<![CDATA[The MDM Podcast]]>The distribution industry is changing, with new players and technologies that will shape how you compete and sell. Stay ahead of your competitors with this regular series from Modern Distribution Management, and learn the trends and strategies that will keep you in the lead for the long haul.

]]>https://www.mdm.com/podcasts/Riverside.fm (https://riverside.com)Sat, 07 Mar 2026 00:02:28 GMTWed, 14 Jan 2026 16:44:43 GMT60Modern Distribution Management<p>The distribution industry is changing, with new players and technologies that will shape how you compete and sell. Stay ahead of your competitors with this regular series from Modern Distribution Management, and learn the trends and strategies that will keep you in the lead for the long haul.</p>episodicModern Distribution Managementvesna@mdm.comno<![CDATA[Tech Platform Strategy, AI Adoption and CRM that Actually Works]]>AI is reshaping distributor CRM — but only when backed by the right platform strategy. In this episode of MDM Amplify, LeadSmart Co-Founder CEO Kevin Brown breaks down smart AI adoption, data integration and how distributors can turn customer intelligence into measurable growth. We also touch on his 30 years of perspective in the industrial supply channel and share takeaways from NAW's 2026 Executive Summit.

]]>bf057d35-81e4-4512-a6da-7f8cd3b04f3bMon, 16 Feb 2026 18:54:06 GMT<p>AI is reshaping distributor CRM — but only when backed by the right platform strategy. In this episode of MDM Amplify, LeadSmart Co-Founder CEO Kevin Brown breaks down smart AI adoption, data integration and how distributors can turn customer intelligence into measurable growth. We also touch on his 30 years of perspective in the industrial supply channel and share takeaways from NAW's 2026 Executive Summit.</p>no00:51:03Tech Platform Strategy, AI Adoption and CRM that Actually Worksfull<![CDATA[Coordinated Autonomy: How Singer Industrial Scales While Staying Local]]>As platform acquisitions continue to reshape industrial distribution, Singer Industrial is taking a different path. In this episode of the MDM Podcast, President Pete Haberbosch explains the company’s “coordinated autonomy” model — a strategy designed to preserve local leadership, legacy brands and entrepreneurial culture while still capturing the benefits of scale. The conversation covers Singer’s M&A philosophy, leadership development, systems integration approach and what the company is seeing across its core industrial end markets as it looks toward 2026.

]]>c1425af4-8a27-4d9c-bda3-275af06ef390Wed, 04 Feb 2026 20:28:00 GMT<p>As platform acquisitions continue to reshape industrial distribution, Singer Industrial is taking a different path. In this episode of the MDM Podcast, President Pete Haberbosch explains the company’s “coordinated autonomy” model — a strategy designed to preserve local leadership, legacy brands and entrepreneurial culture while still capturing the benefits of scale. The conversation covers Singer’s M&amp;A philosophy, leadership development, systems integration approach and what the company is seeing across its core industrial end markets as it looks toward 2026.</p><p></p>no00:29:03132Coordinated Autonomy: How Singer Industrial Scales While Staying Localfull<![CDATA[Tariffs as a Structural Cost - Strategies for 2026 and Beyond]]>Tariffs are no longer episodic shocks — they are structural operating costs for transportation and distribution companies. With margins tight and sourcing uncertainty set to last, the question now is how leaders manage them profitably. In this sponsored MDM Amplify podcast, three Grant Thornton leaders cover how T&D organizations are managing tariff exposure, protecting cash flow and building flexibility under sustained pressure.

]]>52cc6b22-c1ea-4e31-ad83-77ecc15b3efeThu, 22 Jan 2026 15:53:42 GMT<p>Tariffs are no longer episodic shocks — they are structural operating costs for transportation and distribution companies. With margins tight and sourcing uncertainty set to last, the question now is how leaders manage them profitably. In this sponsored MDM Amplify podcast, three Grant Thornton leaders cover how T&amp;D organizations are managing tariff exposure, protecting cash flow and building flexibility under sustained pressure.</p>no00:44:2515Tariffs as a Structural Cost - Strategies for 2026 and Beyondfull<![CDATA[From Grainger to Growth Platform: E&R Industrial Charts Its Independent Future]]>Divested from Grainger in late 2023, metalworking and industrial supplies distributor E&R Industrial is entering a new chapter marked by independence, modernization and rapid expansion. CEO Joe Stephens stops by to tell us about what the company’s next couple of years might look like, as well as his broader thoughts on relationship selling, what it means to be tech-enabled and the role of vending today.

]]>c5695f6c-d47f-4e13-983a-c1d35ba4bf86Wed, 14 Jan 2026 17:24:29 GMT<p>Divested from Grainger in late 2023, metalworking and industrial supplies distributor E&amp;R Industrial is entering a new chapter marked by independence, modernization and rapid expansion. CEO Joe Stephens stops by to tell us about what the company’s next couple of years might look like, as well as his broader thoughts on relationship selling, what it means to be tech-enabled and the role of vending today.</p>no00:31:37131From Grainger to Growth Platform: E&R Industrial Charts Its Independent Futurefull<![CDATA[S8E5: NAW Voices - What Are Distributors Seeing Out There?]]>From a trio of short interviews at the recent NAW Executive Summit, distributor leaders tell us about their top challenges and how demand is faring as of early 2022.

 

]]>https://mdmcast.libsyn.com/s8e5-naw-voices-what-are-distributors-seeing-out-therec7d432a5-1087-47f7-8929-e8824a2c842fWed, 15 Feb 2023 07:00:00 GMT<p dir="ltr">From a trio of short interviews at the recent NAW Executive Summit, distributor leaders tell us about their top challenges and how demand is faring as of early 2022.</p> <p> </p>no00:11:56S8E5: NAW Voices - What Are Distributors Seeing Out There?full<![CDATA[S9E11: Amazon Business is Just Getting Started]]>Amazon Business surpassed $35 billion in annualized sales in early 2023, and it has plenty of further expansion on its mind. The marketplace's worldwide director, Todd Heimes, joins us to discuss how Amazon Business is constantly innovating to cater to today's B2B buyer, and why it sees immense opportunity ahead.

