Distribution Talk
Jason Bader, Distribution Team
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Dive into the stories, struggles, and solutions from business owners and thought leaders in the wholesale distribution market.
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4 days ago
How to Turn Data Into Actionable Strategies for Distribution: Revisiting David Gordon
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 the dot-com bust, and trends tracked by Channel Marketing’s recent rep of the future study. Gordon: “The mother of necessity is invention.” CONNECT WITH JASON
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers, connecting key employees in distribution's leading organizations.
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May 17, 2023
Attracting a New Wave of Leaders in Distribution: Revisiting Steve Deist
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 about the math that makes distribution work, the industry's noble mission, and, of course, the value proposition about which more young people should know. CONNECT WITH JASON
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
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May 10, 2023
How to Manage the Generational Divide: Revisiting Kathryne Newton
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 get in the way of innovation. She also shares insights from her career as associate dean of Purdue University’s Polytechnic Institute and her tenure with the University of Innovative Distribution. CONNECT WITH JASON
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
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May 3, 2023
Niche Market Success and Remote Team Building with Gabriel Curry of Fuelbox Industrial
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 customer value through private-label offerings, and utilizing remote associates to build a global network of motivated, loyal employees. CONNECT WITH JASON
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
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Apr 19, 2023
Revisiting Selling Through Tough Times with Paul Reilly of The Q and A Sales Podcast
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 company role, industry, or location.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
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Apr 5, 2023
Remote Hiring Strategies to Optimize Your Time, Energy, and Money With Anna Shcherbyna of Remotivate
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 time, energy, and money––all of which could be better spent elsewhere.
Jason chats with Anna about Remotivate’s proprietary vetting process, how distributors can scale their businesses more efficiently by incorporating a global hiring mindset, and the resume revision strategy that can help candidates land high-caliber remote work. CONNECT WITH JASON
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
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Mar 29, 2023
Modern Management Lessons From a Hundred-Year-Old Family Business with Doug Young of Behler-Young HVAC
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 with Doug to discuss his passion for encouraging employee development, the benefits of an outside board of directors, and the transformative power of the Entrepreneurial Operating System (EOS). CONNECT WITH JASON
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
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Mar 22, 2023
Implementing Next-Gen Development Programs and Brand Strategies with Bill Ward of Evergreen Supply Network
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 exciting changes in store at Evergreen, including a major rebranding effort, as indicated by the name change, and strategic initiatives that will fortify the organization’s already impressive menu of support services. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
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Mar 15, 2023
Responsible, Revolutionary Tech – The AI Discussion With Nelson Valderrama of Intuilize
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 artificial intelligence before your competitors do. Jason invited Nelson back to the podcast to expand on their original AI discussion, sort fact from fiction, and provide practical, proactive advice for application in the (very) near future. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers providing virtual communities for wholesale distributors.
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Mar 8, 2023
Second Acts and the ROI of Networking with Yates Hudson of Phoenix Fastener & Supply
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 in distribution one position at a time and cultivating meaningful relationships along the way. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
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Mar 1, 2023
How To Strengthen Trust In Client-Facing Relationships With Natalie Doyle Oldfield
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 Trust and companion programs are essential guides for creating a culture of integrity. Jason caught up with Natalie to discuss the impact that authenticity and empathy have on a distributor's bottom line, plus best practices for improving trust at every phase of the customer journey. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mix…
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Feb 22, 2023
Innovative Strategies for Maintaining Customer Stickiness with Cory Anderson of M & A Supply
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 in large-scale incentive trips, even when the bottom-line returns are difficult to quantify. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
https://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B in…
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Feb 15, 2023
Powerful Pricing for Profitability with Scott Sinning of Pricing for Distributors
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 entrepreneurial career designing custom pricing objectives to help wholesale distributors increase profitability. Jason and Scott met to discuss the philosophy behind creating tailored pricing advice and ensuring staff buy-in. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edi…
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Feb 8, 2023
Ditching Antiquated Sales Processes and Realizing Productivity with Chris Van Ittersum Of SupplyMover
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 empowering sales teams and optimizing the client relationship via a single (and simple) data-driven management solution. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected P…
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Feb 1, 2023
Transformative Tech to Facilitate Market Growth with Zac Jones of PartsClub
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 learn more about how this transformative marketplace solution leverages the power of often insurmountable SKU data to enhance a distributor’s reach and foster genuine customer interaction. CONNECT WITH JASON
LinkedIn CONNECT WITH ZAC
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor…
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Jan 25, 2023
Mixing Sales and STEM into the Perfect Customer Solutions with Ed Boss of Riteks, Inc.
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 membership, and the importance of encouraging the next generation of distribution leaders to explore STEM-related studies. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
For full show notes and services visit: https://www.distributionteam.com
Special thanks to our sponsor for this episode: Profit2, h…
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Jan 18, 2023
Hot E-Commerce Strategies to Convert Your Cold Leads with Digital Sales and Marketing Specialist Susan Merlo
You'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 and sales, the risk-free rewards of automation, and creating a content-rich selling environment.
Susan Merlo is a Digital Sales and Marketing Consultant specializing in wholesale distribution. Her focus is on identifying growth opportunities for distributors by integrating digital sales and marketing solutions into their existing sales functions. Her strategies help distributors increase new and recurring sales, customer spend, customer retention, and profitability. Susan is the founder of Next Level…
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Jan 11, 2023
From Entry-Level Job to C-Suite Success With Robert Mayhew of Mayhew Marketing Group
Robert 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 purest forms of entrepreneurship.” This praise is from the “elder Millennial” innovator who made pizzas to pay for college before backing into a warehouse job with a STAFDA distributorship. CONNECT WITH JASON
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edite…
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Nov 16, 2022
Creating a Culture of Continuous Improvement With Jennifer Murphy of NetPlus Alliance Buying Group
If 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.
Jennifer’s exposure to the family business at an early age informs her attitude toward taking risks. “I saw how important it was to embrace change and the types of things you needed to do to be a much more progressive and competitive business.” CONNECT WITH JASON
LinkedIn CONNECT WITH JENNIFER
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale di…
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Oct 12, 2022
Repping Products and Winning the Warehouse Game With Richard Lawless of The Lawless Group
You can call Richard Lawless many things––trailblazer, communicator, innovator. Just don’t call him ready to retire. This easy-going founder and president is still having too much fun growing the Lawless Group, his decades-old Dallas-based product rep agency.
Jason caught up with Richard to uncover the secrets to his industry longevity, smart talent acquisitions, and successful expansion strategies.
While moving products for manufacturers of construction, electrical, industrial, and safety products efficiently takes more than physical space, having 600,000 sq ft of dedicated warehouse in which to stock said items doesn’t hurt. Add to that the 18 additional regional warehouses operated by Lawless Group, and you’ve got a logistics superpower that knows how to save time, save money. CONNECT WITH JASON
LinkedIn CONNECT WITH RICHARD
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team,…
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Oct 5, 2022
Boosting Margins and Optimizing Inventory Control Via AI With Nelson Valderrama of Intuilize
Hollywood 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 productivity, not overtake humans. If only folks in senior distribution roles embraced the tech as readily as their Millennial and GenZ team members, says Nelson, they too would realize the transformative power of AI.
Nelson has 25+ years of experience in Latin America and the United States, beginning his career with GE, then moving to GE Capital before seeking opportunities with smaller, more agile companies. All the while, he maintained his fondness for distributors.
“What I found out about all own…
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Sep 7, 2022
Outsourcing Delivery, Increasing Profits With Matt Lafferty Of Curri
On-demand local delivery isn’t just for burgers or beer. Matt Lafferty turned a remodeling project a-ha! moment into Curri, a nationwide all-in-one logistics platform best described as the Uber of construction supplies. Jason chats with Curri’s energetic co-founder and CEO about the company’s serendipitous start, impressive growth, and cost-effective delivery solutions for building materials distributors.
Curri is a network of on-demand delivery drivers with appropriate vehicles (think: lift gates, flatbeds, bobtails) that could pick up and deliver materials wherever, whenever needed. Today, Curri operates in 49 states, making a delivery every 10 seconds. Each shipment comes with the same tech-driven features that the biggest names in e-commerce rely on, like live tracking and digital proof of delivery.
Matt’s vision has proven so effective that many distributors have replaced in-house delivery fleets with Curri’s on-demand platform, saving hefty operating costs. “We have…
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Aug 31, 2022
Resisting Predictability, Embracing Entrepreneurship with Jeff Peterson of Geneva Supply AND Interstate Music
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: Interstate Music.
The opportunity to turn around a 75-year-old music retailer proved irresistible, and Jeff went all in — even though the company languished in bankruptcy and the world paused for a pandemic. He applied his extensive e-com knowledge and a lifelong affinity for live music to a new entrepreneurial challenge and has never once regretted taking on that challenge.
While the purchase agreement included Interstate Music Supply’s catalog of intellectual property, Jeff astutely excluded the company’s physical inventory and brick-and-mortar footprint: The revamp opened Interstate…
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Aug 10, 2022
Cultivating A Global Growth Mindset To Support HVACR Distributors with HARDI Mexico’s Guitze Messina
“I like to say that I was able to put the dot on the “I” of HARDI, which is international,” laughs Guitze Messina.
When HARDI, the premiere HVACR distribution association in North America, decided to expand its membership into Mexico, they tasked Guitze with the job. Jason chats with the dynamic executive director of HARDI Mexico about surpassing the organization’s boldest growth projections and fostering greater support for the two-step distribution model across Central America, South America, and Europe.
In Guitze’s five years at the helm, the organization has made tremendous headway within the Mexican market (signing on 70 members) and prompting interest from other Latin American countries.
Guitze’s commitment to the Mexican HVACR industry is evident in how he speaks of its future. “Besides being successful, we also want to pass on a legacy. We want the Mexican market to change.” But why stop there? Guitze and HARDI are poised to realize ambitious goals, bringin…
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Jul 6, 2022
Fostering Innovation Through Transparency with John Cain of Wiseway Supply
Privately held distributors often stifle growth by confining information to the C-suite. John Cain, president of Wiseway Supply, a plumbing and electrical supplier based out of the Greater Cincinnati-Northern Kentucky area, is passionate about sharing intelligence with folks inside his organization and out. Jason chats with John about transparency as a precursor to innovation, the value of external perspectives, and punching above the company’s weight class.
John can thank his outside experience for Wiseway’s success. After college, he opted for a stint with Proctor & Gamble rather than a job in the family biz. That opportunity informed his willingness to consider perspectives beyond Wiseway’s walls. For example, while the company is proud of its track record for promoting from within, outside hires are essential. Their DNA sparks creativity that ignites the entire organization.
Everyone within Wiseway contributes to the game plan; nothing is hidden. John: “[Branch managers]…
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Jun 29, 2022
Look Beyond Your Business Itinerary To Roads Less Traveled
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. The world has reopened. Airports are busier than ever. Calling on clients is what business travel is all about, but is there room in your schedule for unexpected experiences?
It doesn’t take much (if any) planning to get off the beaten path for a few hours, as Jason discovered on a recent trip to Salt Lake City. When a wonky gap in the schedule left him with some time to kill, he had two choices: head to his hotel room or let a Google Map suggestion lead him in a completely serendipitous direction.
The following day, when Jason mentioned the excursion to his client, she shared with him a website (and podcast) that lists many such hidden gems: Atlas Obscura. For those unfamiliar with Atlas Obscura, think of it as a virtual concierge with suggestions for weird and wonderful experiences worldwide.
There’s probably a business metaphor c…
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Jun 8, 2022
How Master Wholesalers Drive Channel Optimization and Increase Distributor Profits with Larry Davis of AgoNow, LLC
The last few years have tested even the strongest links in our supply chains. Increasingly, master wholesalers have stepped in to reinforce weakened networks, acting as inventory buffers and partners in category optimization. Larry Davis, CEO and founder of AgoNow LLC, chats with Jason about his role as an industrial master wholesaler and channel solutions provider.
Master distribution was born out of market inefficiencies, giving distributors access to extensive inventories without needing to meet the high minimums set by many brands and manufacturers. Master distributors take on the risks associated with those transactions, so distributors are free to order only what they need.
