The MDM Podcast

S7E6: Inside Ludwig Meister's Continuous Transformation

Tom Gale chats with Max Meister, the CEO of Germany-based power transmission products distributor Ludwig Meister, a family-run company that took an inside-out journey to transform its operations over the past decade.

S7E5: The State and Benefits of Product Data Standardization

In this MDM Podcast, our analytics manager interviews ETIM North America Executive Director Mary Shaw, who provides expert insight into the current state of data standardization for manufacturers, distributors and end users. The discussion explores the benefits of standardizing product data and taking the next step into your data journey.

S7E4: Fragmentation isn’t Just Sector-Wide, it’s Within Each Market

We all know the distribution sector is highly fragmented, but to what extent? A chat with McKinsey partners Alex Abdelnour and Kevin Sachs dives into the state of fragmentation within various markets and the factors that separate leading distributors from laggards.

S7E3: The Evolving Role of Associations & Buying Groups

Ranga Bodla, NetSuite's head of Industrial Marketing, stops by to discuss how the role of distribution associations and buying groups has evolved over the past decade — particularly from 2020 onward — and his company's newly-launched initiative to better support those groups with education and networking opportunities.

Quicktake 07.22.22: Innovation from Major Deals Challenges PE Playbook

Mike Marks and Tom Gale explore the impact of recent landmark acquisitions and how the mission of strategic deals runs counter to that of private equity.

S7E2: What Sustainability Looks Like at Ferguson

Ferguson's Vice President of Sustainability discusses the plumbing, PVF and waterworks distribution giant's bold emissions reduction goals and what it will take to reach them, as well as Ferguson’s now-completed primary listing move from the London Stock Exchange to the New York Stock Exchange and what it means for the company. Sponsored by Epicor

Quicktake 07.15.22: Distributors' Strong Growth Persists Despite Contrary Noise

Our latest QuickTake podcast focuses on the importance of maintaining perspective and paying attention to actions and tangible data, rather than taking broad economic downturn talk at face value.

S7E1: Successful Customer Engagement Strategies

Monique Elliott, Senior Vice President, Global Marketing, Industrial Automation for Schneider Electric, explores successful customer engagement strategies in an increasingly distracted world. Not only crafting an effective customer experience – digital and otherwise – but as importantly how to help your own team overcome the internal challenges and develop a digital-first mindset and culture.  

Quicktake 06.24.22: Transparent Communication vs. The Grapevine

Communication was the central topic in the latest Quicktake podcast featuring MDM's Tom Gale and IRCG's Mike Marks, as the two dug into what transparency really means.

Quicktake 06.17.22: Volatility, Uncertainty, Chaos and Ambiguity

Quicktake 06.17.22: VUCA Revisited – Focus on the Important

VUCA, unfortunately, has become a well-known acronym among business leaders since early 2020. MDM's Tom Gale and IRCG's Mike Marks explore where things stand as a swath of pessimistic economic reports have fueled even more volatility, uncertainty, chaos and ambiguity.    

Quicktake 06.03.22: Economic Forecast and A Popcorn Shortage

The latest on the outlook for second half of the year for distributors, ways to manage inventory and inflation volatility, and a popcorn shortage. In this weekly review of current events and themes in distribution channels, Tom Gale & IRCG’s Mike Marks cut through the noise to share thoughts on what’s important, what’s not, and a peak around the corner on what really matters in creating value for customers.    

S6E18: NAHAD Ensures its Hard Working Members Get to Play Hard

During the recent NAHAD Convention May 14-17 in Miami Beach, MDM Editor Mike Hockett was able to sit down with NAHAD Executive Vice President Molly Mullins for an interview to discuss the key factors that went into planning this year’s event, why members like attending it and being a part of the association, as well as how those members are handling market challenges.

S6E17: Distribution Marketing Insights with Sheila Hernandez

Summit Electric’s Vice President of Marketing and Supplier Relations Sheila Hernandez’s latest role in leading the company’s marketing efforts includes category management, supplier relations, digital presence and customer lifecycle. We talk marketing plus her contributions to the industry over 35 years with her generous leadership and mentorship.

S6E16: The Power of Independent Distribution

At the age of 19, Doug Savage, President of Bearing Service, Inc., unexpectedly took over running the distribution company his grandfather started. In this podcast, Doug talks about his passion for education, his early adoption of the Entrepreneurial Operating System, the opportunities for independent distributors ahead, and his many leadership roles across a 47-year career. Sponsored by Epicor

S6E15: The Mandate for Hybrid Sales Models in Distribution

Gartner’s Maria Boulden, Mike Marks of Indian River Consulting Group and Tom Gale tackle all things sales transformation: Massive shifts in customer buying behavior, digital-first go-to-market strategy, supplier partnerships and the new sales skills needed to compete, including situational awareness, data literacy and digital dexterity.