]]>https://mdmcast.libsyn.com/s9e11-amazon-business-is-just-getting-started651346d3-c8d3-4305-a667-cc00f5de38abWed, 08 Nov 2023 15:57:31 GMT<p dir="ltr">Amazon Business surpassed $35 billion in annualized sales in early 2023, and it has plenty of further expansion on its mind. The marketplace's worldwide director, Todd Heimes, joins us to discuss how Amazon Business is constantly innovating to cater to today's B2B buyer, and why it sees immense opportunity ahead.</p>no00:23:39S9E11: Amazon Business is Just Getting Startedfull<![CDATA[S9E3: Mental Health at Work - A Critical Business Conversation]]>While distributors are proud of the culture they've crafted, far less discussed in that topic is mental health. This episode joins The Granite Group's Tracie Sponenberg and mental-health-at-work specialist Melissa Doman as they explore why mental health is a critical business conversation, how this industry can address growing mental health expectations and the benefits that can result.

]]>https://mdmcast.libsyn.com/s9e3-mental-health-at-work-a-critical-business-conversationf8036d51-cccf-43f5-ac39-344f5e944c95Wed, 16 Aug 2023 06:00:00 GMT<p dir="ltr">While distributors are proud of the culture they've crafted, far less discussed in that topic is mental health. This episode joins The Granite Group's Tracie Sponenberg and mental-health-at-work specialist Melissa Doman as they explore why mental health is a critical business conversation, how this industry can address growing mental health expectations and the benefits that can result.</p>no00:42:48S9E3: Mental Health at Work - A Critical Business Conversationfull<![CDATA[S10E13: Cut Through the AI Noise]]>Artificial intelligence in distribution carries a combination of hype, hope, promise and peril. Long-time technology analyst Justin King, the Global Director and Analyst of the B2B eCommerce Association, helps cut through the noise to get more precise on the short- and long-term impact of how AI is being deployed in distribution. Hear real-world AI use cases from the industry and where he sees the technology going. 

]]>https://mdmcast.libsyn.com/s10e13-cut-through-the-ai-noise273faf71-9e9b-4391-a3f4-0796003ac8c9Wed, 15 May 2024 18:11:46 GMT<p dir="ltr">Artificial intelligence in distribution carries a combination of hype, hope, promise and peril. Long-time technology analyst Justin King, the Global Director and Analyst of the B2B eCommerce Association, helps cut through the noise to get more precise on the short- and long-term impact of how AI is being deployed in distribution. Hear real-world AI use cases from the industry and where he sees the technology going. </p>no00:41:431013S10E13: Cut Through the AI Noisefull<![CDATA[S11E10: A Career Retrospective with Mike DeCata]]>As one of the most recognizable figures in industrial distribution, Mike DeCata joins to reflect on his career in the channel, of which the first 18 years were spent at General Electric and the last 10 at Lawson Products. We cover what he misses about day-to-day CEO life (and what he doesn't); the biggest changes in the industry in his tenure; what he's most proud of; and what he's keeping an eye on today.

]]>https://mdmcast.libsyn.com/s11e10-a-career-retrospective-with-mike-decataa4d59743-055f-40c5-b7bc-45cd6c7e7e35Wed, 13 Nov 2024 00:22:43 GMT<p><span data-sheets-root="1">As one of the most recognizable figures in industrial distribution, Mike DeCata joins to reflect on his career in the channel, of which the first 18 years were spent at General Electric and the last 10 at Lawson Products. We cover what he misses about day-to-day CEO life (and what he doesn't); the biggest changes in the industry in his tenure; what he's most proud of; and what he's keeping an eye on today.</span></p>no00:50:421110S11E10: A Career Retrospective with Mike DeCatafull<![CDATA[S8E6: How One Distributor's "Swagger" Powers its Talent Pipeline]]>Mike Hockett chats with Terry Albrecht, who has been led Green Bay, Wisconsin-based Packer Fastener since co-founding the company when he was 22. They discuss how the distributor's culture and unconventional hiring and retention practices have worked wonders.



]]>https://mdmcast.libsyn.com/s8e6-how-one-distributors-swagger-powers-its-talent-pipelinea17dfe03-a286-4287-b83e-1addd475f43eWed, 22 Feb 2023 07:00:00 GMT<p dir="ltr">Mike Hockett chats with Terry Albrecht, who has been led Green Bay, Wisconsin-based Packer Fastener since co-founding the company when he was 22. They discuss how the distributor's culture and unconventional hiring and retention practices have worked wonders.</p> <p><strong id= "docs-internal-guid-5f373094-7fff-d227-47f9-db44526a6ea6"><br /> <br /></strong></p>no00:32:44S8E6: How One Distributor's "Swagger" Powers its Talent Pipelinefull<![CDATA[S10E18: Finding Focused Direction for Your Sales Team]]>Many distributors have spent the past several years re-structuring, re-sizing and re-tooling their sales teams.

Here, Dorn Group's James Dorn and John Gunderson discuss how to optimize these refreshed sales teams and align them in a single direction toward high-level revenue performance.

]]>https://mdmcast.libsyn.com/s10e18-finding-focused-direction-for-your-sales-team58fa03b8-513e-415e-a2e0-6e10ae396834Wed, 26 Jun 2024 20:35:08 GMT<p>Many distributors have spent the past several years re-structuring, re-sizing and re-tooling their sales teams.</p> <p>Here, Dorn Group's James Dorn and John Gunderson discuss how to optimize these refreshed sales teams and align them in a single direction toward high-level revenue performance.</p>no00:22:391018S10E18: Finding Focused Direction for Your Sales Teamfull<![CDATA[MDM Podcast: Parts Town's $2.8B Growth Story]]>Steve Snower joined Parts Town as its sixth employee in 2004. Today, the company is a leading distributor of OEM replacement parts, now on pace for nearly $2.8 billion in annual revenue. He joins to reflect on how Parts Town got here, what it's been up to lately — which includes an employee ownership program, service expansion and digital innovation — and where it's going.

]]>https://mdmcast.libsyn.com/mdm-podcast-parts-towns-28b-growth-story667c391f-6a7f-46b3-82d9-6c85a7d69bb9Wed, 27 Aug 2025 16:05:00 GMT<p><span data-sheets-root="1">Steve Snower joined Parts Town as its sixth employee in 2004. Today, the company is a leading distributor of OEM replacement parts, now on pace for nearly $2.8 billion in annual revenue. He joins to reflect on how Parts Town got here, what it's been up to lately — which includes an employee ownership program, service expansion and digital innovation — and where it's going.</span></p>no00:30:31132MDM Podcast: Parts Town's $2.8B Growth Storyfull<![CDATA[Quicktake 09.29.23: A Profitability Playbook for Distributors]]>This conversation between Dorn Group President & CEO James Dorn and MDM CEO Tom Gale centers on how data analytics will prove crucial to distributors' profitability in the year ahead, as the inflation tide that lifted all boats has now left. Here are the elements of a distributor profitability playbook.