“This market is in the middle of a major shift that's going to change the face of it dramatically, and it's going to require all of us to pivot multiple times,” says Larry, adding that gone are the days of if you have it in stock, customers will come calling. He cites Amazon as an example of a highly ef…
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Jun 1, 2022
The Local-Global Advantages of Government Contracts with Rick Lamb of Frank’s Supply
Government contracts aren’t for the faint of heart. Rick Lamb, marketing manager with Frank’s Supply in Albuquerque, NM, understands the arduous truth of that statement better than most. Jason chats with Rick about the complexities inherent to General Services Administration (GSA) certification and why it might make sense for other suppliers to jump through those hoops.
When Frank’s found itself in a position to bid for its first government contract in 1996 for Los Alamos National Lab, Rick found himself in the thick of it. “We had never even attempted something like that,” he says, but two Frank’s employees who knew just enough about GSAs to convince the company to put together a bid.
Nine months later, Frank’s phone rang. “It was Christmas Eve, 1996. We get a call from the head of purchasing at Los Alamos, and they go, ‘Be ready to start the contract April 1st.’” Frank’s first scramble was on.
While the bid timeline has shortened somewhat since the mid-90s…
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May 25, 2022
Recruitment, Retention, and Culture: Building from a Strong Foundation with Dick and Jordan Bader, Acme Construction Supply
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. They also share their motivations for and the rewards of trade organization participation.
Anyone involved in a family business knows that it's often a thin line between circus and success. One of the factors keeping the C-suite from devolving into a three-ring spectacle is an owner or leader who surrounds themselves with folks who can augment the skills or talents that they lack. Once the people are in place, a critical next step is for the owner or leader to yield control.
When Jordan purchased the company in 2008, he began thinking about how to fill company roles vacated by retirem…
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May 18, 2022
Celebrating 100 Episodes! Legacy and Leadership with Dick and Jordan Bader of Acme Construction Supply
Milestones are a part of the distribution business and, as it turns out, podcasting. What better way to celebrate Distribution Talk’s 100th episode than with a combo of sorts––equal parts company case study and oral history. 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.
“I'll admit, the first time I saw you speak right after you left Acme, I was pretty sure we were saving a seat for you back at Acme,” Jordan jokes. When Jason exited the family business over a decade ago for the “greener pastures” of consulting, he eventually cleared a path for Jordan to lead Acme. Both Bader boys have their father to thank for their successes, having watched Dick navigate the often choppy waters of entrepreneurship.
Dick w…
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May 11, 2022
Meet Next Gen Customers Where They Are Via Mobile Engagement With Pierre Barbeau of Moblico Solutions
Customer messaging has always been a numbers race––and distributors that use 21st-century strategies to connect with and convert their target markets occupy pole position. Pierre Barbeau, president and co-founder of Moblico Solutions, says it's never too late to implement a mobile engagement plan specific to your vertical.
Jason caught up with Pierre to discuss adding value to inbound and outbound activities for independent distributors via mobile app communication. Pierre’s genius is in translating Moblico’s complex services into terms (and numbers) his clientele can relate to and utilize.
Moblico products like targeted broadcast messaging, custom app development, and automated notifications establish lines of communication and create new channels by which companies can gather intel. Sales data and survey responses, for example, can inform improvements to internal protocols, thus better serving the customer.
In-house productivity, too, can benefit from Moblico solutions. Th…
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May 4, 2022
Leveraging Legacy and Continual Learning with Jessica Yurgaitis of Industrial Supply Company
The past is always present at Industrial Supply Company, thanks to a treasure trove of historical documents dating back to 1915. While the Utah-based company’s 106-year heritage is impressive, Jessica Yurgaitis has no intention of dwelling in the dust of the organization’s bygone era, even if the history major in her loves posting those old handwritten letters and sales slips.
Jason chats with this fourth-generation president about balancing respect for family legacy with a desire to launch the company into a thoroughly modern future.
Initially, Jessica wanted no part in Industrial; she wanted a Master’s in history instead. But advanced degrees cost money, so she went to work. In purchasing, Jessica learned business basics: meeting with suppliers, building relationships, and executing marketing and co-branding strategies.
Moving through each department at Industrial taught Jessica how to strengthen relationships. “I feel like I have a wonderful network of people,” she says…
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Apr 27, 2022
Maintaining Consistency and Camaraderie During a Transition in Ownership with Ben Whitlock Of Mobile Fixture
Continuity is an underappreciated aspect of ownership transition. Ben Whitlock, president of Mobile Fixture, a kitchen and restaurant supply wholesaler based in Mobile, AL, followed that game plan to the letter when he and three partners bought out the company's longtime owner.
Jason caught up with Ben to discuss drafting a protracted transition process into the buyout deal, maintaining organization-wide confidence throughout the pandemic, and succeeding in the crowded hospitality space.
Ben and his three partners, all members of the senior leadership team since approximately 2017, entered into a sale agreement with Mobile's longtime second-generation owner Walne Donald five years ago. But rather than pushing Walne out immediately, they wrote him into their purchase agreement.
In addition to Walne staying on as majority owner, Ben and his partners were adamant about forgoing private equity. The team believed in the organization's inherent family philosophy and didn't want to tinker…
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Apr 20, 2022
Amplifying Company Culture to Attract and Retain Top Talent with Bill Condron, The Granite Group
Want to know the secret to promoting a vibrant, growth-oriented company culture? Forget about the pingpong table in the breakroom. Bill Condron, CEO of Boston-based The Granite Group, says it starts with doing right by your associates and customers––even when no one’s watching.
Jason chats with Bill about his approach to bottom-up employee engagement, his company’s aggressive expansion strategy, and striking the balance between healthy growth and sound culture.
Bill’s broader belief is that Granite’s enviable reputation as a service- and innovation-oriented supplier is shaped by the staffers who typically get relegated to the middle or bottom of org charts at other companies: pickers, branch managers, and truck drivers.
Maintaining Granite’s culture isn’t a hands-off endeavor. The company’s yearly calendar boasts quarterly meetings, branch dinners, and town halls.
The company has done an excellent job amplifying its culture to attract top talent, back-fill positio…
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Apr 13, 2022
Fostering Association Engagement With Molly Alton Mullins of SEVEN12 Management
Associations have long touted in-person events as a critical benefit of membership. However, in the wake of the pandemic, folks have grown more discerning about their time––and what they do with it.
Molly Alton Mullins, CEO of SEVEN12 Management, helps these organizations amplify their impact through innovative engagement. Jason chats with Molly about how her company enhanced its value proposition during the live event hiatus, the dynamic interpersonal changes taking place as conferences resume, and inspiring long-term membership involvement.
The Midwest in March isn’t everyone’s idea of a good time. Still, after two years of Zoom meetings, Molly couldn’t wait for the in-real-life conversation and collaboration at this year’s University of Distribution Innovation event. “It was great to get close to 600 distributors all together in a room, learning from each other, all different industries but essentially the same types of challenges, the same types of opportunities.”…
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Apr 6, 2022
Creating a Culture of Innovation with Jameel Burkett, Burkett Restaurant Equipment And Supply
Visionary leaders chart a course to the C-suite with layovers in multiple departments, creating a culture of innovation throughout their organization along the way. Jason chats with Jameel Burkett, president and CEO of Burkett Restaurant Equipment & Supply in Toledo, OH, about supporting the pursuit of growth and learning, giving back to the industry through association advocacy, and revitalizing his family business amidst a global crisis. His passion for the food service supply industry is palpable, but he admits it wasn't always so. Like many next-generation owners, Jameel didn't think the family biz would satisfy his entrepreneurial aspirations. Twenty years later, he leads in an environment where the "intrapreneurial" spirit thrives.
Jameel believes in the pursuit of growth and learning beyond Burkett. He returned to school in 2012 to complete his master's degree and further honed his leadership skills with Vistage executive coaching. It's his membership in FEDA, however, that has…
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Mar 23, 2022
Building a Strong Organization Through Faith-Based Leadership with Troy Meachum, ACR Supply Co.
Troy Meachum of ACR Supply isn’t afraid to share his religious beliefs. While some might consider such transparency a recipe for disaster, ACR’s chief encouragement officer makes a case for sincere faith-based leadership. Jason chats with Troy about integrating his religious convictions into everyday operations and how those beliefs have impacted employee morale, customer satisfaction, and the company’s bottom line. In fact, ACR has grown its revenue from $3m in 1997 to over $33m this past year. Perhaps it comes down to geography. While many business owners north of the Mason-Dixon line keep their religious beliefs private, those headquartered in the American South tend to be more transparent about their faith––on company websites, at branch locations, and in conversation. ACR Supply, which makes its home in Raleigh, NC, proves the point. Faith, says Troy, is the foundation upon which his personal and professional success rests. There’s no compartmentalizing the two. Troy…
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Mar 9, 2022
Success And Social Responsibility In The Cannabis Industry with Joy Hudson, Nimble Distribution
Whether you call it pot, grass, marijuana or nothing at all, it's impossible to ignore the cannabis industry's rapid transition from undercover operation to legitimate vertical, one with more conflicting regulatory statutes and distribution challenges than possibly any other.
Joy Hudson, founder and CEO of Nimble Distribution in Portland, OR, parlayed her success in the traditional medical supply arena into a thriving cannabis distributorship, all while balancing profits with social impact. Jason chats with Joy about professionalizing the industry, advocating for better legislative considerations, and lending direct support to communities devastated by harmful drug policies of the past.
Joy's logistics and sales expertise proved a perfect fit for a business on the brink of stratospheric growth. She and her business partner Marissa Rodriguez have built Nimble, a for-profit company with major social impact credentials. Their innovative strategies include second-chance employment opport…
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Mar 2, 2022
Succession Strategies Beyond The C-Suite With Jim Daniels Of Mid-State Sales
Having trouble finding a candidate to take over once you've left the business for good? You needn't confine succession planning to family members or fellow C-suite occupants.
Jim Daniels, president and chief operating officer of Mid-State Sales in Columbus, OH, says the key to a successful strategy is to consider rising stars both in and outside your organization. Jason speaks with Jim about creating a succession roadmap for every key role and mentoring talent to take those positions forward.
At Mid-State, Jim's following a similar blueprint to the one that brought him into leadership, providing an environment in which Mid-State's 80 employees spread across the company's four branches can excel. Attracting top talent means providing candidates with a clearly defined path forward.
And even top talent requires training. More specifically, mentoring. The difference, says Jim, is profound. In many ways, training is a one-way experience; this is how you do x-y-z. On the other hand, mento…
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Feb 23, 2022
Beyond Buzzwords: Activating Your Company Culture with Diane Dye Hansen, What Works Consultants, Inc
Want to optimize talent, foster innovation, and inspire loyalty amongst your staff? Diane Dye Hansen, chief management consultant at What Works Consultants, Inc., says the secret begins and ends with your company culture. Too often, however, companies settle for buzzwords rather than developing a vision statement with input from all.
Diane joins Jason to discuss cultivating a healthy, productive work environment using research and data-driven assessment tools. She also shares one exercise guaranteed to help organizations define authentic company culture for themselves.
Companies committed to recalibrating organizational integrity can begin by asking their employees to complete the following statement: The way we work around here is… The answers are often revelatory.
From diagnosing internal struggles to highlighting opportunities for innovation, this simple ask can transform company culture for the better––and the future. Action-oriented, inclusive company culture goes further…
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Feb 16, 2022
Partnering with a Credit Union for Commercial Lending with Mark Ritter, Nu Direction Lending
If you haven’t considered a credit union as your next commercial lending partner, you're not considering all the options.
Mark Ritter, CEO of Nu Direction Lending, specializes in bringing traditional business financing to the credit union market, keeping the focus and funds local. Jason chats with Mark about what makes the credit union relationship unique and how wholesale distributors can benefit by securing their lines of credit, real estate loans, or general financing with a community-based lender.
In addition to keeping money flowing locally, credit unions offer their clients direct access to lending decision-makers. That's a win-win for distributors as personal relationships buoy a company’s bottom line.
Not a member? No problem! Over the last ten years, credit unions have greatly expanded their membership criteria, welcoming more personal banking and small business clients into the fold.
Whether it's a line of credit, a real estate loan, or something in between, the oppor…
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Feb 9, 2022
Activity-Based Costing and Purpose-Driven Customer Engagement in the Safety industry with Dave White
Companies in every vertical have become acquainted with safety distributors throughout the pandemic. But there’s more to this partnership than “just” PPE.
Jason chats with Dave White, the purpose-driven co-owner of Quad City Safety in Davenport, IA, about back-to-basics accounting and why he favors educating customers at the expense of recording sales.
“A lot of the world operates selfishly,” Dave says, explaining why Quad City Safety gives away so much of its expertise through both a YouTube channel and a podcast. “I think that through being unselfish, usually you're rewarded for being [so].”