S6E14: From its Expo, We Go Inside Fastenal With Dan Florness

Fastenal CEO Dan Florness and MDM Editor Mike Hockett chat from the company’s recent Fastenal Expo about the company’s considerable digital growth and how it’s continued to find ways to become closer with its customers. We also touch on Fastenal’s manufacturing capabilities, how the company is addressing labor and lessons learned from the pandemic. Sponsored by Epicor

S6E13: Redefining Leadership in Distribution

Dirk Beveridge, founder of UnleashWD and executive producer of We Supply America, and Tom Gale talk about research into the changing nature of leadership post-Covid. We also touch on  Dirk’s mission of telling the stories of wholesale distribution teams across America – the spirit, the heart, the humanity of what has built the strongest and most resilient economy in the world.

S6E12: Perspectives on Canadian Jan-San distribution channels

Tom Fournier, president of Shade’s Mills Group, a sales strategy consultancy based in Cambridge, Ontario, shares insights from a career managing sales channels in Canada and the U.S. with an international jan-san products manufacturer. Topics discussed include unique sales coverage characteristics of Canadian markets, and recent shifts as the sector has commoditized and targeted by Amazon Business and other non-traditional competitors.

S6E11: Channel dynamics, the value of distribution, sales and leadership

Chester Collier, Walter Senior Vice President, shares four decades of international sales management and business development experience across industrial distribution channels. Collier is deeply passionate about the value of distribution and leadership. We discuss the current state of channel dynamics and ways in which sales management has and has not changed in the face of rapid change the past few years.

S6E10: Sales transformation 101 with Mike Marks

IRCG’s Mike Marks talks with Tom Gale about core elements of sales transformation, distilling six years of research from distributors innovating their sales process to a more profitable model. We preview our virtual Sales Transformation Bootcamp series this spring and outline the three keys to successful sales transformation: Benchmark current state, rethink the process, execute the change.

S6E9: Global Industrial CEO Barry Litwin on 2021 financials and strategy update

Global Industrial is investing in key strategic initiatives, in sales, marketing, private brand, digital transformation and distribution, that they believe will drive sales, including its new NASCAR partnership. Litwin discusses 2021 financial performance, the critical importance of B2B e-commerce to Global’s strategy, and where the industry is headed in 2022.

S6E8: John Gunderson, EpaCube Vice President, on growth levers in 2022

We catch up with John Gunderson to learn what he’s hearing on how 2022 is shaping up and ways executive teams are managing inventory, pricing, margin expansion, digital and more. With a 20-year career in distribution sales and marketing, John has one of the most extensive networks across distribution verticals, including electrical, datacom, general-line MRO and construction supplies.

S6E7: Tony Pericle, ProfitOptics CEO and founder, on the power of analytics for distributors

Tony Pericle started in distribution sales 204th out of 207 sales reps. Three years later he ranked in the top 25. After increasing sales, marketing and margin management leadership roles, he formed ProfitOptics in 2008 and has been passionate about how distributors can use analytics and technology to make better decisions. We discuss prescriptive analytics, AI, workflow automation, profit optimization and more.

S6E6: Motion Industries President Randy Breaux breaks down the Kaman Distribution Group acquisition

Randy Breaux shares details on how the deal came together, synergies and future growth opportunity in this deeper dive into the $1.3-billion transformative acquisition combining the No. 1 and No. 3 power transmission/motion controls distributors in North America. The combination of the two companies is estimated to generate $7.8 billion in pro forma 2022 revenue.

S6E5: Larry Davis, AgoNow CEO, on the mandate for digitizing the customer journey across industrial channels.

Larry Davis has strong opinions on change and opportunities to make the supply chain work more effectively as customers have moved quickly to digital procurement. We discuss hybrid sales roles, the power of digital content, value creation and the era of collaboration that is defining new models of competitive advantage going forward.

S6E4: Interview with Avnet's Peggy Carrieres on solving inventory issues and designing for manufacturing

Peggy Carrieres has worked more than 20 years in the semiconductor industry, including the past six at global electronic components distributor Avnet. An expert in supply chain issues, customer management contracts, pricing negotiations and other industry elements, Carrieres talks about how distributors can ensure a financially healthy inventory mix while working with customers to enrich end-to-end design functions.