]]>https://mdmcast.libsyn.com/quicktake-092923-a-profitability-playbook-for-distributors95f41b8f-fed9-4393-80d4-47da194b0e71Mon, 02 Oct 2023 06:00:00 GMT<p dir="ltr">This conversation between Dorn Group President & CEO James Dorn and MDM CEO Tom Gale centers on how data analytics will prove crucial to distributors' profitability in the year ahead, as the inflation tide that lifted all boats has now left. Here are the elements of a distributor profitability playbook.</p>no00:12:18Quicktake 09.29.23: A Profitability Playbook for Distributorsfull<![CDATA[Quicktake 10.27.23: Drive Profit with Active Category Management]]> In this continuing series on executing a Profitability Playbook, James Dorn outlines ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level, and capture every single dollar available before year end. 

]]>https://mdmcast.libsyn.com/quicktake-102723-drive-profit-with-active-category-management1f6f3118-1b2e-4102-ad84-c521cedbbd7dMon, 30 Oct 2023 06:00:00 GMT<p class="MsoNormal"><span style= "font-size: 13.0pt; font-family: AppleSystemUIFont; mso-bidi-font-family: AppleSystemUIFont;"> In this continuing series on executing a Profitability Playbook, James Dorn outlines ways to leverage manufacturer incentives, create strate</span><span style= "font-size: 13.0pt; font-family: AppleSystemUIFont; mso-bidi-font-family: AppleSystemUIFont;">gic tiered suppliers at a product category level, and capture every single dollar available before year end.<span style= "mso-spacerun: yes;"> </span></span></p>no00:12:35Quicktake 10.27.23: Drive Profit with Active Category Managementfull<![CDATA[QuickTake 09.01.23: Distributors' Key Business Objectives for 2024]]>With budgets and operational planning already eyeing the year ahead, Mike Marks and Tom Gale explore where distributors have the most leverage, and where their common gaps are.

]]>https://mdmcast.libsyn.com/quicktake-090123-distributors-key-business-objectives-for-202468b63b28-be44-4d8c-8659-017bf9368901Mon, 04 Sep 2023 06:00:00 GMT<p>With budgets and operational planning already eyeing the year ahead, Mike Marks and Tom Gale explore where distributors have the most leverage, and where their common gaps are.</p>no00:08:39QuickTake 09.01.23: Distributors' Key Business Objectives for 2024full<![CDATA[Quicktake 08.04.23: The "One Thing" for Distributor Success in 2024]]>Teams that pivoted faster and managed disruption, change and transition to get to transformation have out-performed competitors over the past three years. Tom Gale and Mike Marks channel the movie City Slickers as they discuss how to assess your team's transformational capabilities across the dimensions of sales process, technology, data analytics and people.

 

]]>https://mdmcast.libsyn.com/quicktake-080423-the-one-thing-for-distributor-success-in-2024b79968cd-e082-44c8-aea8-a4cddbc3e638Mon, 07 Aug 2023 06:00:00 GMT<p dir="ltr">Teams that pivoted faster and managed disruption, change and transition to get to transformation have out-performed competitors over the past three years. Tom Gale and Mike Marks channel the movie City Slickers as they discuss how to assess your team's transformational capabilities across the dimensions of sales process, technology, data analytics and people.</p> <p> </p>no00:13:02Quicktake 08.04.23: The "One Thing" for Distributor Success in 2024full<![CDATA[Quicktake 11.17.23: Price is Now Priority for Customers]]>The relative importance customers assign to the equation of price, availability and support has shifted in Q3, with important implications for distributors. And now digital is in the mix. James Dorn summarizes Dorn Group's latest survey results with some surprising insights. 

]]>https://mdmcast.libsyn.com/quicktake-111723-price-is-now-priority-for-customers9e6a7acc-433f-45e7-84d3-6639d62de644Mon, 20 Nov 2023 07:00:00 GMT<p>The relative importance customers assign to the equation of price, availability and support has shifted in Q3, with important implications for distributors. And now digital is in the mix. James Dorn summarizes Dorn Group's latest survey results with some surprising insights. </p>no00:14:01Quicktake 11.17.23: Price is Now Priority for Customersfull<![CDATA[S8E12: NAHAD Members Voice Cautious Optimism, Labor Updates]]>Mike Hockett interviews a handful of industry executives at NAHAD's recent 2023 Convention in the Bahamas. Amid the tropical weather and island vibes, attendees were happy to discuss the the state of industry demand and give updates on the labor and supply chain situation.

]]>https://mdmcast.libsyn.com/s8e12-nahad-members-voice-cautious-optimism-labor-updates5a9580aa-f1b2-4683-b3a4-95812a604903Wed, 10 May 2023 06:00:00 GMT<p dir="ltr">Mike Hockett interviews a handful of industry executives at NAHAD's recent 2023 Convention in the Bahamas. Amid the tropical weather and island vibes, attendees were happy to discuss the the state of industry demand and give updates on the labor and supply chain situation.</p>no00:19:25S8E12: NAHAD Members Voice Cautious Optimism, Labor Updatesfull<![CDATA[S10E3: How Singer Industrial Handled Several Years of Change]]>In the past two years, industrial rubber and fluid power products distributor Singer Industrial has sold off a business unit, rebranded and made over a dozen acquistiions alongside greenfield expansion. CEO Craig Osborne tells us how his company managed so many moving pieces. We also touch on distribution's labor situation, technology and AI, and what's on the horizon for Singer.

]]>https://mdmcast.libsyn.com/s10e3-how-singer-industrial-handled-several-years-of-change9a6296dc-3aca-4f80-ab49-dca9aa68ecb8Wed, 31 Jan 2024 16:37:00 GMT<p dir="ltr">In the past two years, industrial rubber and fluid power products distributor Singer Industrial has sold off a business unit, rebranded and made over a dozen acquistiions alongside greenfield expansion. CEO Craig Osborne tells us how his company managed so many moving pieces. We also touch on distribution's labor situation, technology and AI, and what's on the horizon for Singer.</p>no00:18:57S10E3: How Singer Industrial Handled Several Years of Changefull<![CDATA[S11E9: Unraveling the Port Standoff]]>Port operators and the union representing U.S. East and Gulf Coast dockworkers reached a tentative labor deal, but the underlying issues remain. Here, the MDM Editors and NAW's CEO share their perspectives and how distributors are navigating the situation.