It’s doubtful that anyone who’s had a conversation with Dave would accuse him of ulterior motives; he’s that passionate about sharing life-saving products and safety information.
Of course, transactions keep the business viable enough to support those multimedia endeavors. That’s where Dave’s accounting background comes into play. Distribution companies are littered…
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Jan 12, 2022
Profitability, expansion, and beneficial ownership with an ESOP in the hose and fittings industry with Mike Mortensen
Looking for a way to enhance company culture and boost revenue? Mike Mortensen, president and CEO of Alaska Rubber Group based in Anchorage, AK, has a proven solution: an employee stock ownership plan.
Jason chats with Mike about his entry-level start in distribution, his company’s rapidly expanding physical and digital presence, and why owners of privately-held organizations should look to an ESOP when considering growth or exit strategies.
For many independent distributors, the thought of turning company ownership over to employees is as intriguing as it is intimidating. But ESOP options are endless; owners can choose the most suitable structure for their organization and their legacy. For Alaska Rubber, that meant pursuing a “beneficial ownership” model. “The trust owns the company, owns the inventory, the assets and everything like that. And as an employee and a participant in the plan, we own the right to the rise or fall of the share price.”
To say that the ESOP has…
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Dec 29, 2021
Revisiting Lincoln Smith on performance incentives, loyalty programs, and customer behavior
During this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. Jason recently caught up with Lincoln Smith, chief strategy officer at HMI Performance Incentives. Although most people associate loyalty incentives with customer programs, now would be a great time to look at shoring up the relationship with internal associates. Distributors are not immune to the “great resignation” going on in North America and we hate to see associates jump ship for a couple of bucks per hour when we could design non-monetary performance rewards to keep them engaged.
Furthermore, Jason predicts that 2022 will be a great time to double down on increasing market share. If you have the inventory, you're in a great position. Loyalty incentives are just another arrow in your quiver. Lincoln has been a great resource to the Distribution Team’s clients over the last 18 months. Enjoy this conversation!
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With everything you’ve got goi…
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Dec 22, 2021
Revisiting Lisa Fiore on technology-driven innovation in the legacy landscape industry
During this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. The August 2020 interview with Lisa Fiore, co-founder and CEO of Landscape Hub, broke all download records for the show. People were intrigued with her ability to apply this digital marketplace to the highly fragmented legacy industry of landscapes.
Since the interview, Landscape Hub has grown dramatically and they're continuing to add more robust search features for the end user. From a fingernails in the dirt family business to technology-driven service provider, this is a really cool innovation story. Enjoy!
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Lisa Fiore left the family business behind to transform an industry. Jason and Lisa discuss the challenges that have shaped her management style and the tech she’s created to revolutionize a stodgy wholesale vertical.
“Their version of the story is that I grabbed the business and took it from them. My version is they gave it to me,” Lisa l…
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Nov 24, 2021
Talbot Gee on association member engagement, government advocacy and workforce development at HARDI
If a trade association is only as good as its leadership, then HARDI––the Heating, Air Conditioning, and Refrigeration Distributors International Association––is very good indeed, thanks to the energetic and innovative direction of CEO Talbot Gee. Jason chats with Talbot about his formula for providing consistent, top-notch value to HARDI members. The equation includes plenty of workforce development, government advocacy, and gratitude for the biggest little industry most folks know nothing about.
“You could be a supremely educated college graduate, or you could be someone who never once even considered or wanted to go to college. Maybe [you] barely got through high school.” Talbot confides, before revealing distribution’s best-kept secret: “You could end up being a multimillionaire in this industry if you got the right stuff and work hard at it.” He has the stories to prove his supposition, committed to video for the documentary Hot Commodity, a behind-the-scenes lo…
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Nov 17, 2021
Marc Beerman on understanding the finances and investing in talent
In order to compete in business, you need to be willing to change your ways. Jason talks about recruiting and retaining talent in the digital age with Marc Beerman, President and CEO of Beerman Precision in Beerman Precision is a New Orleans based rental, sales and service company focused on the industrial construction market.
Marc learned the importance of understanding finances early on from his father, Ralph, who founded the company as a side hustle while working full time and raising a family. Quoting a lesson from his dad, Marc says, “Don’t let tax returns fool you. Sometimes you make money on paper, but you have no cash.” This insistence motivated Marc to go back to school after completing his engineering degree to get another degree… this time in finance.
Marc came into the business in the early 1980s when the business was crashing due to the bottom dropping out of the oil industry. His solution was to stop buying inventory. “I said, ‘We need to be cash rich, inven…
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Nov 10, 2021
Benj Cohen of Proton AI on Leveraging Sales Data with AI Designed for the Distribution Industry
There’s no question that artificial intelligence is poised to revolutionize distribution, and incorporating this vital tool is a lot less daunting than it once seemed. Jason chats with Benj Cohen, founder and CEO of Proton AI, about extracting the gold that’s buried deep in our systems. From uncovering hidden sales opportunities to onboarding new reps quicker than ever before, AI’s ability to dig into data can help our legacy industry close more sales and meet future market challenges.
“The median Proton AI customer sells 687,000 different skews,” says Benj. With all those items in play, it’s difficult for reps to figure out what customers need to buy now and anticipate what they’ll want to buy further down the sales stream. “We have a ton of data that we're not leveraging to solve this problem.” Enter Proton AI, the post-graduation project he set up to find a solution that would apply to the family’s dental distribution business and other verticals.
Having grown…
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Oct 27, 2021
Cam Overacker & Tyler Yelland on highlighting industry trends & communicating company culture with Primco’s podcast, Know Where You Stand
When Tyler Yelland, vice president of sales and marketing at Primco, approached the company’s president, Cam Overacker, about starting a podcast, the pair quickly realized the show’s potential beyond sales. Jason chats with the Canada-based duo about telegraphing Primco’s company culture via Know Where You Stand (KWYS), their trendsetting podcast in the ordinarily conservative floor covering industry. From honest talk about podcasting’s ROI to its power as a vehicle for inspiring the next generation of distribution professionals, Cam, Tyler, and Jason share their experiences and insights with the pod-curious.
There’s a simple explanation for how a Primco podcast came about: a marketing consultant proposed a blog. “I just wanted to do something more unique and something different [in] the market,” says Tyler. Ten episodes into recording KWYS, his instincts have proven sound. The show comes across exactly as intended––an informative chat among colleagues who just happe…
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Sep 22, 2021
David Stafford on navigating successful acquisitions and fostering employee loyalty among a majority Millennial workforce
Reports of massive employee turnover and dissatisfaction are everywhere––except at Stafford-Smith, Inc. Jason chats with David Stafford, third generation president and CEO of the Kalamazoo-based foodservice equipment distributor, about his company’s remarkable retention rate. With 19 locations across 11 states and an overwhelmingly Millennial workforce, Stafford-Smith’s culture of loyalty flourishes under David’s open-door policy, an office-wide environment of mutual respect, and a few well-timed pranks. “It's been a very good ride so far. We make money; we are very profitable. We work hard. [ ] I don't ask anybody ever to do anything I'm not willing to do myself or have not done.” Although David’s lead from the front style is a hallmark of successful privately-held distribution companies, it’s his repeated acknowledgement of team contributions that make him a standout in the industry.
Competitive by nature, David applies lessons learned from his college football day…
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Sep 15, 2021
Dirk Beveridge on capturing the humanity of distribution for We Supply America
Why would anyone spend 97 days on the road visiting 34 privately-held distributors in the middle of a pandemic? To champion the noble cause of distribution, of course!
Jason catches up with Dirk Beveridge, fresh from his We Supply America tour. Beyond the business strategies and innovation beats the heart of this industry: humanity. Dirk shares some of the people-powered stories he captured during this epic journey, offering his patented brand of inspiration and encouragement as well as resources to spark company-wide conversations.
“Everybody in my business network tried to talk me out of it,” Dirk laughs as he launches into the impetus for his 16,000 cross-country trek. After 18 months stuck in his office, unable to get out on the road and talk to people, Dirk had had enough. “I was looking to take control [ ] to get into my unique ability.”
Anyone who’s ever met Dirk knows this visionary entrepreneur and award-winning keynote speaker for his superpower: telling stories…
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Sep 8, 2021
Paul Reilly on mental strength and selling through tough times
Looking for concrete steps to ease the effects of languishing and regain mental fortitude? Jason and Paul Reilly, speaker, trainer, author, and host of the The Q and A Sales Podcast break down six exercises anyone can implement to improve mental resilience, regardless of company role, industry, or location.
Whether you’re in the C-suite or the cold-call trenches, there’s no question that the challenges brought about by this pandemic are extensive––and exhaustive. It seems counterintuitive then that so many sales teams are crushing their goals from a commission standpoint. But take a closer look.
Professional performance doesn’t always reflect what’s happening personally, as Paul found out when he began conducting research for his latest book Selling Through Tough Times. While swings in success are inevitable over the course of a career, he points out that for the large cohort of salespeople who got into sales after the Great Recession, these last 18 months have hit a bit…
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Aug 25, 2021
Jason Bader & Marshall Jones on supporting organizational and personal mental health
How honest have you been with your team about their mental health? How honest have you been with yourself? Jason joins business partner Marshall Jones to address mental well-being in the time of COVID from an organizational and personal standpoint.
The pair discuss anecdotal evidence, offer insights from their conversations with clients, and provide tools leaders can use to create a more empathetic working environment. No matter what you take away from this episode, know that if you’re struggling, you’re not alone. The sooner we acknowledge our shared vulnerability, the better for all.
Does it feel like you’re working twice as hard just to tread water these days? When people consider mental health, they most often focus on one end of the spectrum or the other: flourishing or depression. The protracted uncertainty of the pandemic has exposed many of us to a middle state: languishing. Even if your organization is doing well despite the challenges, languishing is an invisible weig…
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Jul 14, 2021
Jeff New on buying groups, association leadership, and family legacy
To say Jeff New has earned his upcoming retirement after 40 years at the helm of Mid-City Supply out of Elkhart, IN, is an understatement. His legacy includes expanding the company from one location to nine and the staff from 35 employees to 130. Before he hands the keys to his sons, Jason chats with Jeff about the industry relationships that have helped Mid-City weather growing pains, multiple recessions, and that impending transition.
“My first year of running this company, I took my father's company, which had never had a losing year [ ] and in the first year we lost $180,000,” says Jeff. “I thought I was a complete failure.” In Jeff’s defense, the late 1970s were difficult for everyone. Fast-forward four decades. Mid-City is not only a success; it’s a prime example of a company that stays competitive in the plumbing, HVAC, and industrial products industry through a willingness to learn from even the most unpleasant lessons.
Trial and error is a less alarming process w…
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Jul 7, 2021
Shannon Worthington on investing in your professional relationships and fostering seamless transitions
In an industry stacked with exemplary role models, Shannon Worthington stands among the very best. As president of Dixie Construction Products based in Atlanta, GA, his stewardship extends beyond the company and his era at the helm. Jason chats with Shannon about his commitment to fostering reciprocal relationships and setting the stage for seamless leadership transitions.
Shannon began his career in distribution with a simple pledge to himself: “If I ever get in a position where I could make a difference, I would never send someone out without any training, without any knowledge to go call on people.”
Forty years later, that pledge still stands. He remains committed to leadership built on mutual respect and a desire for the entire team to succeed, even those not directly assigned to his payroll. Take Dixie’s relationship with its suppliers. While many organizations make the mistake of expecting hand-outs, Shannon and his team look for ways to strengthen those partnerships. ”…
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Jun 30, 2021
Mike Adelizzi on supply chain, talent recruitment, and advocacy via the American Supply Association
It goes without saying that Mike Adelizzi, CEO of American Supply Association, hopes to never again face a test like the COVID-19 pandemic. Still, the crisis thrust distribution into the spotlight; Mike’s not about to let all that attention go to waste.
Jason chats with this innovative association exec about serving the plumbing and PVF distribution community through advocacy, education, and planning. The pair also discuss D.Next, the organization’s ambitious program for solving supply chain issues and recruiting the brightest talent into industry careers.