S6E3: Interview with Factrees CEO Keith Williams on its network platform and distribution marketplaces

After a career leading digital transformation for large distributors and B2C firms, Williams launched networking platform Factrees to digitize and modernize distributor-rep-manufacturer relationships. Think ‘LinkedIn meets a dating app’ to streamline how industrial/construction products sellers find sourcing partners.

S6E2: Digital Transformation: What does it really mean for distributors?

Shift7 Digital CEO Andrew Walker draws on his extensive B2B consulting experience with distributors and manufacturers — including Global Industrial — to share what makes for an effective technology strategy. Listen to hear why a product-first focus doesn’t work in distribution e-commerce, the benefits of content storytelling and other ways to differentiate your company’s online experience.

Digital Transformation: What does it really mean for distributors?

Shift7 Digital CEO Andrew Walker draws on his extensive B2B consulting experience with distributors and manufacturers — including Global Industrial — to share what makes for an effective technology strategy. Listen to hear why a product-first focus doesn’t work in distribution e-commerce, the benefits of content storytelling and other ways to differentiate your company’s online experience.

S6E1: Interview with Al Bates, Distribution Performance Project

In this episode, Al Bates, principal of Distribution Performance Project and guru of financial performance benchmarking, shares three factors for how smaller distributors can gain competitive advantage against larger competitors as he sees high-touch customer opportunities developing. He also discusses why he wrote his latest book, Profit Guide for the Small Distributor, where he details a profit-first methodology and playbook.

Interview with Al Bates, Distribution Performance Project

In this episode, Al Bates, principal of Distribution Performance Project and guru of financial performance benchmarking, shares three factors for how smaller distributors can gain competitive advantage against larger competitors as he sees high-touch customer opportunities developing. He also discusses why he wrote his latest book, Profit Guide for the Small Distributor, where he details a profit-first methodology and playbook.

Interview with Zoro’s Tracy Buelow on building a credible e-commerce platform

In this podcast, Tracy Buelow, senior director of business development at Zoro, talks about the business elements that are essential to the success of e-commerce platforms and the pandemic's lasting effect on distributors' approach to e-commerce.

Interview with Will Humsi, Simon-Kucher & Partners, on inflation management

What separates businesses that are successful at recouping inflationary pressures versus those that aren't? Drawing from more than a decade of experience in B2B pricing, sales and strategy consulting, Will Humsi, partner at consultancy Simon-Kucher, shares ways distributors can be strategic about their pricing strategy to combat inflation and other margin-reducing factors.

Interview with Jinny Kcehowski, Curbell Plastics, on the Latest Training Techniques

A lot has changed in distribution training best practices in the decade-plus since Jinny Kcehowski took over internal employee training at Curbell Plastics. And that was before the pandemic sent everything virtual. In this podcast, Kcehowski discusses how to use training as a retention technique, pitfalls to avoid and the future of employee development.

Interview with Mark Roberts, CEO, OTB Solutions on Sales Team Effectiveness.

Distribution sales strategist Mark Roberts has one question for you: Do you really need more sales people? Perhaps the real question should be: How can I make the most out of my existing sales team? Roberts breaks down the latest thinking on distribution sales team effectiveness, including how to determine who might be better placed in another position.

Motion President Randy Breaux: Listen to Customers and Be Transparent with Employees

In this podcast, Motion President Randy Breaux talks about the lessons learned last year and this year, and what he sees coming down the pipe in 2022. There has been an abundance of lessons learned by distributors ever since the pandemic hit last year, but Motion President Randy Breaux says some of the biggest include a better human touch with employees and keeping a laser focus on what customers want.

Interview with Dave Flitman, CEO, Builders FirstSource, on what’s driving growth, the importance of M&A and the role technology plays for the distributor

In the latest MDM Podcast, Dave Flitman, president and CEO of Builders FirstSource, discusses on a wide range of topics, including where the company sees organic growth white space, how M&A — most notably the 2020 merger with BMC Stock Holdings but other smaller deals, too — is reshaping the company and how it views technology as a differentiator.

Interview with Ferguson's Kelsey Bergan and Denise Vaughn on Sustainability in Distribution

Sustainability is more than a buzzword at Ferguson. It's an integral part of the distributor's business practices that touches on all areas of company operation. It's also key to the organization's community outreach efforts. Hear Kelsey Bergan, director of sustainability, and Denise Vaughn, SVP of sustainability and communications, address their key focus areas and share advice for other distributors who want to improve environmental efforts.  