]]>https://mdmcast.libsyn.com/s11e9-s11e9-unraveling-the-ports-standoffb5f6871c-acfb-4121-9e99-1aadedf3e9f7Wed, 16 Oct 2024 20:29:10 GMT<p><span data-sheets-root="1">Port operators and the union representing U.S. East and Gulf Coast dockworkers reached a tentative labor deal, but the underlying issues remain. Here, the MDM Editors and NAW's CEO share their perspectives and how distributors are navigating the situation.</span></p>no00:21:59119S11E9: Unraveling the Port Standofffull<![CDATA[S9E12: How Kodiak Grows through Local Empowerment]]>In just a dozen years, Kodiak Building Partners has gone from inception to No. 11 on MDM's Top Building Materials Distributors List, acquiring over distribution 100 locations along the way and now has over 6,000 employees. CEO Steve Swinney details how enabling local autonomy has been crucial in the company's growth strategy.

 

]]>https://mdmcast.libsyn.com/s9e12-how-kodiak-grows-through-local-empowerment9619fe2d-5734-4561-8dad-ac7c16dc4e9cWed, 29 Nov 2023 19:59:08 GMT<p dir="ltr">In just a dozen years, Kodiak Building Partners has gone from inception to No. 11 on MDM's Top Building Materials Distributors List, acquiring over distribution 100 locations along the way and now has over 6,000 employees. CEO Steve Swinney details how enabling local autonomy has been crucial in the company's growth strategy.</p> <p> </p>no00:27:58S9E12: How Kodiak Grows through Local Empowermentfull<![CDATA[S10E16: Ted Cowie Reflects on 40 Years in Industrial & Safety Sales]]> Ted Cowie retired at the end of May after four decades leading distribution and manufacturing sales teams, including at Motion, Safety Today and Barnes. He and Tom Gale examine how sales strategies evolved during his career, particularly during his 10+ years at Motion, and reflect on the relationships that made his time in the industry successful.

]]>https://mdmcast.libsyn.com/s10e16-ted-cowie-reflects-on-40-years-in-industrial-safety-sales5c16b4ff-6dc7-4e8d-9af7-d81830b8c8b7Wed, 05 Jun 2024 18:30:25 GMT<p><span data-sheets-root="1" data-sheets-value= "{"1":2,"2":"Ted Cowie retired at the end of May after four decades leading distribution and manufacturing sales teams, including at Motion, Safety Today and Barnes. He and Tom Gale examine how sales strategies evolved during his career, particularly during his 10+ years at Motion, and reflect on the relationships that made his time in the industry successful."}" data-sheets-userformat= "{"2":11009,"3":{"1":0},"11":4,"12":0,"14":{"1":2,"2":0},"16":10}"> Ted Cowie retired at the end of May after four decades leading distribution and manufacturing sales teams, including at Motion, Safety Today and Barnes. He and Tom Gale examine how sales strategies evolved during his career, particularly during his 10+ years at Motion, and reflect on the relationships that made his time in the industry successful.</span></p>no00:26:441016S10E16: Ted Cowie Reflects on 40 Years in Industrial & Safety Salesfull<![CDATA[S10E17: Inside Venturi Supply's Cohesive Independence]]>New PVF distribution group Venturi Supply was formed in 2023 through the combination of six independent companies. CEO Michael DiMino stops by to discuss how the company has maintained those firms' independence while also fostering cohesiveness across the combined organization, and what the path forward looks like.

]]>https://mdmcast.libsyn.com/s10e17-inside-venturi-supplys-cohesive-independencebf92d23c-e4c3-4718-9621-cd458a556afbWed, 19 Jun 2024 18:41:28 GMT<p><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">New PVF distribution group Venturi Supply was formed in 2023 through the combination of six independent companies. CEO Michael DiMino stops by to discuss how the company has maintained those firms' independence while also fostering cohesiveness across the combined organization, and what the path forward looks like.</span></p>no00:21:111017S10E17: Inside Venturi Supply's Cohesive Independencefull<![CDATA[Quicktake 05.19.23: Pricing for Digital Commerce]]>One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools of thought on how distributors look at the ROI equation for their eCommerce revenues.

 

]]>https://mdmcast.libsyn.com/quicktake-051923-pricing-for-digital-commerced82346bb-0e16-42bc-b104-9c5904cc7b6fMon, 22 May 2023 06:00:00 GMT<p>One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools of thought on how distributors look at the ROI equation for their eCommerce revenues.</p> <p> </p>no00:13:25Quicktake 05.19.23: Pricing for Digital Commercefull<![CDATA[Quicktake 10.20.23: Playing Offense in Defensive Times]]>Mike Marks and Tom Gale discuss the data points from Q3 and what the front lines in distribution are saying about how the fourth quarter of 2023 is shaping. Plus five proactive things distributors can do now to grow faster than the single-digit growth forecast for 2024. 

]]>https://mdmcast.libsyn.com/quicktake-102023-playing-offense-in-defensive-times912ca793-aaf6-4db2-b146-165f52925595Mon, 23 Oct 2023 06:00:00 GMT<p>Mike Marks and Tom Gale discuss the data points from Q3 and what the front lines in distribution are saying about how the fourth quarter of 2023 is shaping. Plus five proactive things distributors can do now to grow faster than the single-digit growth forecast for 2024. </p>no00:10:28Quicktake 10.20.23: Playing Offense in Defensive Timesfull<![CDATA[S8E17: Fueling Product & Service Innovation with Customer Immersion]]>Distribution consultant and serial entrepreneur Brent Grover joins MDM's Tom Gale to discuss customer immersion as a best practice for developing breakthrough products and services. He also gives us a look into a very different distribution business model led by a Millennial and run by Gen Z managers and shares his take on distribution's M&A landscape.