“You can’t out-Amazon Amazon. We don’t have the budgets,” Mike laughs. But the obvious assessment doesn’t signal defeat. Instead, the market’s heaviest hitters - including Home Depot - act as catalysts, driving ASA to think more strategically to protect its members and propel the industry forward. “Amazon actually doesn't scare us. We feel we can compete with Amazon. What scares us is what's coming down the pipe,…
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Jun 16, 2021
Jason Bader and Marshall Jones on navigating the supply chain crisis
Navigating the current supply chain crisis requires adaptability - and intelligent math. Jason’s friend and business partner Marshall Jones asks the questions this time around as the pair chat real-time challenges and opportunities. Jason’s simple equation for calculating customer profitability coupled with his tips for strengthening the relationships that matter will help distributors avoid costly missteps well into the future.
“History does have a good strong track record of giving us, in normal times, a very good prediction of what to buy for our needs,” says Marshall before delivering a caveat. “In uncertain times like this, it's not as valuable.”
The last 15 months have served up more surprises than the previous fifty. That’s prompted even the most conservative distributors to panic. So, how can they adjust their systems to deal with ongoing uncertainties in the marketplace, and what should they be doing to protect themselves, to hedge against being the distributor…
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May 19, 2021
Kathryne Newton on generational differences in the distribution workforce
“You better be thinking towards the future, or you're going to get left behind.” -Kathryne A. Newton, Ph.D
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 get in the way of innovation. She also shares insights from her career as associate dean of Purdue University’s Polytechnic Institute and her tenure with the University of Innovative Distribution.
In case anyone assumed otherwise, Kathryne makes her cohort allegiance clear: “I am not a basher of Millennials or Gen Z or any of ‘em.” Instead, she champions creating environments where the differences build stronger teams rather than pitting one group against another.
With literal…
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Apr 21, 2021
Andrew Hartman on tweaking team roles, buying group advantages, and leading by example
“We started to create a strong bridge between inside and outside of the house; we were realizing that we needed to make both pieces great.” -Andrew Hartman
Teams flourish under teachable leaders. For proof, look no further than Andrew Hartman, president of Hartman Independent Company based in Canonsburg, PA.
As the third-generation decision-maker, his conscious efforts to remain open to new ideas and willingness to engage in challenging conversations have transformed this 70-year-old distributorship. Jason chats with Andrew about tweaking team roles, buying group advantages, and leading by example.
“I actually had to apply to the company where I was working part-time for a full-time position,” Andrew recalls, explaining that, in hindsight, the speed bumps his father put in place before he could join the family business served him better than having the keys to the kingdom simply handed over.
The experience reinforced the notion that he was applying for a “real job” and,…
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Apr 14, 2021
Jamie Arguello on mastering mindset, trusting your team, and providing workforce re-entry opportunities
“The answers don’t always come from me; I am asking you for the answers, and I’m asking you to find those answers and to drive change yourself.” -Jamie Arguello
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. Jason chats with the CEO of Grady's Foodservice Equipment & Supplies in Pueblo, CO, about coming home to the family business, creating space for second chances, and the rewards of letting go so others can step up.
“So, I got involved with my family business basically by chance,” Jamie says, recounting the deal she made with her father in 2007 - to work at Grady's until she’d paid him back for a real estate investment that had tanked along with the markets. Once that debt cleared, however, Jamie had found her professional home. The wholesale distribu…
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Mar 31, 2021
Steve Deist on career paths and recruitment strategies in wholesale distribution
“A distributor is very much about micro marketing; [ ] they win the battle one customer in one relationship at a time.” -Steve Deist
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 & Landscape Supply, agrees. He chats with Jason about the math that makes distribution work, the industry's noble mission, and, of course, the value proposition about which more young people should know.
"I'm really, really boring," laughs Steve before launching into his origin story. His career trajectory, while not glitzy - an engineering degree followed by time on the manufacturing side, 20 years worth of consulting, 4+ in his current role - has provided him with a unique vantage po…
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Mar 24, 2021
AJ Maloney on on systems migrations, association membership, and multi-generational business success
“Pick the right system for yourself... At some point, you trust your judgment and whoever you’re working with that,’okay, this is gonna work.'” -AJ Maloney
AJ Maloney has weathered a lot of changes - as has the family business he once guided. While this former vice president of Coburn Supply in Beaumont, TX, may have passed the baton onto the 4th generation of leaders, he still has plenty of sage advice to share. Jason chats with AJ about sustaining multi-generational success, the perils of large-scale systems migration, and the importance of association membership.
“The first rule that we’ve had when we hire a family member is that anybody we hire, we can fire.” That’s AJ laying down the company law. Being born into this family business doesn’t guarantee your spot. Instead, there’s an informal rule that family members can only join the ranks if they’ve pursued other professional options outside of the company.
It worked for AJ. The one-time math teacher and co…
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Mar 17, 2021
Jason on developing a day-end routine
“One of my clients put it in a really great way. He said, ‘Get your arms around the day before it gets its arms around you.’” -Jason Bader
Want to sleep better tonight? Sure, it’s an odd opener - until you think about all the nagging issues that keep managers (especially new ones) up at night. In this episode, Jason flies solo, sharing his favorite tips for building a solid day-end routine regardless of industry.
Think of this episode as a coaching session with tangible action items. Anyone can finish their day implementing Jason’s foundational steps. He advises setting aside a solid 30 minutes and promises that no special tools are required except pen and paper, which, admittedly, might feel special if you’re someone who’s a committed notes app user. “There’s something phenomenally magical about putting pen to paper,” Jason says of the old-school approach.
So what to put on that blank slate? Lists, of course - in a decidedly different format. Jason advises lis…
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Mar 3, 2021
Patricia Bible on leading through tough times in the restaurant supply and equipment industry
“We’re always learning. Our customers are teaching us. They are tremendous professors.” -Patricia Bible
Throughout the pandemic, restaurants have received much of the press. But what about the suppliers behind the pizza joints, Thai carry-outs, and doughnut shops? How are the distributors fairing? Well, at least one of them is thriving through tough times. Patricia Bible, owner and CEO of KaTom Restaurant Supply in Kodak, TN, joins Jason to discuss the other side of the hospitality industry. The company’s success is rooted in its dynamic leadership and service-oriented culture.
“It’s been a very different last twelve months. We’ve seen lots of things change, and we have had to dig deep within ourselves to become better and to look at the world through a different set of eyes.” In speaking with Patricia, one feels that she doesn’t spend too much time dwelling on the past. Since KaTom’s inception, the company has strived to meet the future earlier than everyone else…
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Feb 24, 2021
Rich Danchisin from Trinity Warranty on extended warranty programs for distributors
“Now you're able to offer your customers something that will financially protect them from what you know is a potential expense, but they view as a non-expense down the road.” -Rich Danchisin
If you’ve listened to the podcast for a while, you know that distributors who can teach a contractor how to make more money foster loyalty for life. The challenge is finding opportunities that don’t squeeze already tight distributor margins.
Enter Rich Danchisin of Trinity Warranty. His company offers creative extended warranty solutions across multiple verticals. These customizable programs on residential, commercial, industrial products might be the edge your company needs to boost its bottom line.
“We design programs to fit the needs of the distributors that we work with.” That’s Rich with a Cliff’s Notes version of Trinity’s focus, but his swift delivery doesn’t do the products justice. Trinity provides comprehensive warranty programs to contractors who install and maint…
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Feb 17, 2021
Gordon Graham on distribution inventory management, speaking from the stage, and maintaining integrity
"It's very hard to get them to go along with it, to try the new idea, the new way of doing it. Now, once they try it, generally, they'll say, gosh, this is good!" -Gordon Graham
After years of using Gordon Graham’s methodology to power The Distribution Team, Jason finally sits down for a one-on-one with the man who revolutionized an industry.
Known for his integrity and easy-to-understand logic, Gordon is the undisputed dean of distribution inventory management, having written the book on the subject in the late 80s. This conversation is as much a treat for fans of Gordon’s work for those who’re unfamiliar with his revolutionary approach.
It seems ridiculous now, in an age of specialized systems, but, back in the dark ages of inventory management software packages, distributors struggled to make standard manufacturing programs work within their own verticals. You can thank Gordon for solving the issue.
“One of the things that I developed was the way to handle the line-buyin…
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Feb 10, 2021
John Kelly on high-tech distribution, government contracts, and non-stock procurement
“I think there's plenty of conversations that can be had with competitors that are valuable and are productive - just not pricing.” -John Kelly
Oh, the allure of those big government contracts! Not so fast… John Kelly, Chief Corporate Officer of Jo-Kell, a shipboard electrical and industrial automation specialist, sits down with Jason to discuss the great and the not-so-good aspects of working with the federal government.
Jo-Kell has undoubtedly carved out a profitable niche for themselves with the US Navy. Still, as Jason learns, a lot of John’s success within the company is due to his participation in AHTD - the Association for High Technology Distribution.
“Early on, I decided on Marty and Suzy because it was something that would make me stand out less,” John says, recalling the mundane but tricky situation every kid who’s grown up in the family business has had to address. “If I called them mom and dad, I'd be the different one.”
Choosing to stand out at holid…
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Feb 3, 2021
Mark Patton on talent development, mergers and acquisitions, and private equity partnerships
“We try to live by the golden rule, not only in every day dealing with customers and vendors, but also in our acquisition processes.” -Mark Patton
Want to know the secret to talent development, mergers and acquisitions, or working with private equity partners? It’s not classified information; it’s culture. In this episode, Jason speaks with Mark Patton, CEO of Colony Hardware, about managing the myriad relationships that fuel his company’s multi-territory success.
“What we've really focused on is growing the business, and in order to grow and scale a distribution business like ours, I think you really need to focus on expanding the footprint.” Since joining the company ten years ago as (COO and CFO), that’s precisely what Colony has done: 40 locations in close to a dozen states, all east of the Mississippi except for their Texas outposts. The company’s success has a lot to do with Mark’s keen financial acumen.
Earlier in his career, he completed GE’s financial…
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Jan 27, 2021
Ward Bassett on humility, perseverance, and helping people get what they want
"And I'm in there -- the hat on backwards, t-shirt, and jeans ripped. I've got no job, but I'm keeping my word, right? That I was going to take care of this person no matter what." -Ward Bassett
Ward Bassett understands how quickly one’s luck can run out -- and what it takes to persevere when everything goes sideways. Ward’s early life played out like a classic teen adventure film befitting someone born grasping a silver spoon. Then tragedy struck, leaving him to make sense of life.
Today, Bassett Salon Solutions' CEO credits a crash course in humility and enviable timing for his second chance at success. Jason chats with Ward about his unusual origin story, what he’s learned about acquisitions from the school of life, and the mantra that’s fueled his entrepreneurial spirit from day one.
“Help people get what they want, and you will always have what you need,” Ward says, reciting his father’s oft-repeated advice. “I just never forgot that.” His dad knew of what he…
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Jan 20, 2021
Paul Glover on turning the hard lessons of 2020 into opportunities in the next normal
“My theory is that “status quo” kills the future.” -Paul Glover
In a rush to put distance between this year and the last, what opportunities have you left behind?
Paul Glover, the “no BS” work performance coach, is back, with a new webinar and an urgent directive: stop referring to 2020 as the worst year ever!* He sits down with Jason to discuss keys to building more robust, engaged environments that will thrive in the next normal.
“Well, obviously everybody is happy to see 2020 in the rearview mirror. But, after having lived it and taking some time to reflect, I'm calling b***s*** on considering 2020 as a throw-away year!”
If you caught Paul’s last appearance on this podcast, then you already know he’s the definition of dynamic. He’s also knowledgeable, and he’s watched the status quo kill bottom lines more thoroughly than any pandemic. “In the times of good, we develop really bad habits,” he says - as individuals and organizations.
Cast your memory b…
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Jan 13, 2021
Jason and Marshall on harnessing the power of peer networks
"By working together, you can really improve the quality of the solutions that you bring to bear against, you know, the problems that you deal with day in, day out." - Marshall Jones
As years go, 2020 didn't leave much behind to recommend it...or did it? Amidst the difficult aspects of the last ten months, distributors managed to string together small but mighty bright spots. In this episode, Jason is joined by business partner Marshall Jones to discuss their favorite takeaways from the last year.
The pair also debut an exciting new leadership forum focused on peer support. If you're ready to commit to 2021's promise or simply looking to banish a few overexposed phrases, Marshall and Jason have you covered.
Last year's silver lining is easy to find - if you know how to look. Instead of searching for a considerable gain, Marshall urges owners and management to add up their small wins instead, then build upon them. "Everyone that survived this [2020] walks away with a really strong se…
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Dec 23, 2020
Jason on Moneyball for Distribution
“The old sales process is dead and, frankly, good riddance. ” ~Jason Bader
Can a decade-old film about baseball provide fresh ideas for distribution? In this rare solo episode, Jason talks with you about driving company growth using the intelligence you already have at hand.
