Distribution Talk
162 episodes - English - Latest episode: 6 days ago - ★★★★★ - 18 ratingsDive into the stories, struggles, and solutions from business owners and thought leaders in the wholesale distribution market.
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Episodes
The Art of Bringing Industry Competitors Together With Edward Kuo of Commercial Vehicle Solutions Network
July 03, 2024 10:00 - 37 minutes - 34.8 MBBuzzwords 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 organization. Jason and Edward chat about the value associations provide businesses beyond t...
Making the Move to a Warehouse Management System — What to Know Before You Buy With Casey Winans of Fullstride
June 26, 2024 10:00 - 34 minutes - 31.6 MBAn 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 transitions from ERP to WMS. Jason chats with Casey about the art and science of a successful upgrad...
Beyond Best Practices: Crafting a Company Culture Based on Collective Improvement With Brian Blaushild of Famous Supply
June 05, 2024 10:00 - 39 minutes - 36.6 MBYou'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 impacted everyday operations at the multi-branch HVAC supplier. The pair also discuss promoting from w...
Building AI Technology for Distribution with the Human Mind in Mind with Jason Sullivan of Distro
May 29, 2024 10:00 - 36 minutes - 33.3 MBThere'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-friendly, real-time recommendations that boost sales and customer satisfaction. The pair also ...
An Unconventional Career Path from Engineering to Business Ownership With Jason Mattinson Of Riverside Steel, Inc
May 22, 2024 10:00 - 39 minutes - 36.1 MBSearch for a list of soft skills, and you’ll come across essentials like reliability, resilience, and creativity. But there’s one character trait that list-makers should put at or near the top: curiosity. Jason Mattinson, president of Riverside Steel, Inc., credits his inquisitive streak for repeatedly placing him in the right place at the right time. Jason met the Ohio-based engineer-turned-steel-fabricator at an industry event and knew that his story––and attitude––would resonate across...
How to Harness the Power of AI for Wholesale Distribution: Revisiting Nelson Valderrama of Intuilize
May 15, 2024 10:00 - 44 minutes - 42.1 MBHollywood loves to cast artificial intelligence as the villain. In reality, AI is more likely to win best supporting character accolades from those in the c-suite, says Nelson Valderrama, founder of Intuilize, the AI-driven firm specializing in helping distributors use analytics to optimize pricing, purchasing, and inventory management. Jason chats with Nelson about AI’s ability to sift through reams of data to unlock profitability, strengthen B2B relationships, and enhance employee produ...
AI as Your Competitive Edge in Distribution With Jonathan Bein and Ian Heller, Distribution Strategy Group
May 08, 2024 10:00 - 34 minutes - 31.5 MBDistribution Talk fans already know that Jason’s a big proponent of artificial intelligence. If you’re still on the fence regarding the benefits of AI for distribution, it’s time to transition away from shock and awe and into fearless adoption. A great place to start is Applied AI For Distributors, the only annual conference with sessions for both AI aficionados and the AI curious of the distribution industry. Jason chats with Ian Heller and Jonathan Bein, PhD., co-founders of Distributio...
Attract Next-Gen Talent With a Well-Crafted Tiered Progression Plan for Your Distribution Company
April 24, 2024 10:00 - 21 minutes - 20.3 MB“Distribution has a PR problem.” Fans of Distribution Talk will recognize that quote as one of Jason Bader’s favorite industry laments. It’s more than a pithy soundbite, however. The phrase is shorthand for the talent acquisition and development issues facing most small-to-mid-sized wholesale distributors. One answer? A tiered progression plan. On this rare solo episode, Jason discusses strategies for attracting next-generation new hires and offers tips on creating a tiered progression...