]]>https://mdmcast.libsyn.com/s8e17-fueling-product-service-innovation-with-customer-immersione298c5b1-0201-42f1-bd7f-4c6c0acb31f3Wed, 28 Jun 2023 06:00:00 GMT<p dir="ltr">Distribution consultant and serial entrepreneur Brent Grover joins MDM's Tom Gale to discuss customer immersion as a best practice for developing breakthrough products and services. He also gives us a look into a very different distribution business model led by a Millennial and run by Gen Z managers and shares his take on distribution's M&A landscape.</p>no00:42:47S8E17: Fueling Product & Service Innovation with Customer Immersionfull<![CDATA[MDM Amplify: The Human Side of Digital Commerce]]>We cut through the common misconception that digital transformation and commerce is purely about technology. Joined by distribution, eCommerce and AI experts Devashish Saxena and Lance Owide, we explore why successful transformation is ultimately a human-first journey — driven by people, culture and alignment across the business. The discussion also covers how distributors can approach AI with intention, the evolving role of digital leadership and why clarity of purpose matters more than chasing the latest tools.

]]>https://mdmcast.libsyn.com/mdm-amplify-the-human-side-of-digital-commerce6c762f4a-33c6-4b44-bd5b-6b7b42e06c74Sun, 21 Sep 2025 16:41:00 GMT<p><span data-sheets-root="1">We cut through the common misconception that digital transformation and commerce is purely about technology.</span> <span data-sheets-root="1">Joined by distribution, eCommerce and AI experts Devashish Saxena and Lance Owide, we explore why successful transformation is ultimately a human-first journey — driven by people, culture and alignment across the business.</span> <span data-sheets-root="1">The discussion also covers how distributors can approach AI with intention, the evolving role of digital leadership and why clarity of purpose matters more than chasing the latest tools.</span></p>no00:48:2513MDM Amplify: The Human Side of Digital Commercefull<![CDATA[S12E6: MDM Podcast: Talent Talk with Dr. Bharani]]>We chat with talent recruitment and retention guru Dr. Bharani Nagarathnam - who leads Texas A&M's Master of Industrial Distribution program - about a range of vital talent topics and to preview his culture-focused roundtable discussions at our May SHIFT conference and a standalone session there based around fostering an environment where diverse teams can thrive.

]]>https://mdmcast.libsyn.com/s12e6-mdm-podcast-talent-talk-with-dr-bharani885d47c5-fe39-433c-8775-847ad8a4d3b0Wed, 19 Mar 2025 15:48:36 GMT<p><span data-sheets-root="1">We chat with talent recruitment and retention guru Dr. Bharani Nagarathnam - who leads Texas A&M's Master of Industrial Distribution program - about a range of vital talent topics and to preview his culture-focused roundtable discussions at our May SHIFT conference and a standalone session there based around fostering an environment where diverse teams can thrive.</span></p>no00:19:57126S12E6: MDM Podcast: Talent Talk with Dr. Bharanifull<![CDATA[S12E3: Voices of NAW's 2025 Executive Summit]]>At NAW's marquee annual event, we had mini-interviews with 10 different distributor executives about their company's biggest initiatives in 2025; the industry's top challenges and reasons for optimism; and what they get out of the event.

]]>https://mdmcast.libsyn.com/s12e3-voices-of-naws-2025-executive-summitd83b5546-8bb7-4812-bc25-c360d913bf89Wed, 05 Feb 2025 21:40:44 GMT<p><span data-sheets-root="1">At NAW's marquee annual event, we had mini-interviews with 10 different distributor executives about their company's biggest initiatives in 2025; the industry's top challenges and reasons for optimism; and what they get out of the event.</span></p>no00:33:05123S12E3: Voices of NAW's 2025 Executive Summitfull<![CDATA[S12E9: Be the Steve Irwin of Distribution and Rethink Team Dynamics]]>Contrary to popular belief, culture isn't a soft skill. It's a competitive advantage, says executive leadership consultant Darcy Blessing-Williams, who is set to speak at MDM's SHIFT conference in May. She joins the podcast to discuss a zookeeper framework geared for understanding and fostering team behavior. This framework simplifies complex behavioral science.

]]>https://mdmcast.libsyn.com/mdm-podcast-be-the-steve-irwin-of-distribution-and-rethink-team-dynamics860d7026-aefe-495a-9b60-66ad22c27baeMon, 07 Apr 2025 20:22:46 GMT<p>Contrary to popular belief, culture isn't a soft skill. It's a competitive advantage, says executive leadership consultant Darcy Blessing-Williams, who is set to speak at MDM's SHIFT conference in May. She joins the podcast to discuss a zookeeper framework geared for understanding and fostering team behavior. This framework simplifies complex behavioral science.</p>no00:17:29129S12E9: Be the Steve Irwin of Distribution and Rethink Team Dynamicsfull<![CDATA[S12E8: Why Tech Fails Salespeople & How to Leverage it]]>Former Wesco leader Ben Albu shares why so many sales tools end up in the "technology graveyard" in this preview to his SHIFT Conference session on leveraging sales technology for success.

]]>https://mdmcast.libsyn.com/s12e8-why-tech-fails-salespeople-how-to-leverage-itf46459b9-904a-4e61-ae96-2cf9f11a0cdeTue, 01 Apr 2025 15:12:00 GMT<p>Former Wesco leader Ben Albu shares why so many sales tools end up in the "technology graveyard" in this preview to his SHIFT Conference session on leveraging sales technology for success.</p>no00:16:31128S12E8: Why Tech Fails Salespeople & How to Leverage itfull<![CDATA[S8E15: What Shaped MDM's 2023 Top Distributors Lists]]>We condense the guest interviews and analysis from our Top Distributors webcast into a compilation podcast about the economic and industry factors that dictated who appeared where on our 17 different rankings lists. Guest voices include Grainger's Paige Robbins, BlackHawk Industrial's John Mark, Kimball Midwest's Patrick McCurdy III, Channel Marketing Group's David Gordon, Webb Analytics' Craig Webb and MDM's Tom Gale.

]]>https://mdmcast.libsyn.com/s8e15-what-shaped-mdms-2023-top-distributors-lists9d9467f1-3cfb-4b7e-b044-45e6aaf259eaWed, 14 Jun 2023 13:26:51 GMT<p dir="ltr">We condense the guest interviews and analysis from our Top Distributors webcast into a compilation podcast about the economic and industry factors that dictated who appeared where on our 17 different rankings lists. Guest voices include Grainger's Paige Robbins, BlackHawk Industrial's John Mark, Kimball Midwest's Patrick McCurdy III, Channel Marketing Group's David Gordon, Webb Analytics' Craig Webb and MDM's Tom Gale.</p>no00:39:48S8E15: What Shaped MDM's 2023 Top Distributors Listsfull<![CDATA[S8E7: Debunking Skilled Trade Myths with Toolfetch's Andrew Brown]]>In the distribution sector, there's arguably no bigger champion for the skilled trades than Andrew Brown, who founded eCommerce-based industrial distributor Toolfetch in 2002. This episode dispels misconceptions about the skilled trades, why Brown is so passionate about supporting them and how they tie in with distribution.

