorganizing the entire company into three distinct divisions under a new holding company. Chuck breaks down why they made the move, how it's designed to unlock faster growth and higher margins, and what it took to get...

In this episode, Benj talks with Doug and Jack York of Ewing Outdoor Supply about what it really takes to run a successful family-owned distribution business across generations. Doug shares how he scaled Ewing to 250+ locations by betting big on growth while staying true to the company’s roots. Jack brings a next-gen perspective: showing how they’re layering in data, financial discipline, and tech...

In this episode, Benj talks with Paul Kennedy, CEO of DSG, about cracking the code on multi-vertical distribution. Paul reveals how DSG profitably serves towns of 10,000 people by selling electrical, plumbing, HVAC, and waterworks all under one roof—a model that lets them win in markets where focused competitors simply can't make the math work. He breaks down the strategy behind spreading cos...

In this episode, Benj talks with Ali Hasham, CEO and Founder of Revenue Optics, about what it takes to build high-performing inside sales teams in distribution. With nearly 25 years in the industry, Ali shares how he built inside sales organizations from scratch three separate times, scaling teams from a single person to as many as 90 reps. Ali breaks down the playbook he's refined across ele...

In this episode of In the Mind of a Distributor , Benj sits down with Gary Corless, former CEO of PSS World Medical (now McKesson Medical-Surgical), to unpack how the company scaled from a $15M startup pulling orders in shopping carts to a $2B industry leader. The key to that growth was a rich company-wide culture where everyone ( not just sales ) owned the number. Gary walks through how PSS built...

In this episode, Benj sits down with Brian Walker, Chief Product Officer at Grainger, to unpack how one of the largest distributors in the world approaches merchandising at scale. With over 2 million SKUs in their core business and an endless assortment model through Zoro, Grainger’s merchandising strategy is anything but simple. Brian explains how they decide which products to carry, how they use...

In this episode, Benj talks with Larry Stoddard, a distribution industry veteran who's led companies through massive growth phases at Ferguson, Bradco, and RelaDyne.  Larry pulls back the curtain on what private equity partnerships actually look like in distribution: from why PE firms are drawn to distributors, to the real operational challenges of integrating multiple company cultures.  He a...

In this episode, Benj talks with Matt Cohen, President of Replenex, about joining his family business and leading a shift towards a model built around offerings that truly matter to customers and the business. In the first half, Matt shares what it took to align the team around value-added services. The second half gets tactical, covering: what most distributors get wrong about value-added service...

In this episode, Benj talks with Jeff McLendon, CEO and President of Specialty Building Products, about how he scaled the company from $500 million to $4 billion by pairing intentional acquisitions with disciplined organic growth. He unpacks how the two strategies fuel each other and why the operations and people side of acquisitions are just as critical as the financials.  Sharing several example...

In this episode, Joyce Lansdale—Vallen's VP of Enterprise Business Development and Chairman of the Industrial Supply Association Board—shares her deep insights on selling to enterprise customers.  With over 30 years in distribution, she explains exactly what these big clients are looking for, which internal and customer teams have to collaborate in order to have a successful partnership, and...

In this episode, Benj talks with Chuck Cohen, Managing Director of Benco Dental, about what it really takes to build and sustain a growing distribution business over the long haul. Chuck shares the story of growing Benco from $85 million to over $1 billion in revenue. Along the way, he reflects on the decisions that made that growth possible: from how the company thinks about long-term investments...