How Your Conventional Distribution Software Stacks Up to AI (Hint: It’s Not Good) With Michael Delgado of Canals AI
April 10, 2024 10:00 - 44 minutes - 41.4 MBDo you know which activity is sabotaging your company’s potential? All of them. Busywork across every department––from order processing to inventory management––is a real drag on employee morale, customer relationships, and the bottom line. Conventional software won’t save you, but AI could. In this episode of Distribution Talk, Jason chats with Michael Delgado, founder of Canals AI, about bringing the power of AI to small and medium-sized wholesale distributors. They also discuss the inve...
From Daily Grind to Hero's Journey: An Equation to Empower Personal Growth with Dirk Beveridge, Force For Good
March 20, 2024 10:00 - 35 minutes - 32.7 MBLeave it to Dirk Beveridge, keynote speaker, best-selling author, executive film producer, and founder of UnleashWD, to reference ancient Greek philosopher Epicurus, comparative mythology expert Joseph Campbell, and Tatooine farmboy Luke Skywalker in the same conversation. When you’re in the company of this self-professed advocate of distribution and champion of positive leadership, all of the philosophical and cultural references make perfect sense. Jason caught up with Dirk to discuss h...
Calibrating a Change Management Strategy to the Pace of Your Organization With Jeff Braun, CEO of Primera Co-Op
March 13, 2024 10:00 - 37 minutes - 34.8 MBSuccessful change management is about knowing your audience and anticipating what they can accept and when. Whether you run a family-run distribution company or a member-owned cooperative in the professional turf, ornamental and specialty landscape vertical, that formula remains the same. Jeff Braun, CEO of Primera Co-Op, thoroughly understands the critical moves his organization must take to excel. More importantly, he knows when to ease up before rolling out his plans. Jason chats with ...
How to Level Up Your Organizational Strategy via EOS With Charlton Keultjes, Professional EOS Coach
March 06, 2024 11:00 - 37 minutes - 34.9 MBCan EOS® transform your company? Yes, and Charlton Keultjes not only has the case studies to prove it, but he also has the training to help you easily integrate the Entrepreneurial Operating System. Charlton is a professional EOS implementer with over a decade of experience coaching owners and leadership teams. Jason invites Charlton to share his experiences using EOS at his former privately-held company. The pair also explore how this proven business operating system helps entrepreneuria...
Trading a Career in Finance for the Family Distribution Business With Next-Gen Leader Seth Gordon of Glacier Supply Group
February 28, 2024 11:00 - 35 minutes - 32.8 MBSenior members of the C-suite take note: distribution’s next-gen leaders are out there. You must know where to find them and how to support their growth. Seth Gordon, CEO of Glacier Supply Group, didn’t grow up in the HVAC distribution business. Still, he recognized an opportunity to innovate within the industry and work with a tangible product. Jason chats with Seth about his journey from finance to duct fittings, the importance of connecting with mentors, and the Glacier team’s wildly s...
Behind the Scenes of Association Management and Distribution Recruiting Activities With Kevin Gammonley of Smithbucklin
February 21, 2024 11:00 - 40 minutes - 37.7 MBIf you’re in distribution, you probably belong to an association, one that’s focused on advancing the concerns of your specific vertical. Chances are also good that you have no idea who manages the day-to-day activities of that organization or that it offers excellent career opportunities for young professionals. Kevin Gammonley has been getting those messages out for 30+ years as a senior director at Smithbucklin. Jason caught up with Kevin to get a behind-the-scenes tour of association ...
Trust But Verify: Safeguard Your Business Against Pink Collar Crime With Kelly Paxton, Workplace Fraud Expert
February 14, 2024 11:00 - 38 minutes - 35.2 MBMovies 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 dishonesty expert, fraud educator, and host of the Fraudish podcast. The pair offer case studies (including Jason’s personal experience) that expose the motives behind the misconduct, company culture's role in fostering opportunities for theft, and how small withdrawals add up to ...