Sponsored by White Cup

]]>https://mdmcast.libsyn.com/s8e7-debunking-skilled-trade-myths-with-toolfetchs-andrew-brownf241ac2c-83a8-45ae-9297-c6016f3644b1Wed, 29 Mar 2023 06:00:00 GMT<p dir="ltr">In the distribution sector, there's arguably no bigger champion for the skilled trades than Andrew Brown, who founded eCommerce-based industrial distributor Toolfetch in 2002. This episode dispels misconceptions about the skilled trades, why Brown is so passionate about supporting them and how they tie in with distribution.</p> <p dir="ltr">Sponsored by White Cup</p>no00:26:15S8E7: Debunking Skilled Trade Myths with Toolfetch's Andrew Brownfull<![CDATA[S12E1: Debriefing Our Ferguson & Watsco Case Studies]]>Our MDM Case Study series rolled out finished reports on Ferguson and Watsco down the stretch of 2024, with plenty more to come in 2025. Here, the author of those case studies, John Gunderson, joins to debrief on his key takeaways from researching those two companies and a preview of his next deep dive on MSC Industrial Supply.

]]>https://mdmcast.libsyn.com/s12e1-debriefing-our-ferguson-watsco-case-studies3202e1a5-58a3-4427-8f93-66fc27a90958Tue, 14 Jan 2025 22:49:20 GMT<p><span data-teams="true">Our MDM Case Study series rolled out finished reports on Ferguson and Watsco down the stretch of 2024, with plenty more to come in 2025. Here, the author of those case studies, John Gunderson, joins to debrief on his key takeaways from researching those two companies and a preview of his next deep dive on MSC Industrial Supply.</span></p>no00:28:04121S12E1: Debriefing Our Ferguson & Watsco Case Studiesfull<![CDATA[S9E7: MDM's AI Research Report Highlights]]>Research lead Kevin Reid-Morris and Tom Gale discuss the insights, surprises and hopes for AI this 2023 research into artificial intelligence surfaced. We also map out five behaviors and supporting building blocks for distributor AI success, with comments from our research partners. 

]]>https://mdmcast.libsyn.com/s9e7-mdms-ai-research-report-highlightsd6d602d6-99eb-40f2-8e3a-cb6d732b1a8cThu, 14 Sep 2023 01:07:11 GMT<p dir="ltr">Research lead Kevin Reid-Morris and Tom Gale discuss the insights, surprises and hopes for AI this 2023 research into artificial intelligence surfaced. We also map out five behaviors and supporting building blocks for distributor AI success, with comments from our research partners. </p>no00:38:49S9E7: MDM's AI Research Report Highlightsfull<![CDATA[Quicktake 04.14.23: Profit Levers For a Tightening Year]]>One quarter through 2023 the pricing pendulum appears to be reversing with volume moderating across most distribution sectors. Dorn Group's James Dorn and Tom Gale discuss sell-side, buy-side and program improvements distributors can make in this year's environment of contraction to protect and improve profit.

 

]]>https://mdmcast.libsyn.com/quicktake-041423-profit-levers-for-a-tightening-yeara4a7b15c-87ca-44f0-afb7-60d084924316Mon, 17 Apr 2023 06:00:00 GMT<p dir="ltr">One quarter through 2023 the pricing pendulum appears to be reversing with volume moderating across most distribution sectors. Dorn Group's James Dorn and Tom Gale discuss sell-side, buy-side and program improvements distributors can make in this year's environment of contraction to protect and improve profit.</p> <p> </p>no00:13:23Quicktake 04.14.23: Profit Levers For a Tightening Yearfull<![CDATA[S9E8: Culture Misconceptions about "The Great Resignation"]]>The notion of "no one wants to work anymore" persists amid today's challenging labor pool in distribution, but Dr. Donte Vaughn - an expert in organizational leadership - says that's a major misconception alongside "The Great Resignation". He joins the podcast to discuss the state of culture today in industrial organizations, and how to bridge gaps between leadership and front-line workers.

]]>https://mdmcast.libsyn.com/s9e8-culture-misconceptions-about-the-great-resignation-0540cd21e-458a-4258-881e-f0ebdbc97e31Thu, 28 Sep 2023 01:56:51 GMT<p dir="ltr">The notion of "no one wants to work anymore" persists amid today's challenging labor pool in distribution, but Dr. Donte Vaughn - an expert in organizational leadership - says that's a major misconception alongside "The Great Resignation". He joins the podcast to discuss the state of culture today in industrial organizations, and how to bridge gaps between leadership and front-line workers.</p>no00:28:47S9E8: Culture Misconceptions about "The Great Resignation"full<![CDATA[S10E2: After a Huge 2023, What Does M&A Look Like in 2024?]]>MDM posted 403 news items in 2023 involving distributors, or manufacturers that sell into distribution. That blew away 2022 and 2021. So, how much M&A runway is still left, and what's driving it? We chat with Brown, Gibbons & Lang Managing Director Kevin Sargent on that, as well as why distribution M&A is running much hotter than the greater manufacturing sector.

]]>https://mdmcast.libsyn.com/s10e2-after-a-huge-2023-what-does-ma-look-like-in-2024d8f68fe7-59e0-4f6f-ad08-8d248b7603d8Wed, 17 Jan 2024 07:00:00 GMT<p dir="ltr">MDM posted 403 news items in 2023 involving distributors, or manufacturers that sell into distribution. That blew away 2022 and 2021. So, how much M&A runway is still left, and what's driving it? We chat with Brown, Gibbons & Lang Managing Director Kevin Sargent on that, as well as why distribution M&A is running much hotter than the greater manufacturing sector.</p>no00:21:28S10E2: After a Huge 2023, What Does M&A Look Like in 2024?full<![CDATA[S12E7: Imperatives Amid Evolving Go-to-Market Strategies]]>Ahead of speaking at MDM's May SHIFT conference, Redwood Advisors' John Nantz stops by to discuss major industry changes driven by market forces, technology advancements and changing customer expectations. He outlines five key imperatives that high-performing distributors are using to stay competitive and differentiate themselves.