As a self-professed data junkie, it’s no great leap for Jason to pull cues from Moneyball while discussing the lessons he’s learned at his day job as a consultant. The 2011 true story follows Billy Beane, the general manager of a middling baseball team, as he becomes first in the major leagues to embrace economic algorithms as a tool for uncovering value - in his case, underrated and, therefore, underpriced players. The gut instincts of seasoned field scouts couldn’t override empirical evidence: intelligent analysis saves money and wins games.
In baseball, the data begins with an analysis of past performance. In distribution, past transactional data provides the foundation upon which to build new custo…
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Dec 2, 2020
Franke Hurtte on fee based services and distribution association membership
“Your best customers are subsidizing your worst customers.” ~Franke Hurtte
Talking shop with Frank Hurtte is akin to auditing a masterclass in distribution longevity: no matter the vertical, he’s always ready with a personal anecdote and answers to some of today’s most challenging problems.
Frank has successfully parlayed 28 years in direct distribution into a consultancy, as well as a byline on multiple books and hundreds of industry articles. He shares some of that expertise with DT listeners for free - a tactic he says distributors themselves should abandon now before it costs them their entire business.
“The people I work with are people that add some value to everything that they sell.” Frank dubs these clients knowledge-based distributors, men and women who trade in more than just boxes of stuff. They’re product specialists, and it’s beyond time to stop giving away that knowledge for free, in essence, devaluing the customer service they bring to the table.
**…
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Nov 25, 2020
Ed Flemmons on distributor buying groups, finance, and fostering relationships
“You just have to play the niche and work with what you can and take the good with the bad.” Ed Flemmons
Ed Flemmons takes poolside particulars seriously. As president of Pool Contractors Supply, Inc. headquartered in Memphis, TN, he maintains a firm grip on the company’s financials as well as its future.
Not one to lounge around, Ed’s responsibilities extend to his buying group, where he heads the largest cooperative of independent pool and spa distributors in North America. Jason and Ed discuss changes to the industry (hint: the faces are getting younger); and promoting value at both ends of the supply chain.
“There's a variety of components that add value to the distribution chain.” Ed works every component, twice. First, from his post as president of both PCS, Inc., the family business he married into over thirty years ago. Second, on behalf of WINDO Group, Inc, the Wholesale Independent National Distributors Organization of which he is also president. Each position…
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Nov 18, 2020
Get a Grip on Lighting with Michael Colligan and Greg Ehrich
"I've always been about time management and efficiencies and finding ways to do the right thing quickly. ~Greg
"In your career, there's 5% of your time in service to your industry. Period. End of the story. And people need to hear that. ~Mike
How do two affable guys with several successful businesses between them find time to record three podcasts a week and run a leading trade organization?
For Michael Colligan and Greg Ehrich, the duo behind Get A Grip On Lighting podcast, their secret sauce is a commitment to serving the lighting industry. It’s been a while since I appeared as guest number one on their show; now, Mike and Greg are here to return the favor, shedding light on how they keep these interconnected parts running smoothly.
“I have a couple of different angles. I love distribution, I love contracting, and all these things dovetail together,” says Mike of the businesses he runs when not behind the mic - although he’s often managing business even while recording. T…
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Nov 11, 2020
Martha Brooke on pandemic-era customer experience research
"Clients are looking for meaningful information from their customers about what they expect and what they perceive and what’s going on in the world." ~Martha Brooke
Martha Brooke is back with more sage advice for survey-wary CEOs. A lot has changed in the world since I last chatted with the founder of Interaction Metrics way back in 2019.
This time, she’s sharing valuable insights around pandemic-era company reviews and translating data into actionable improvements.
“[COVID19 is] just such a sea-change that will affect us forevermore. Some things, we’re not going back to and, so, this is just a great time to find out: how do we set new strategies that continue to raise the bar on sales and on employee performance?”
While some businesses are suffering through pandemic fatigue, Martha and her team are busy compiling data-driven answers for companies willing to ask the correct questions. She, like her clients, is after evidence; details not spilt over cordial lunches (rememb…
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Oct 21, 2020
Mason Greene on adapting and innovating during the pandemic in foodservice distribution
"I think it’s just an apt message for this time, to share with our team, with each other that, hey, we're counting on you to just continue to grow.” ~Mason Greene
Few industries have weathered more storms during the pandemic than foodservice. From restaurants to suppliers, the pressure on this vibrant vertical to provide will not ease any time soon. Jason chats with Mason Greene, third-generation president of Hotel & Restaurant Supply, about how he’s fostering responsibility and encouraging innovation amidst challenges.
“When I stop and think about it...it's a great opportunity in the space we have,” says Mason about distribution in general and the foodservice vertical specifically.
***
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The C…
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Oct 14, 2020
Katie Munro Powell on curiosity and balancing both manufacturing and distribution sides of the family business
“Wherever you're coming into a new place, look for opportunities to get curious, to ask questions, to be a learner - maybe even before you're a contributor.” ~Katie Munro Powell
Curiosity is the catalyst for Katie Powell. As president of Munro Companies, Inc. in Grand Junction, CO, she approaches leadership with an inquisitive attitude. Jason and Katie discuss the finer points of running both a distribution and a manufacturing division; as well her commitment to service, whether she’s in the C-suite or leading the Girl Scout troop.
“The more time that I spent with the team, and the more time that I understood the value that a business like ours brings to our community and our customers and our employees, I got hooked on wanting to make the business better.” Katie’s appreciation for the company her father and grandfather started in 1965 comes with a caveat: she didn’t get hooked immediately.
Instead, she struck out to find success on her terms, away from Grand Junction.…
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Oct 7, 2020
Dale Hahs on customer relationships, peer networks, and responding to the marketplace during a pandemic
“I learned early on just being nice and kind to the customer can go a long way.” ~Dale Hahs
Dale Hahs has initiated dozens of innovations throughout his career at AIS Industrial & Construction Supply in Denver - from system upgrades to expanded product lines.
And while technology has allowed him to implement cool features such as 360º virtual warehouse views, Dale attributes his company’s success to strong customer relationships and peer networks. Jason chats with Dale about responding to the marketplace during COVID-19 and collaborating with Affiliated Distributors.
“It's nice because we are so diverse and we sell into so many different marketplaces that when one thing is down, we can look at other avenues where we can sell that same product to a different vertical.”
That’s the case with AIS’ foray into eBay, a marketplace that has served the company well, especially during the pandemic. With eBay, AIS has found a way to move closeout items, overstock, and niche pro…
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Sep 16, 2020
David Gordon on acquisition strategy, loyalty programs, and the rep of the future
“So the agents are becoming more and more important within the manufacturer sales funnel… We have seen agents… do more marketing, do their own videos about the product, do much more in newsletters, do podcasts, do outdoor counter days, do tailgates.” ~David Gordon, Channel Marketing Group
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. The conversation concludes with a look at trends tracked by Channel Marketing’s recent rep of the future study.
“My first job was with a company in the performance marketing and incentive industry...and a good chunk of our business was in distribution.” David parlayed early-career successes into a vice presidency. But his straightforward trajectory took a tur…
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Sep 9, 2020
PJ Slauson on self-guided education, mentorship, and leveraging social media
“The best advice I can give you is that you can't compete with them on their strengths. You have to compete on your strengths and until you identify and figure out what those are, I mean, you're going to take a beating. ~PJ Slauson
PJ Slauson, president and CEO of CLK Supplies, LLC and Aero Lock, LLC, has grown his business from promising side hustle to profitable distributorship on his own terms. Jason chats with the 35-year-old entrepreneur about the value of a self-guided education, the art of asking for help, and the power of social media.
Early on in PJ’s college career, he had to make the difficult choice. Should he stay the course and complete his structured education, or tend to the growing number of business calls interrupting his day?
He chose the latter, pouring all of his energy, time, and money into a lock parts distributorship. In hindsight, the decision made perfect sense. After all, PJ started cutting keys in his father’s shop at six years old and sold his firs…
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Sep 2, 2020
Dave Roller on pricing strategy, client stratification, and turning data into profit
“One of the most important assets any distributor owns is their transaction data and it could make them a lot more money.” ~Dave Roller, Profit2
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.
Jason chats with Dave about the art and science of pricing as well as overcoming pricing challenges - even in challenging times. It’s an episode dense with profitable information.
There’s little wonder as to why distributors avoid picking through their pricing. “There are very few businesses that have the scale [or] the challenge we have.” To prove his point, Dave contrasts a restaurant’s few hundred pricing decisions or a manufacturer’s several thousand items against Profit2’s average distributor client who makes upwards of 300,000 pricing decisions annually.
F…
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Aug 26, 2020
Sydney Berry on pivoting to virtual, building relationships, and gaining trust in new territories in the beauty supply industry
“This industry is built on relationships and being able to help foster that makes a much better strengthening of best practices with all of the salons versus seeing each other as competitors.” ~Sydney Berry, Salon Services Pro
As with many distribution verticals, COVID-19 has altered the high-contact beauty supply industry seemingly overnight. But Sydney Berry sees possibilities in pivoting. In this episode, Jason chats with the founder and CEO of Salon Services Pro about her commitment to service and the company’s strategies for translating an exceptional in real life reputation to the virtual marketplace.
Whether it's teaming up with a competitor or her self-described over-communicating, Sydney Berry has built a successful, multi-state business on the strength of her relationships. “We've done a lot of outreach,” she says, explaining Salon Pro’s pandemic response.
Doubling down on virtual sales calls is only part of the plan for this hands-on distribution vertical.
*…
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Aug 12, 2020
Lisa Fiore on leading through crisis and optimizing a fragmented supply chain
“I saw very clearly that this industry was the last bastion of this non-digitized space. I wanted to be the one that brought us into the new technological era.” ~Lisa Fiore, Landscape Hub
Lisa Fiore left the family business behind to transform an industry. In this episode, Jason speaks with Lisa, founder and CEO of Landscape Hub, about the challenges that have shaped her management style and the tech she’s created to revolutionize a stodgy wholesale vertical.
“Their version of the story is that I grabbed the business and took it from them. My version is they gave it to me,” Lisa laughs, recalling the series of events that ultimately lead to her taking over the family’s century-old landscape supply business in 2010 - at the height of the Great Recession.
Throughout that crisis, Lisa maintained an honest dialogue with her staff and her family about the painful adjustments to come. Fostering that level transparency taught her a great deal about the value of vulnerability, a…
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Aug 5, 2020
Mike Marks on reinforcing your foundation and building market share during difficult times
“Which is more important: do you want to be successful or do you want to be right?” ~Mike Marks
Mike Marks has spent a lifetime in distribution and he’s got the battle scars to prove it. In this episode, Jason chats with Mike about lessons he's learned at the helm of Indian River Consulting Group. Mike also offers suggestions to proactive leaders keen to close out 2020 on solid footing even as the ground continues to shift around them.
"People are being much more cautious now. It's a complex process but look at it this way, what's happening is a lot of folks that basically just did the turtle strategy." Cutting costs, Mike says, is a wise strategy if performed with long-view intention in mind rather than quick-fix desperation. Middling distributorships default to the latter position rather than put forth the effort required by the former.
***
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution client…
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Jul 8, 2020
Blair Franklin on workplace behavior, hiring excellence, and company legacy
"I've made some business cases that were absolute just flops. So... I'm here to tell you, past mistakes are good, you know, if you can get unentangled from them and move on and don't let it scare you from getting back up to bat." ~Blair Franklin
Twenty-five years after receiving an MBA from Pepperdine University, Blair Franklin, president and CEO of AmeriPipe Supply, Inc. headquartered in Dallas, TX, is picking up where he left off, returning to Pepperdine to complete his applied doctorate in workplace behaviors. Beyond the satisfaction of personal achievement, Blair hopes his post-graduate work will guide executives to make better decisions and enhance their leadership skills.
"Can we do a better job of not only deciding who we bring into our family culture but, once they are there, how do we do the very best job we can at encouraging good behavior or mitigating bad behavior?" As head of a family-owned pipe, valve, and fittings distributor, Blair asks those questions in real-time, e…
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Jun 17, 2020
Andrew Johnson on supply chain automation, innovation, and industry disruption
"I love wrecking things. I think when you get down to it... I love disruption. I love being the disruptor and I really don't like being disrupted. So I'd love to go help somebody go disrupt some stuff." ~Andrew Johnson
In this episode, I catch up with Andrew Johnson, CEO of ShelfAware VMI, a system that monitors inventory consumption in real-time via RFID technology. His affinity for disrupting the family distributorship’s systems led to a spin-off career at the helm of a virtually no-touch inventory solution.