Is a Reactive Sales Strategy Costing You Money? Get Proactive with Guitze Messina of HARDI LATAM, Author of Moneycall
February 07, 2024 11:00 - 50 minutes - 46.3 MBGuitze Messina is a man of many qualities. As the eminently personable executive director of HARDI LATAM, Guitze has transformed what was once HARDI Mexico into a powerhouse organization representing heating, air-conditioning, and refrigeration distributors across nine Latin American countries and counting. Not one to hoard his success, Guitze recently published Moneycall, his savvy, entertaining guide to attracting more recurring sales with less prospecting. Jason welcomes Guitze back t...
Unearthing Gold Buried in Your Distribution Data with Vinny Maurici of Object Edge
January 31, 2024 11:00 - 43 minutes - 40.4 MBIf data is the new gold (as touted on TV), distributors would be wise to entrust their assets to someone well-versed in the malleable but often dense nature of distribution-centric information. Vinny Maurici, vice president of data engineering at Object Edge, is that person. Jason chats with Vinny about his early days in distribution, the importance of attaching C-suite buy-in to revolutionary initiatives, and the alchemy behind turning raw data into profitable long-term objectives. CON...
People Over Paperwork: Revolutionize Your Human Resources for Distribution with Tracie Sponenberg, Chief People Officer
January 24, 2024 11:00 - 32 minutes - 30.4 MBLeading with compassion is one thing (and a good thing at that). But what if whole departments ran on a standard of sensitivity to and 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 for shifting the company’s human resources perspective towards compassion over compliance. Jason invited Tracie to discuss the impetus for thi...
Train the Next Generation and Other Valuable Lessons in Succession Planning With Rob Rovira of Energy Pipe & Supply
January 17, 2024 11:00 - 36 minutes - 34 MBRobert Rovira, president of Energy Pipe & Supply, has plans for his C-suite successors, but that hasn’t always been the case. Rob admits to having missed opportunities to strengthen his organizational structure. Now, he and his management team are preparing the next generation to lead the charge at the New Orleans-based company his family has owned since 1988. Jason chats with Rob about his succession planning blindspots, course-correcting with Millennials in mind, and the benefits of bel...
The Scientific Approach to Providing a Stellar Customer Experience With Martha Brooke of Interaction Metrics
January 10, 2024 11:00 - 46 minutes - 42.6 MBMartha Brooke is a repeat guest on Distribution Talk for good reason. In her two previous visits, the founder and lead customer experience consultant of Interaction Metrics made a compelling argument for conducting customer satisfaction evaluations via third-party, objective methodology rather than an in-house survey. This time, Jason chats with Martha about her most recent consulting case study, her favorite go-to techniques for analyzing customer interactions, and simple strategies for ...
A Quick-Start Guide to RFID Technology and Vendor-Managed Inventory With Andrew Johnson of ShelfAware
October 04, 2023 10:00 - 47 minutes - 43.9 MBWhat happens when a self-described mad scientist tinkers around with vendor-managed inventory software? He creates an automated supply chain solution tailored to the needs and budgets of small-to-medium-sized industrial distributors. Andrew Johnson, CEO of ShelfAware VMI, returns to chat with Jason about the practical, transformative power of the company’s RFID-based tracking system. The pair also discuss ShelfAware’s latest foray into blockchain automation of physical financial documenta...
Reclaim Your Strategic Edge Through AI With Ian Heller of Distribution Strategy Group
September 06, 2023 10:00 - 42 minutes - 39.4 MBIf this episode’s title has you shaking your head or, worse, burying it in the proverbial sand, hold on. Give AI a chance, and it will supercharge your business. That’s the message that Ian Heller, founder and chief strategy officer of Distribution Strategy Group, hopes to spread through his consulting work and Applied AI For Distributors, the massive, first-of-its-kind conference for wholesale change agents. Jason chats with Ian about data-driven marketing, tips to help small companies d...
Leadership Strategies for More Successful Distribution Teams: Revisiting Jamie Arguello
August 30, 2023 10:00 - 43 minutes - 40.4 MBCould 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 the 2020 pandemic, and Jamie emerged from a personal health challenge. They chat about coming h...