]]>https://mdmcast.libsyn.com/mdm-podcast-imperatives-amid-evolving-go-to-market-strategies957d77ca-8b3a-4625-aba2-82fb9f717948Tue, 25 Mar 2025 15:17:10 GMT<p>Ahead of speaking at MDM's May SHIFT conference, Redwood Advisors' John Nantz stops by to discuss major industry changes driven by market forces, technology advancements and changing customer expectations. He outlines five key imperatives that high-performing distributors are using to stay competitive and differentiate themselves.</p>no00:22:27127S12E7: Imperatives Amid Evolving Go-to-Market Strategiesfull<![CDATA[Quicktake 03.10.23: Levers to Increase Enterprise Value]]>Leadership teams have several options for increasing long-term enterprise value. This week Dorn Group's James Dorn and Tom Gale recap some of the key themes from MDM's recent Distribution M&A Summit and outline the most pertinent areas of improvement for EBITDA margin, growth and value.

]]>https://mdmcast.libsyn.com/quicktake-031023-levers-to-increase-enterprise-value067cd56f-1ff0-48e9-9f8b-fb163c5e7c47Mon, 13 Mar 2023 06:00:00 GMT<p dir="ltr">Leadership teams have several options for increasing long-term enterprise value. This week Dorn Group's James Dorn and Tom Gale recap some of the key themes from MDM's recent Distribution M&A Summit and outline the most pertinent areas of improvement for EBITDA margin, growth and value.</p>no00:11:42Quicktake 03.10.23: Levers to Increase Enterprise Valuefull<![CDATA[S10E7: Inventory Opportunities in Slower-Demand Markets]]>Customers continue to work down inventory levels into 2024. James Dorn and John Gunderson outline action items for optimizing inventory levels – in partnership with suppliers – to stay nimble and gain share as competitors stumble on A and B items.

]]>https://mdmcast.libsyn.com/s10e7-inventory-opportunities-in-slower-demand-markets2d325000-1f38-443d-bff9-d8a56e02e604Wed, 27 Mar 2024 16:47:09 GMT<p dir="ltr">Customers continue to work down inventory levels into 2024. James Dorn and John Gunderson outline action items for optimizing inventory levels – in partnership with suppliers – to stay nimble and gain share as competitors stumble on A and B items.</p>no00:23:04S10E7: Inventory Opportunities in Slower-Demand Marketsfull<![CDATA[S11E7: Wesco Case Study Debrief]]>During July, MDM published a three-part article series that profiled electrical distributor Wesco and its transformative strength. That series culminated with a more robust case study report that is now in the MDM Store. Here, the author of that series and case study, John Gunderson, joins to discuss key takeaways from his research into Wesco and what stood out to him.

]]>https://mdmcast.libsyn.com/s11e7-wesco-case-study-debrief2effaa33-2d2f-4371-8c6c-2d1a7d655e83Wed, 04 Sep 2024 19:56:14 GMT<p>During July, MDM published a three-part article series that profiled electrical distributor Wesco and its transformative strength. That series culminated with a more robust case study report that is now in the MDM Store. Here, the author of that series and case study, John Gunderson, joins to discuss key takeaways from his research into Wesco and what stood out to him.</p>no00:26:06117S11E7: Wesco Case Study Debrieffull<![CDATA[Quicktake 08.11.23: The Data Analytics Journey in Distribution]]>The power of AI as a competitive differentiator is far from being defined. In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability.

]]>https://mdmcast.libsyn.com/quicktake-081123-the-data-analytics-journey-in-distributionb056cf06-e9e4-4e1a-9c44-f1d2e3f6b9bdMon, 14 Aug 2023 06:00:00 GMT<p dir="ltr">The power of AI as a competitive differentiator is far from being defined. In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability.</p>no00:15:43Quicktake 08.11.23: The Data Analytics Journey in Distributionfull<![CDATA[Quicktake 03.17.23: What AI & ChatGPT Really Mean for Distributors]]>GPT-4 released this week and with it another wave of hype, hope and hysteria over the ways artificial intelligence, search and chatbot technologies will change our world. Indian River Consulting Group's Mike Marks joins Tom Gale to examine the impacts and implications for distributors.

 

]]>https://mdmcast.libsyn.com/quicktake-031723-what-ai-chatgpt-really-mean-for-distributorsfa8b8b94-3050-400c-9fe4-0f1d0b09f3bbMon, 20 Mar 2023 06:00:00 GMT<p dir="ltr">GPT-4 released this week and with it another wave of hype, hope and hysteria over the ways artificial intelligence, search and chatbot technologies will change our world. Indian River Consulting Group's Mike Marks joins Tom Gale to examine the impacts and implications for distributors.</p> <p> </p>no00:18:44Quicktake 03.17.23: What AI & ChatGPT Really Mean for Distributorsfull<![CDATA[S11E1: MDM's SHIFT Keynote to Focus on CX, Adaptation]]>With our September SHIFT event rapidly approaching, McKinsey & Company Senior Partner Kevin Sachs stops by to preview the keynote he will co-present with fellow McKinsey Partner Victoria Bough. We also re-visit last year's keynote takeaways and what the firm sees as the top underlying factors driving wholesale distribution in the year ahead.

]]>https://mdmcast.libsyn.com/s11e1-mdms-shift-keynote-to-focus-on-cx-adaptation6c32cda4-7995-49dd-a253-a9ea368c531bWed, 24 Jul 2024 18:08:19 GMT<p>With our September SHIFT event rapidly approaching, McKinsey & Company Senior Partner Kevin Sachs stops by to preview the keynote he will co-present with fellow McKinsey Partner Victoria Bough. We also re-visit last year's keynote takeaways and what the firm sees as the top underlying factors driving wholesale distribution in the year ahead.</p>no00:11:33111S11E1: MDM's SHIFT Keynote to Focus on CX, Adaptationfull<![CDATA[S11E2: The 5 Fatal Flaws of Sales Transformation]]>Tom Gale and Mike Marks discuss the biggest challenges distributors face as they transition from a traditional outside-generalist sales process to a more adaptive digital-forward go-to-market model, with clearly-defined, team-based selling and service roles.