Andrew shares his company’s fascinating origins story as well as its mission to provide an efficient, remote data reporting method with a low-cost point of entry.
“We knew our data and our systems and our processes inside out and that hard, rough experience - really getting our hands dirty, it changed us.” But prior to tackling a massive data migration project at the family’s rubber and plastics distributorship in 2012, Andrew and his brothers-in-law weren’t exactl…
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Jun 3, 2020
Katie Parris on company culture, customer relationships, and generational shifts
Katie Parris, CEO of The Part Works in Seattle, WA, is a second-generation owner who’s managing her commercial plumbing supply company from the intersection of old-school knowledge and innovative thinking. I caught up with Katie to discuss her path to the C-suite and find out why her company’s culture can top Amazon’s low prices any day of the week.
“Anybody can be the cheapest when the part’s not on the shelf.” But when a hospital risks losing $15,000 a day in revenue because a broken faucet prohibits the use of an entire patient room, they don’t price check with the giant online retailers. More often than not, facilities managers ring up The Part Works’ knowledgeable, responsive team and gets that part in hand within hours.
With its single location, The Part Works doesn’t bother paying too close attention to Amazon. Instead, they’re focused on the value they bring to their own counter. Beyond the relationships they’ve built with customers, Katie’s most proud…
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May 27, 2020
Paul Glover on resilience coaching for distributors and workforce development
"I don't believe that a coach can be a good coach without being curious. I don't believe I have the only answer. Now, I may think I've got the right answer, but that doesn't matter. I'm curious enough to hear what somebody else has to say and have a conversation” ~Paul Glover
Workforce development coach Paul Glover is no stranger to adversity. For 30 years, he suited up to do court-side battle as a labor employment lawyer. Then, in 1995, he was convicted of a variety of white-collar crimes. He served five years in federal prison for those missteps. Today, Paul’s an expert in organizational resilience, a topic that’s crash-landed onto the business landscape in the wake of COVID-19.
“My moniker that I use is the no BS workplace performance coach.” If Paul’s bluntness doesn’t immediately win you over, his origin story might not do the trick either - and he’s okay with that.
“I have an opinion. I have a recommendation. It’s based on experience,” says the self-descr…
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May 13, 2020
Greg Drouillard on a lifelong commitment to service, learning, fitness, and staying curious
“I think one of the common denominators to me for the successful people out there… is the word curiosity. The word curiosity means, to me, that you care...that you ask questions and you want to learn and you're still thirsty for growing each and every day.” ~Greg Drouillard, Target Building Materials, LTD.
If you’re searching for a prime example of “a body in motion stays in motion,” look no further than Greg Drouillard. As the owner of Target Building Materials, LTD. in Windsor, Ontario, he likes to be part of the action - in the office, on the trails, and out in his community.
I had the chance to catch up with Greg to discuss some familiar Distribution Talk themes and look ahead at the business landscape, post-pandemic. I also discover what’s at the literal heart of Greg’s commitment to physical fitness and his motivation to stay curious, enthused, and grateful.
“I never wanted to be a bleacher creature. I wanted to be involved and be on the playing field or on t…
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May 6, 2020
Dirk Beveridge on coming out of crisis better than before
“It’s all about endurance. We're in this for the long haul and we're going to need the grit, we're going to need to know that what we do is important enough that what we do contributes to so many lives and to society... We owe it to ourselves to dig deep and find that grit that gets us over that finish line.” ~Dirk Beveridge
Dirk Beveridge first appeared on DT episode 022, sharing his formidable insight into the steps distributorships could take to successfully navigate rapid changes.
A prescient conversation in light of COVID-19. In this latest conversation, Dirk offers insight into what leaders can do now so their companies thrive in the brave new world of post-pandemic commerce. He also unveils Shift To Tomorrow, his latest program designed specifically for leaders managing through this (or any other) crisis.
“I elect to create the future and I think that's what we have the opportunity to do.” Dirk’s irrepressible optimism is balanced by levelheaded foresight. He’s…
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Apr 22, 2020
Kip Miller on managing through challenges, core values, and answering The Big Question
“I've told our people over the years say, we're not just selling pipe valves...we're actually helping build automobiles and airplanes and chemicals that are used in just about everything in the country and I tried to paint a bigger picture of, you know, how important we really are.” -Kip Miller
Kip Miller, president and CEO of Eastern Industrial Supply Inc. out of Greenville, SC, shares with us some of the lessons he’s learned about managing - and growing - through challenges. Our conversation touches on Kip’s initial trial by fire and the question anyone who wants to become a better leader and a happier person should ask themselves: How do you want to live?
“The only place where real, true learning takes place is trial and error through making mistakes.” And, with that, Kip busts the myth that exemplary leaders are infallible from day one on the job.
His story, and that of his company, is one with peaks and valleys to rival any great novel. The fresh-faced college grad…
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Apr 15, 2020
Lincoln Smith on loyalty programs, rewards packages, and incentive strategies
“We oftentimes say it's not the incentive why people buy from you, it's the cherry on top of the cheesecake. But the incentive, if designed properly, puts a spotlight on the value that you bring.”
-Lincoln Smith
With everything you’ve got going on, here’s a topic you might not have considered: loyalty programs. Business has been thrown an unprecedented curveball over the last few weeks.
Lincoln Smith, chief strategy officer at HMI Performance Incentive, says rewards packages could hit a home run for B2B pros looking to boost their profiles and bottom lines in the months and years ahead.
“At the end of the day, distributors are looking for opportunities to differentiate themselves, to create a stronger relationship with their customers and then drive behaviors that are in the interest of both the contractor [and] the customer.” That desire to foster long-lasting connections has been with Lincoln since he began working with HMI 20+ years ago.
And he’s not just paying li…
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Apr 8, 2020
Jason and Marshall on adapting to opportunities in distribution during the crisis
“We want to come out of this stronger, we absolutely do. And we want to, if we can, come out of this more connected, sharing of similar values, sharing of similar thoughts, and direction. I think that we do have a tremendous opportunity to change the paradigm going forward here.”
-Jason Bader
“There's so much trust that is required to have an effective buyer-seller relationship. It's still an open question mark. Can you develop that kind of trust virtually as opposed to physically?”
-Marshall Jones
There’s no question that a distributorship faces challenges from time to time. What happens to the industry landscape when the entire world is hit with the same crisis?
As the COVID-19 pandemic continues to pass grim milestones, it’s impossible to answer that question definitively. Only time can tell which practices our community will return to and which will give way to innovation.
As my business partner Marshall Jones and I continue to watch events unfold, one thing has bec…
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Mar 25, 2020
Terrence Metz on faster meetings, consensus building, and facilitative consulting
"You don't build consensus around what people think. You build consensus around why they think it." ~Terrence Metz
Chances are good that you’ve got a meeting scheduled today. Assuming that it starts on time, how many of Terrence Metz’s eight meeting killers will your team slay before agendas are abandoned, egos bruised, and goals sidelined?
As managing director of MG Rush Facilitation Training and Coaching, Terrence has built a career helping businesses and organizations conduct faster, more productive meetings. His insights could revolutionize your next meeting and promote higher-quality outcomes.
“We would be better off running more workshops and having fewer meetings,” says Terrence of the stagnation prevalent in meeting culture today. He notes that once-productive sessions have devolved into little more than discussions.
“The problem is most people can't get prepared well enough to know what they would do in a workshop environment. They use meetings to lift the fog hi…
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Mar 11, 2020
Paul Neustadt on innovation, automation, and supply chain management
“We don’t have a warehouse. We have a distribution center. Warehouses [are where] things go in and they don’t come out...So, again, that’s another thing you don’t say here.” ~Paul Neustadt
As a master distributor of HVAC controls, Neuco, Inc. stakes its reputation on two guiding principles: efficiency and effectiveness. I sat down with the company’s president Paul Neustadt to find out how this third-generation family business manages to innovate while honoring tradition.
“Our family has been in business consistently since 1907,” says Paul. What started over a century ago as horse-drawn fuel, grain, and hay business in Chicago is now one of North America’s largest master distributors, operating out of a brand new 145,000 sq ft facility in Bollingbrook, IL.
What is a master distributor? “Neuco’s model is to fill in the holes.” Say you’ve sold seven items to a job but you’ve only got six and the manufacturer is quoting you four weeks until deliver? Neuco h…
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Mar 4, 2020
Mark Tomalonis on inventory sharing, efficiency, and surplus
If you think inventory-sharing is the silver bullet to your overstock woes, you’re missing a vital aspect of its potential.
Mark Tomalonis, president of WarehouseTWO, says the platform performs best as a collaborative space, one in which the power of peer inventories helps members source non-stock, difficult-to-purchase items. I sat down with Mark to uncover how inventory-sharing works and why it’s good for business.
“We help distributors of any size act as if he owns all the inventory in his catalog,” says Mark, of the business he started on a whim back in 2005.
The WarehouseTWO model doesn’t just provide a second life for unproductive inventory or deadstock. Instead, it connects buyers with sellers, allowing both to defend against backorder delays, high-quantity minimums, and disappointed customers, all without having to keep the actual product in hand.
“Inventory sharing increases asset efficiency and operational efficiency for a network of pure wholesale distributor…
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Feb 26, 2020
Jim Henderson on faith, fasteners, and finding the right people for the job
"In retrospect, of course, I didn't realize it then when he said, ‘Son, I don't give positions. I give opportunities. We'll see what you can do.’ But you know, now I sit here as the owner of the company, some 30 years later, and I've worked every position getting up to here, so I know how the company runs." ~Jim Henderson
Faith and fasteners may not seem like an obvious fit. For Jim Henderson, president of Dynamic Sales Company, Inc out of St. Louis, his beliefs and his business couldn’t be more compatible.
Jim shares his levelheaded business advice as well as some refreshingly honest insight into the role religion plays in his Christian-based company.
“The four points of our star logo are service, quality, commitment, and integrity. And those all line up with those principles that we gather from our faith.” Jim isn’t shy about his relationship with God. His religion is a tool for creating opportunities and maintaining an inclusive, successful family-run company. From ti…
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Feb 19, 2020
Steven Lazar on surplus commodities, faith, and giving back
"The gift is in the giving. And I will tell business people that when you give to a good cause...you give the gift in the giving." ~Steven Lazar
Can surplus commodities become a driver for change? If you ask Steven Lazar, president of Lazco Corporation, the answer is a resounding “yes!”.
We began our conversation discussing the business of buying and selling surplus HVAC equipment but quickly expanded our focus to include family dynamics, getting young people involved in entrepreneurship, and the importance of personal altruistic pursuits.
“I think once we recognize the value of community, even in the heating and air conditioning industry, that we have to be able to help each other, you know, and do things.” But Steven isn’t satisfied with just unloading a client’s product for the best price - although that certainly is chief among his considerations when organizing a sale.
What truly motivates him is the role he plays in his client’s future - be it the buyers who get…
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Feb 12, 2020
Tom Held on Cyber Security, Phish Testing, and IT Risk Management
“The greatest thing to do, the best thing to do, is to be prepared… But if you’re not prepared, it’s going to bring down your business.” ~Tom Held
If you haven’t given IT security much of a thought, this episode will change your mind about doing so...immediately!
I got the chance to speak with Tom Held, Senior Consultant of Cyber Security and IT Risk Management with The Oakland Group, about intellectual property theft and why your business - yes, even a “small” nuts-and-bolts kind of distributorship - is ripe for ransoming.
“The thing about ransomware that you don’t hear about it because it’s happening on these small scales,” says Tom about the day-to-day business of hacking.
Once the domain of basement-dwelling malcontents, the industry is now a profitable, illegitimate revenue stream. At one extreme are the organized crime syndicates from countries like Russia and China making big news by targeting large corporations and institutions. But a more likely th…
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Feb 5, 2020
Bryan Keen on legacy, relationships, and cryogenics vs industrial manufacturing
“I’m such a believer that my kids need to do something different, at least for a period of their life. Go apply for your own job. Negotiate your own salary. Negotiate your own working conditions and work hard and impress your own boss. Find out if that’s right for you or if that’s maybe not as easy as it appeared to be.” ~Bryan Keen
A century is a long time to be in business. While Bryan Keen, president of Keen Compressed Gas Co., takes those hundred years in stride, he doesn’t take anything for granted.