Simple Steps for Securing Employee Buy-In With Alison Bencsik of BAI Electronic Systems Distributors
August 16, 2023 10:00 - 55 minutes - 76.9 MBProfessional 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 into a superpower, fueling improvements within the company and strengthening relationships across...
Better Data Analytics for Distributors of Any Size, Any Vertical With Bob Jordan and Donnie Williamson of Modern Distribution Management
August 09, 2023 10:00 - 43 minutes - 59.7 MBYour 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 valuable data, ultimately reducing costs and improving market share. The best part? MDM plays we...
Fostering Connections and Career Longevity With Richard Crifasi, Capital Electric
August 02, 2023 10:00 - 41 minutes - 38.2 MBRichard 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 working for privately held vs. public companies, and why no other industry can match distributio...
How to Avoid Pitfalls in Your Succession Plan With Roman Basi, The Center for Financial, Legal & Tax Planning
June 28, 2023 10:00 - 40 minutes - 37.4 MBDo 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 the family firm. The Center handles mergers and acquisitions of privately held companies, as wel...
Gather With Peers & Focus on the Fundamentals for Sustainable Success With Brendan Breen, Industrial Supply Association
June 21, 2023 10:00 - 41 minutes - 38 MBHow 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 golf tournament, a 5k fun run, and facilitated networking lunches with assigned seats to their r...
How to Strengthen Company Culture Through Servant Leadership With Tim O’Keeffe of Huyett
June 14, 2023 10:00 - 39 minutes - 36.8 MBTim 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 evolution, the work-from-home conundrum, and why his servant-style mindset starts in the parkin...
Managing the Costs of Convenience With Chris Smythers of Merchants Grocery Company
June 07, 2023 10:00 - 45 minutes - 41.9 MBWhen 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 your own (even when those endeavors fail), and the lifelong benefits of association membership....
Increase Your E-Com Visibility Without the SEO Struggle With Mike Franz of iNSUPPLi
May 31, 2023 10:00 - 45 minutes - 42.1 MBMike 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 connections without compromising buyer or seller value, the shifting purchasing habits of younger pr...
How to Turn Data Into Actionable Strategies for Distribution: Revisiting David Gordon
May 24, 2023 10:00 - 50 minutes - 46.8 MBDavid 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 the dot-com bust, and trends tracked by Channel Marketing’s recent rep of the future study. G...
Attracting a New Wave of Leaders in Distribution: Revisiting Steve Deist
May 17, 2023 10:00 - 44 minutes - 40.9 MBDistribution 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 about the math that makes distribution work, the industry's noble mission, and, of course, the...
How to Manage the Generational Divide: Revisiting Kathryne Newton
May 10, 2023 10:00 - 43 minutes - 40.6 MBHow 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 get in the way of innovation. She also shares insights from her career as associate dean of Purdu...
Niche Market Success and Remote Team Building With Gabriel Curry of Fuelbox Industrial
May 03, 2023 10:00 - 42 minutes - 38.8 MBOne 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 customer value through private-label offerings, and utilizing remote associates to build a global n...
Revisiting Selling Through Tough Times With Paul Reilly of The Q and A Sales Podcast
April 19, 2023 10:00 - 38 minutes - 35.4 MBWhether 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 company role, industry, or location. CONNECT WITH PAUL LinkedIn CONNECT WITH JASON LinkedIn ...
Remote Hiring Strategies to Optimize Your Time, Energy, and Money With Anna Shcherbyna of Remotivate
April 05, 2023 07:00 - 37 minutes - 34.8 MBThe 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 time, energy, and money––all of which could be better spent elsewhere. Jason chats with Anna abou...
Modern Management Lessons From a Hundred-Year-Old Family Business With Doug Young of Behler-Young HVAC
March 29, 2023 07:00 - 42 minutes - 39 MBNot 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 with Doug to discuss his passion for encouraging employee development, the benefits of an outs...