Interview with Dan Tinker on SRS Distribution’s rapid growth and what’s next for the building materials distributor

In the latest MDM Podcast, Dan Tinker, president and CEO of McKinney, Texas-based building materials distributor SRS Distribution, dishes on a wide range of topics, including the company’s private equity backing, its unique and aggressive acquisition strategy that complements SRS’s greenfield approach, and what’s been driving growth since the company was formed in 2008.

Interview with Winsupply President John McKenzie on how his company is solving supply chain and labor issues

In this podcast, Winsupply President John McKenzie talks about how his company is addressing supply chain constraints, the labor shortage and hybrid training, as well as how Winsupply is driving more of its business to digital.

Interview with Jon and Matt Schreibfeder of Effective Inventory Management on best practices in inventory management

Jon Schreibfeder has received more calls in the last six months from distributors looking for inventory management consulting than at any other time in his 40+ years in the field. Listen in as the Schreibfeders share their insider tips on practical, data-based solutions to handle today's supply chain disruptions.

Interview with Will Matthews of Matthews Performance Group on talent management

There are many elements in life and business that we cannot control. But when it comes to tackling talent management challenges like recruiting and retention, board-certified coach Will Matthews explains how we can adjust our behavior in order to play to the strengths of our best employees and recruits. Matthews shares simple ways for distributors to create a rapport that builds on working relationships and increases job satisfaction on all sides.

Interview with David Oldfather and Mike Wentz of IDEA on competitive technology in distribution

With decades of experience in distribution technology application between two of them, David Oldfather and Mike Wentz of the Industry Data Exchange Association discuss the importance of clean data in the future of distribution technology. Listen as the pair share how to handle the latest developments in areas such as 360-degree imaging, improved data standards and how technology can help with challenges like manpower shortages.

Interview with Essendant President and CEO Harry Dochelli on the company’s ongoing transformation

Harry Dochelli has both experienced and orchestrated plenty of change at Essendant, the Deerfield, Illinois-based wholesaler of office products, furniture, breakroom, JanSan and Safety product categories. In addition to navigating the disruption of the last 18 months, Dochelli has guided the company through new ownership and other organizational shifts in recent years. In this MDM Podcast, Dochelli discusses lessons learned during COVID-19 and how Essendant is well-positioned for the post-pa...

Interview with NetPlus Alliance’s Jennifer Murphy and Developing Professionals’ Lori Miller on organizational restructuring

Intentional organizational development that includes a company restructure is often discussed but rarely followed through. Along with the help of her business coach Lori Miller of Developing Professionals, NetPlus Alliance President and Owner Jennifer Murphy pulled off the task with satisfying results. Listen to the pair discuss the change process and provide tips on how to make it happen for you.

Interview with Alex Moazed, Applico CEO, on key characteristics of successful marketplaces

Hundreds of e-commerce marketplaces have popped up in the last few years. How can a distributor distinguish those that are more likely to last? Digital platform consultancy Applico's CEO Alex Moazed and Managing Director Nick Johnson address the details behind their company’s top marketplaces ranking and how they see distributors using such platforms to compete with Amazon and other online giants.

Klaus Werner, Chief Marketing Officer, Global Industrial, and a Digital Innovator Award winner

Klaus Werner, the chief marketing officer at Global Industrial Co., was named one of MDM’s Digital Innovator Award winners because of the numerous initiatives he has helped drive at the industrial distributor in this last pandemic-plagued year. In addition to leading the company’s rebranding efforts, including a website redesign, Werner oversaw the creation of a Knowledge Center that provides customers with expert advice and product info. He also managed a new social media campaign that saw ...

Interview with Palmer-Donavin CEO Robyn Pollina on why inventory is the new king

Building materials distributor Palmer-Donavin is feeling the crunch of labor shortages and supply constraints that many distribution companies now face. But despite those obstacles, it's been a banner year for Palmer-Donavin. In this MDM podcast, CEO Robyn Pollina shares the secret to the company's success in handling ongoing challenges, and discusses operational improvements the company is embarking on to ensure a strong future.

Interview with Kevin Short, ORS Nasco/MEDCO Tool President & CEO

Starting his role with ORS Nasco in early 2020 after a 25-year career in other industrial distribution sectors, Kevin Short discusses how the company – with a diverse set of customer segments and 450,000 SKUs – navigated 2020, its transformation and unique positioning as a wholesaler, how its value proposition is evolving and the nature of leadership in 2021.