He’s capitalizing on new markets and broadening the company’s reach with 15 locations throughout the Mid-Atlantic. I got to chat with Bryan about family history, creating a knowledgeable workforce, and planning for Keen’s future.
“Managing through the changes every year is fun,” says Bryan. “You look back on what you accomplished and where you were two years ago or three years ago, or even last year and you just ...you know, you’ve got to be proud of what y…
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Jan 22, 2020
Kevin Higginbotham on cooperatives, manufacturer partnerships, and Planning for Profit
“We’re focused on delivering what our members are asking us to do. And what our members are asking us to do is train their people and help develop relationships between themselves and the manufacturers.” ~Kevin Higginbotham
Imagine running a company and having to answer to 58 bosses. As CEO of Evergreen Marketing Group, that’s Kevin Higgenbotham’s daily reality. I sat down with Kevin to find out how this cooperative of independent distributors works and what strategies Evergreen uses to promote long-term member success.
You get the feeling that Kevin's heard this question before: Why would a contractor come to an Evergreen distributor member versus anybody else?
As someone who started with the Texas-based cooperative twenty-five years ago, he’s quick with the answer. “Because of the quality of the people. So as you walk into an Evergreen location, a branch, the people behind the counter know what they’re talking about.” That’s on-brand for the group.
Unlike othe…
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Dec 18, 2019
Do you own a business or a job?
30 episodes. Thousands of unique downloads. Dozens of interesting guests. Listeners in upwards of 30 different countries. It’s been an amazing first year for Distribution Talk. I’m genuinely grateful for your support and your continued interest. Thank you!
As for this installment, I’ve opted to go solo with a question: do you own a business or a job?
As the year, the decade, draws to a close, there’s no better time to see how you score. So, what’s the difference between the two?
A job requires you to be there (physically as well as mentally) in order for the operation to run smoothly -- or at all. You’re the engine that drives every aspect of the day-to-day, from sales to administration. If you were to take a few weeks off to travel the world, your company would flounder or worse.
A business, on the other hand, is set up to run efficiently and effectively should you step away for a month on a well-earned sabbatical. If the latter sounds impossible, hear me out. Not only…
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Dec 11, 2019
Jim Sobeck on acquisitions, boards of directors, and staying ahead of the competition
“Well, I think it’s the author Jim Collins that talks about two business models: the genius with a thousand helpers model versus a solid management team. And, you know, when you’re a genius with a thousand helpers, you have nothing to sell because when you walk out the door, the business is worthless.” ~Jim Sobeck
Jim Sobeck, CEO of New South Construction Supply out of Greenville, South Carolina, is a long-range thinker whose ideas have consistently placed him well ahead of the market. And, he’s got a way with words! We had the kind of conversation that makes you want to lean in and take notes.
“I was kicked off allowance at age 12 and had to start working in the warehouse sweeping.” So begins the story of how Jim got his start in the business, sweeping, loading trucks, and doing anything and everything a boy could do in his father’s construction company.
After college, he made his way to Chicago and eventually Dallas. “I had the sales and marketing responsibility…
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Dec 4, 2019
Curt Steinhorst on focus, technology, and productivity
“At some point, we have to have a real assessment of whether these [social media] platforms are giving us what we want. And, the truth is, the more time you spend on them, the less happy people are.” ~Curt Steinhorst
Can I have your attention? You’ve probably got a million things (besides this episode of DT) vying for your notice. And I’ll bet you’re trying to devote fragments of time to all of them -- often all at once.
Curt Steinhorst is a coach, speaker, and author who’s literally wrote the book on how the infinite distractions of a fast-paced world are harming our psyche as well as our productivity. He offers simple, thoughtful strategies for regaining our focus - without ditching our tech.
“What you pay attention to, you become.” That’s especially astute commentary coming from someone who was diagnosed with ADD as a child. It’s no wonder that corporations and individuals seek Curt’s positive, practical assistance to help them curtail attention deficits.
R…
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Nov 27, 2019
Michelle Shearer-Rodriguez on branches, family business, and millennial employees
“I never thought that I would be here 36 years later having worked in this industry as a woman, but I love it. I feel totally blessed. I love everybody I work with. Not every day is a great day or an easy day, but it's worked... it's been so good for my family. ” ~Michelle Shearer-Rodriguez
If you’ve listened to this show for a while (and, I know you have!)you've no doubt heard many guests reminisce on their formative years in the family business. My guest Michelle Shearer-Rodriguez, president of Shearer Supply, can relate; she’s held every job at the company her father started in the mid-80s. That insight has proven valuable as she preps the next generation for success with her servant-style leadership -- whether they’re blood relatives or not.
Michelle’s enthusiasm for the multi-generation company she heads extends well beyond the 13 family members currently working at Shearer. She’s passionate about getting people into roles where they can succeed -- for their own go…
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Nov 20, 2019
Dave Wright on diversification, private labeling, taxes and millennial buyers
“Friends in the rep business are very important. I mean, from acquiring lines to sharing best practices, it's not just one guy and in one territory. There's a bunch of people that know each other and work together.” ~Dave Wright
This episode is 30 years in the making. That’s how long I’ve known Dave Wright, president of WG Wright & Associates. In that time, the company has transformed from a manufacturer’s rep to a wholesale distributor and private label. Having covered the business from so many angles over the decades, you can bet this show ticks a bunch of boxes--past, present, and future.
“We started as a manufacturer’s rep, solely working out of my dad’s garage.” It’s a common origin story: a garage, a guy, and a desire to build something good. But, unlike so many failed or consolidated shops, WG Wright has defied the odds, adding new chapters by differentiating itself from the competition, then diversifying to outlast them.
***
Distribution Talk is produced…
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Nov 13, 2019
Dirk Beveridge on innovation, leadership, and legacy
“Ninety-nine percent of distribution sales people are going to tell me their purpose is to make a sale, right? I think they're wrong. The purpose of the world’s top-producing sales organizations is to identify and then satisfy our customer’s needs profitably.” ~Dirk Beveridge
By definition, innovate means to make advantageous changes to something established. My guest Dirk Beveridge, founder of UnleashWD and president of Beveridge Consulting Group (aka Leadership Today), wrote the book (literally) on how distributors can create new methods and drive success even in challenging times. Our conversation is packed with must listen material, the kind of anecdotes, tips, and resources for which Dirk receives hefty retainers as a sought-after keynote speaker.
***
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This epi…
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Nov 6, 2019
Jeff Peterson on Amazon strategy & fulfillment, asking questions, building relationships
“You can’t chase every single need, but when there’s a consistency from one contractor or one customer to the other, that becomes an opportunity. And if there’s a trust that you have built, the opportunity turns into profitability.” ~Jeff Peterson, Geneva Supply, Inc.
How does an affable guy who started out in the liquor industry become a leader in e-commerce strategy and fulfillment?
When you meet Jeff Peterson, CEO and co-founder of Geneva Supply, Inc. out of Delavan, WI, the answer is clear: How could he not?!
“I always wanted to own a sports bar…” And with that, Jeff’s deep into the story of his unorthodox route into distribution. Although the twists and turns are many, the common throughline is his undeniable skill at building relationships.
After selling the bar, Jeff went searching for his next challenge when the opportunity found him. “One of the guys that I knew, I was helping manage his band and he was the Greenlee Textron rep for Wisconsin…”
Tha…
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Oct 30, 2019
Joe Barrer on freight analysis, logistics consulting, and rate negotiations
“We go in and look at your program. We benchmark it to what we know we can negotiate on your behalf and, by the way, our contracts that we negotiate are in our clients’ name. They’re not in our name. That’s important because the client owns the contract not us." ~Joe Barrer, Global Logistics, Inc.
It’s not often (if ever) that I get to say this episode comes with a free bonus offer!
But first, I sat down with Joe Barrer of Global Logistics, Incorporated (GLI) to talk about the future of transport, inbound freight management, and what a fourth-party logistics company can do to boost your bottom line.
“The fact that freight is free is a myth, quite honestly. There is no such thing as free freight and I think most distributors are aware of that,” says Joe.
What they might not be aware of, however, is the impact inbound freight analysis can have on a company’s financial health. He certainly wasn’t in his previous management role at an RV distributorship. That changed…
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Oct 23, 2019
John Wiborg on company culture, scaling the business, and servant leadership
“Any organization that wants to create a sustainable future, if they’re not spending a lot of energy and time as leaders on culture - defining it, refining it, enhancing it - in my book, they’re missing the mark.” ~John Wiborg
John Wiborg, president and founder of Stellar Industrial Supply, believes there’s only one thing separating your distributorship from the competition. It isn’t price or fulfillment time or service. It’s your company’s culture.
John and I discuss the intangible qualities that are the bedrock of his business.
“Every team has a culture. But how do you really get intentional about institutionalizing it?” That’s the question John posed to his management team several years ago during one of Stallar’s multi-day management advances. He’s resolute in his use of the word advance when describing these sessions over the ubiquitous retreat. “We don’t retreat so we’re not going to go on a retreat,” he says.
Stellar took advantage of a prog…
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Oct 16, 2019
John Tragiai on outfitting law enforcement agencies, trade organizations, and selling the business
“It was a line-of-duty death that created this business,” says John Tragiai, former owner of Keeprs, a law enforcement supply company based out of St. Cloud, MN. A
s origins stories go, Keeprs stands as the most heartbreaking ever featured on Distribution Talk. John’s arc within that history - from broadcasting major to police office to successful businessman - is one of the most inspiring.
“It gives me goosebumps right now when I’m sitting here talking about it,” John says while relaying the events that eventually lead to the creation of Keeprs.
“Like a lot of entrepreneurs, planning isn’t always part of the process when you get into a business.” And failure is rarely an option - especially when you’ve set out to serve those who protect and serve.
If you’re like me, you probably assume that all law enforcement agencies outfit their members with the gear they need to do the job. More often than not, however, officers are given a stipend to purchase their own…
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Oct 9, 2019
Brenda Puckett on commodity vs consultation, special pricing agreements, and recruiting new talent
“Every business has to change.” That’s what Brenda Puckett, president at West-Lite Supply Co. says when asked about navigating turning points in the wholesale lighting industry.
West-Lite Supply was founded in Los Angeles, CA in 1981 with the purpose of becoming America’s premier distributor of lighting products. What was then a commodity based business selling lamps and fixtures, has now transformed into a rapidly changing electronics-driven service specialization.
“Now we're not even in the lighting business. I tell all my customers and my sales reps that we're in electronics now. Think about it -- LEDs… we're controlling these things with our phones. We're controlling the colors of them. We're controlling how we interact with them… lighting really is turned into an experience rather than a commodity.”
Being ahead of the curve at West-Lite is important to Brenda. The challenge lies in how you manage inventory when you are selling less of a particular item and you d…
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Oct 2, 2019
Carolyn Quinn on sales vs marketing, customer training, and growing up in the family business
Carolyn Quinn never wanted to be known as a child employed by the owner of a business -- she wanted to be the chief executive officer.
Now president at Pike Systems, Inc, a cleaning supply and equipment company based in Illinois, Carolyn leads an effective sales team that is intensely focused on providing value for their clients. From support tools to on-site training, Pike Systems is committed to find the proper program for the proper client to ensure their ongoing success.
“I've read all of the materials on inside sales teams and how that should function and our janitorial supply industry is just not there yet… people still don't know how to use our products and until they know how to use them, we have to be out in the field.”
Listen in to hear how Pike divides their sales process into three distinct roles, the importance of building strategic bonds both within and outside of the industry, and how Carolyn believes in contributing to the success of her customers through educa…
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Sep 11, 2019
Lauren Roberts on digital solutions, delivering success to wholesale customers, and giving back
Third-generation leaders face challenges -- if the business survives long enough for them take the helm at all.
Lauren Roberts, president of cfm Distributors, Inc. of Kansas City, is one such leader who’s applying digital native solutions to her company’s customer experience challenges. But she’s not stopping there. She sits down with me to discuss why it’s good for everyone in the industry succeed -- and what she’s doing to make that happen.
What Lauren’s good at is dovetailing old with new, melding tech with legacy, and serving her peers. To that end, she’s on the board of directors for Women in HVACR and is an active member of HARDI. “I’m passionate about giving back. I also believe that if we all improve, all the companies in our industry collectively, we will all succeed together.”