Implementing Next-Gen Development Programs and Brand Strategies With Bill Ward of Evergreen Supply Network
March 22, 2023 07:00 - 42 minutes - 38.9 MBYou 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 exciting changes in store at Evergreen, including a major rebranding effort, as indicated by the nam...
Responsible, Revolutionary Tech – The AI Discussion With Nelson Valderrama of Intuilize
March 15, 2023 07:00 - 48 minutes - 44.9 MBReady 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 artificial intelligence before your competitors do. Jason invited Nelson back to the podcast to...
Second Acts and the ROI of Networking With Yates Hudson of Phoenix Fastener & Supply
March 08, 2023 08:00 - 36 minutes - 34 MBYates 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 in distribution one position at a time and cultivating meaningful relationships along the way. ...
How To Strengthen Trust In Client-Facing Relationships With Natalie Doyle Oldfield
March 01, 2023 08:00 - 39 minutes - 36.6 MBTrust. 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 Trust and companion programs are essential guides for creating a culture of integrity. Jason caug...
Innovative Strategies for Maintaining Customer Stickiness With Cory Anderson of M & A Supply
February 22, 2023 08:00 - 36 minutes - 33.9 MBCory 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 in large-scale incentive trips, even when the bottom-line returns are difficult to quantify. ...
Powerful Pricing for Profitability With Scott Sinning of Pricing for Distributors
February 15, 2023 08:00 - 41 minutes - 38.4 MBImplementing 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 entrepreneurial career designing custom pricing objectives to help wholesale distributors increase profita...
Ditching Antiquated Sales Processes and Realizing Productivity With Chris Van Ittersum Of SupplyMover
February 08, 2023 08:00 - 49 minutes - 45.6 MBRaise 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 empowering sales teams and optimizing the client relationship via a single (and simple) data-driven...
Transformative Tech to Facilitate Market Growth With Zac Jones of PartsClub
February 01, 2023 08:00 - 55 minutes - 50.9 MBLike 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 learn more about how this transformative marketplace solution leverages the power of often insu...
Mixing Sales and STEM Into the Perfect Customer Solutions With Ed Boss of Riteks, Inc.
January 25, 2023 08:00 - 37 minutes - 35.1 MBChildhood 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 membership, and the importance of encouraging the next generation of distribution leaders to explore...
Hot E-Commerce Strategies to Convert Your Cold Leads With Digital Sales and Marketing Specialist Susan Merlo
January 18, 2023 08:00 - 50 minutes - 46.7 MBYou're not alone if you’re having a tough time competing against the e-commerce giants. Susan Merlo, digital sales and marketing pioneer and creator of The Digital Distributor, urges CEOs to try a different tact: craft a relationship-focused persona online and power up the e-commerce and CRM assets they already have. The shift can transform basic online selling into an engine for lead generation and customer loyalty. Jason chats with Susan about what distributors get wrong in marketing an...
From Entry-Level Job to C-Suite Success With Robert Mayhew of Mayhew Marketing Group
January 11, 2023 08:00 - 43 minutes - 47.6 MBRobert Mayhew’s success story is a case study for younger folks eager to create meaningful careers. As president of Mayhew Marketing Group, he’s created a rep agency with a footprint that spans the entire Southwest. Jason chats with Robert about his enthusiasm for entry-level jobs, introducing the next wave of innovators to wholesale distribution’s entrepreneurial opportunities, and the mentors who guided him to where he is today. Robert encountered in the distribution world “some of the ...
Creating a Culture of Continuous Improvement With Jennifer Murphy of NetPlus Alliance Buying Group
November 16, 2022 08:00 - 38 minutes - 41.9 MBIf change is the only constant, why do some leaders resist it at all costs? Jennifer Murphy, president of NetPlus Alliance, an industrial buying group based in Lockport, NY, embraces the transformative process, ditching long-standing methods to ensure the future health of her multi-generational family business. Jason caught up with Jennifer to learn more about NetPlus’ culture of continuous improvement and how membership in a buying group benefits both the distributor and supplier. Jennife...