Listen in to hear more from this remarkable leader including how this employee-owned company weathers potentially contentious decisions and what it’s like to operate out of a hu…
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Sep 4, 2019
Gian Marco Palazio on legacy, learning from failure, and creating rituals for growth
I caught up with Gian Marco Palazio, a serial entrepreneur, author, and business leader based in Managua, Nicaragua. Our conversation is packed with insight into measuring success and learning through failure, creating rituals that invite growth, and nurturing a legacy that honors the past while serving the future.
“[It’s] a lot of trial and error, you know? University doesn't teach you how to be an entrepreneur, at least they didn't back then. They taught you how to solve problems but you had to get into [those] problems on your own.”
Gian Marco laughs now, decades after graduating from Georgia Tech. And why not? He’s built several successful businesses, written a book, and is an active part of a family legacy.
In 1997, however, he found himself headed back home to a country he hadn’t lived in since he was an infant to work in his father’s agricultural business. Enter an uncle with a duffle bag full of safety gloves and a need for a distributor and Gian Marco’s visio…
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Aug 28, 2019
Martha Brooke on customer surveys, listening mechanisms, and feedback analysis
Think your DIY customer survey produced the data you needed? Are you confident in your ability to analyze that information and implement those client recommendations?
I sat down with Martha Brooke, chief customer experience analyst and founder of InterAction Metrics, to find out how better questions translate into meaningful customer insights.
“Just because you have a platform like SurveyMonkey doesn’t mean you have a good survey.” Take Martha’s word on that; she’s been in the business of creating customer listening mechanisms since 2004. She’s also used her LinkedIn blog to call out some of the biggest companies in the world for their abysmal client questionnaires.
Beyond the questions, there’s the mechanism; not all businesses benefit from surveys.
Martha says that companies with inside sales, tech support, or customer service find call recordings or client interviews more helpful. “That’s a great way...because the customer will drop little clues about what they…
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Aug 21, 2019
Steve Cohn on e-commerce, social media, and reinventing your wholesale business
When things go badly, rest assured the situation can always get worse. That’s what happened to Steve Cohn, president of Premier Beauty Supply.
If you think salon sales has nothing in common with your distribution business, hang with this episode. My conversation with Steve yields some great advice for everyone, regardless of industry, about resilience and reinvention -- especially when things go from bad to worse.
It’s impossible to hear Steve talk about the challenges his company faced in 2007 without feeling retroactively panicked for Premier. “We had one manufacturer that wound up selling [their] business to another and, at the end of the year, that manufacturer told us they were gonna go with their own distribution chain.”
The situation at Premier was difficult at best; a disaster at worst. But challenges are a part of doing business. “You know, things happen,” says Steve. “We didn’t do anything wrong here and I just felt we had another one left in us.”
With t…
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Aug 14, 2019
Michael Meier on recruiting, training, passion, and personal development
What have you done to secure your company’s future?
Beyond upgrades to your tech, your warehouse space, and your fleet, what investments have you made in your people? Michael Meier, VP and COO of Meier Supply Company, discusses how his own professional growth has translated into a passion for training company talent and clientele.
Michael laughs when he tells his origin story and it probably resonates for a lot of listeners. He spent his post-college years as an HVAC tech, happily turning wrenches for six years when... “My dad offered me a position at the company. I took the job - and a $2 an hour pay cut!”
After six months, the then 26-year old Michael told his father he needed to get back out into the field and turned in his two week notice. A week later, his brother had convinced him to stay.
Since then, he’s been a champion of professional development. “I realize the importance of coaching this next generation, this wave of employees,” he says, pointing to his own c…
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Aug 7, 2019
Dan Esch on business expansion, service, and successful recruitment
Want to know the secrets to a successful expansion? For Dan Esch of Esch Construction Supply based in St. Paul, Minnesota, a company’s mission is just as important as the advanced field work and the financial analysis.
“This business is all about service.” That’s a sentiment you’ll hear Dan repeat throughout our conversation. He’s positioned Esch within the concrete cutting niche as a key collaborator, the customer’s go-to source for products, service, and information.
“We go out and solve problems and ask contractors how we can help them. That deep knowledge of that niche is where you can really add value and that’s really where the fun of this business is.”
Service may be one of Dan’s guiding principles but he’d never intended to make his mark in distribution.
Listen in to find out how low unemployment is affecting Dan’s future recruitment plans and why the company’s successful rapid fulfillment service is a bit of a dual-edged sword.
Get the full sho…
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Jul 31, 2019
Ankit Sharma on company culture, scaling, and recruiting scorecards
Ankit Sharma, CEO of Kitply Industries LTD. in Vancouver, British Columbia, didn’t just take a leap of faith when he started his distribution business a decade ago; he set fire to all of his bridges for good measure.
I caught up with Ankit to find out what motivates this award-winning entrepreneur and why he’s on a mission to make wood sexy.
His strategy to attract the same employees that typically head into consumer marketing and high-end tech companies is to operate more like those businesses - inside and out.
His blog, makewoodsexy.com,is a modern hub for woodworkers and way to connect with young people in colleges and high schools, to reach them in a style that they can relate to.
Ankit’s working on scaling his business, seeking out areas for expansion and opportunities where he might purchase existing distribution companies, all while adhering to the core values that got him here. “Everyday’s a journey of gratefulness.”
Want to know why he’s an advocate for prof…
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Jul 24, 2019
Paul Reilly on value added selling, pricing pressures, and having better customer conversations
What are you selling? Beyond the parts and pieces, what differentiates you from your competitors?
Don’t answer, at least not until you’ve listened to my conversation with Paul Reilly, president of Tom Reilly Training.
His company has been on a 40 year mission to show sales teams that value-driven conversations can help them sell more profitably. The message has never been more relevant than in today’s market.
“My father Tom started the company back in the early 80s. What really got us started was that value-added selling message and, in distribution, it’s all about finding unique ways to add value, create value for your customers.”
Technology has changed many of the physical elements required to make a sale since Tom Reilly wrote the first edition of Value-Added Selling. But tech hasn’t gone so far as to disrupt the general principles outlined in the book and taught at Reilly Training seminars.
“People try to convince you that things have changed,” Paul says. “…
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Jul 17, 2019
Eric Wessinger on building your sales force, client customization and website overhauls
What does your sales force look like in five years? In ten? If you don’t have an answer yet, my chat with Eric Wessinger, president of Richards Supply, will definitely spark some ideas.
Officially, he’s lead the company for a little over six years. Unofficially, Eric’s been in and around the distribution business since childhood. As a second generation leader, he’s drawing on his decade of outside work experience as well as his lifetime of insider knowledge to tackle the company’s million-dollar sales question.
“We’ve talked about it a ton with both the leadership and the management team,” Eric says regarding the future of sales and service.
Challenges inherent to smaller businesses can thwart creative problem solving, especially when overshadowed by the seemingly limitless reach of the national brands. In search of guidance, Eric looked to Richards Supply’s core values. “We’ve been around for eighty-five years so we’re doing something right already. So how d…
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Jul 10, 2019
Bill Morse on solid banking relationships, finding the right employees, and successful corporate buyouts
Yes! It’s possible to remain laid back and move your business forward. Bill Morse, former owner of Constar Supply out of Clovis, California, is proof. Bill sat down to discuss the philosophies that have lead him to create solid banking relationships, honor employee freedoms over management scrutiny, and find the right corporate fit for his company’s next chapter.
There’s a lot to learn from a guy who’s been around since the dinosaur years, when deals were made over coffee and a handshake and banks came calling with capital to lend. “We moved banks two or three times in the early years,” Bill says, “because banks were wooing us back then...and we wanted to keep the pace of growth going.”
It became apparent that building relationships with the people who greenlighted loans was crucial to avoiding the curse of a successful failure. Like many of us, Bill found that capitalizing on those relationships wasn’t one of his strengths. “If you don’t know it or if you’re…
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Jul 3, 2019
Michelle St. John on private labeling, trade associations, and getting out of the comfort zone
If the prospect of business growth makes you uneasy, you’ll find a lot to relate to in this episode. Jason chats with Michelle St. John, owner and president of IBS Incorporated, a self-proclaimed risk-averse leader whose company continues to find creative solutions to industry challenges in spite of, or perhaps because of, her conservative mindset.
Maintenance, repair, and operational supply has proven to be an almost recession-proof market for IBS. “When there's a recession, people are maintaining their own equipment and we get business. When times are booming and people are building their breaking bolts and tearing up roads, we're making sales in that environment.”
But Michelle is acutely aware that when challenges arise, they may require solutions that exist beyond her comfort zone. “What we're experiencing right now is some growth to a degree that has caused us to sort of expand at a rate that is a little bit uncomfortable.”
It’s a space that IBS wants to be in, howe…
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Jun 26, 2019
Cameron Overacker on transitioning leadership and working with outside advisors
“If you live by that example, those around you will do the same and the more people live that philosophy, the stronger your team becomes. And the stronger the team is, the stronger your business becomes.” ~Cameron Overacker
When it comes to the family business, there’s the clan you’re born into and the people that you surround yourself with. Jason talks with Cameron Overacker, president of Canadian flooring distributor Primco, to learn how DiSC assessment has helped his company get the very best from both.
It’s not easy to step into a family business. But, as Cam points out, many of the challenges that second or third generation leaders face come from self-doubt rather than external forces. “You always felt like you were being measured...because you were in the family business. Everybody expected you to be perfect.”
In truth, however, Cam says that he was probably harder on himself than anyone within the company. “That’s not the way most people were thinking [about…
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Jun 19, 2019
Tully Brewer on the profit first approach and planning for a healthy succession
“Most business owners try to grow our way out of our problems. But the result is simply a bigger monster. You can't grow out in your profit problem. You need to fix the profit first, then you grow.” -Tully Brewer
In this episode, Jason and Tully Brewer, president of Littlejohn, Inc., chat about the profit first approach and planning for a healthy succession.
Littlejohn, Inc. began selling tank trailers in the 1930s but it wasn’t until the family firm opened its parts business in the late 80s that things really took off. Eventually, opportunities gave way to challenges and Tully admits to having had a myopic view when it came to finding solutions for his middling bottom-line. ”We try to grow our way out of problems, hinging salvation on the next big sale customer or investor.” He credits Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz for helping him refocus and post record profits. “You need to fix the profit…
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Jun 12, 2019
Gabriel Curry on data, client retention, and business expansion
"There are three things that we ask when we make a call: what should we start doing? What should we stop doing? What should we continue doing? What should we stop doing is usually some of the best feedback." ~Gabriel Curry
Jason sits down with Gabriel Curry, president of G&S Nursery and Impact Media, to discuss client retention, business expansion, and the myriad ways data informs decisions.
Gabriel credits The Ultimate Sales Machine by Chet Holmes with helping uncover his customer’s needs and focus on his niche market. Once identified, CRM technology like SalesForce and Microsoft Dynamics provides the data that allows him to take his business to the next level - so long as it’s used on a consistent basis. As he sees it, if a conversation isn’t logged into the CRM that you’ve invested time and money into, “It didn’t happen.”
Other advantages to using a CRM includes the ability to reconnect your sales team to clients who’ve gone dormant for one reason or another. “…
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May 26, 2019
Marshall Jones on taking over the family business, training and employee testing
“I think salespeople do a fantastic job accomplishing the task that they’ve been given. That said, none of what they produce out there can really come to fruition without the support of a wide network of folks within the organization.” --Marshall Jones
Jason catches up with Marshall Jones, former owner of Marco Supply Company. They cover a lot of ground from life in and out of the family business to the merits of various talent assessment methods. And, if you’ve got kids of your own in the family business, you’ll want to hear Marshall’s views on sending them to gain experience elsewhere.
“I feel like I got a lot more out of the experience than they did,” Marshall says of his post-graduation gig with Omaha-based Carlson Systems (now SouthernCarlson Inc.). At a time when internships were few, even for graduates of the esteemed industrial distribution program at Texas A&M, Marshall credits Carlson for giving him a tremendous amount of flexibility to make mistakes and pr…
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May 17, 2019
Jason Bader on the origin of Distribution Talk
Meet Jason Bader, executive coach, speaker, and owner of The Distribution Team, and find out the origin story of the Distribution Talk podcast (the idea for which came like a 2x4 to the back of the head.)
Get ready to hear stories, struggles and solutions from business owners and thought leaders in the wholesale distribution industry.
Thanks to Michael and Greg at Get a Grip on Lighting for helping to inspire this show, and to podcast coach/editor Andrea Klunder at The Creative Impostor Studios for her expert advice.
And thank you to our sponsor PeersOnDemand.com
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
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