]]>https://mdmcast.libsyn.com/s11e2-the-5-fatal-flaws-of-sales-transformation00e70985-1abc-474f-8924-53e56c8a610aWed, 31 Jul 2024 17:02:12 GMT<p><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">Tom Gale and Mike Marks discuss the biggest challenges distributors face as they transition from a traditional outside-generalist sales process to a more adaptive digital-forward go-to-market model, with clearly-defined, team-based selling and service roles.</span></p>no00:28:01112S11E2: The 5 Fatal Flaws of Sales Transformationfull<![CDATA[Quicktake 04.28.23: Category & Supplier Management Strategies]]>Customers are experiencing price increase fatigue and looking for new ways to reduce costs in their operations. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically to protect margins going forward as supply chains normalize. 

]]>https://mdmcast.libsyn.com/quicktake-042823-category-supplier-management-strategies53d05323-bc91-4e33-a3e9-3e2fd9aca437Mon, 01 May 2023 06:00:00 GMT<p dir="ltr">Customers are experiencing price increase fatigue and looking for new ways to reduce costs in their operations. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically to protect margins going forward as supply chains normalize. </p>no00:10:21Quicktake 04.28.23: Category & Supplier Management Strategiesfull<![CDATA[S10E14: Green Mountain Electric Doesn't Have an End Goal. Here's Why]]>Like for any distributor making frequent acquisitions and headcount additions, it takes a high degree of communication, strategic planning and integration coordination to ensure the train stays on the tracks. That's just what Vermont-based Green Mountain Electric Supply has done, with about a dozen bolt-on deals made since 2021. Two of its executives stop by to share how the distributor has made it work and share the company's story.

]]>https://mdmcast.libsyn.com/s10e14-green-mountain-electric-doesnt-have-an-end-goal-heres-whya9bead9a-03cb-4ca5-a319-3b822e1f850bWed, 22 May 2024 18:52:34 GMT<p><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">Like for any distributor making frequent acquisitions and headcount additions, it takes a high degree of communication, strategic planning and integration coordination to ensure the train stays on the tracks. That's just what Vermont-based Green Mountain Electric Supply has done, with about a dozen bolt-on deals made since 2021. Two of its executives stop by to share how the distributor has made it work and share the company's story.</span></p>no00:40:161014S10E14: Green Mountain Electric Doesn't Have an End Goal. Here's Whyfull<![CDATA[S10E9: How Wajax Bulked Up its Product Offering with Service]]>Wajax Corp. has significantly expanded its Industrial Parts unit during the Iggy Domagalski's first two years as CEO, and he stopped by to discuss key drivers for that business. We also touch on Wajax's ongoing ERP rollout and technology initiatives, the company's PPE enhancements, and the tailwinds and headwinds for fellow Canadian industrial distributors.

]]>https://mdmcast.libsyn.com/s10e9-how-wajax-bulked-up-its-product-offering-with-service63dfc53d-9602-46a7-8938-aa9cf928d265Wed, 10 Apr 2024 06:00:00 GMT<p dir="ltr">Wajax Corp. has significantly expanded its Industrial Parts unit during the Iggy Domagalski's first two years as CEO, and he stopped by to discuss key drivers for that business. We also touch on Wajax's ongoing ERP rollout and technology initiatives, the company's PPE enhancements, and the tailwinds and headwinds for fellow Canadian industrial distributors.</p>no00:40:45S10E9: How Wajax Bulked Up its Product Offering with Servicefull<![CDATA[MDM Amplify: Rerouted and Resilient - How Distributors & Carriers Redesign for Disruption]]>Sponsored by Grant Thornton, this podcast episode features a trio of specialists to discuss the moves that distributors and transportation providers are making to go from reacting to the new normal of constant disruption, to getting the head of the curve to be ready for whatever comes next. Tariffs are only one piece of that puzzle.

 

]]>https://mdmcast.libsyn.com/mdm-amplify-rerouted-and-resilient-how-distributors-carriers-redesigm-for-disruption74bb57a1-9780-48fd-afbf-aa2b4ceb75c3Mon, 28 Jul 2025 17:00:00 GMT<p dir="ltr"><span data-sheets-root="1">Sponsored by Grant Thornton, this podcast episode features a trio of specialists to discuss the moves that distributors and transportation providers are making to go from reacting to the new normal of constant disruption, to getting the head of the curve to be ready for whatever comes next. Tariffs are only one piece of that puzzle.</span></p> <p> </p>no00:24:1112MDM Amplify: Rerouted and Resilient - How Distributors & Carriers Redesign for Disruptionfull<![CDATA[S8E10: Family Ties, Women in Industry & 'Distribution's Moment' with Katie Poehling Seymour]]>Katie Poehling Seymour might be the busiest executive in distribution. But she made time to stop by and discuss her path to leading family-owned First Supply, the progress on women's representation in distribution and why "this is distribution's moment."

]]>https://mdmcast.libsyn.com/s8e10-family-ties-women-in-industry-distributions-moment-with-katie-poehling-seymour65bd621e-c0eb-4254-99f9-3743a5d0474dWed, 19 Apr 2023 06:00:00 GMT<p dir="ltr">Katie Poehling Seymour might be the busiest executive in distribution. But she made time to stop by and discuss her path to leading family-owned First Supply, the progress on women's representation in distribution and why "this is distribution's moment."</p>no00:32:13S8E10: Family Ties, Women in Industry & 'Distribution's Moment' with Katie Poehling Seymourfull<![CDATA[S9E1: A Category Management Deep Dive with Steve Gettleman]]>We chat with former MSC Industrial Supply veteran Steve Gettleman on the topic of category management, for which he says a formal plan is severely lacking across the distribution sector. We cover the ins and outs of category management and how distributors of all kinds can leverage such a plan.

]]>https://mdmcast.libsyn.com/s9e1-a-category-management-deep-dive-with-steve-gettlemanbfb0a46f-97f7-498e-a762-0da6617d9b89Wed, 02 Aug 2023 15:50:22 GMT<p dir="ltr">We chat with former MSC Industrial Supply veteran Steve Gettleman on the topic of category management, for which he says a formal plan is severely lacking across the distribution sector. We cover the ins and outs of category management and how distributors of all kinds can leverage such a plan.</p>no00:21:21S9E1: A Category Management Deep Dive with Steve Gettlemanfull<![CDATA[S9E9: Endries' Michael Knight on His Learning Curve, Coaching & AI]]>Michael Knight became CEO of Wisconsin-based Endries International in late 2022 after a long tenure with an electronic components distributor. 

He joins the podcast to discuss his first year leading the fast-growing OEM fasteners supplier and that career market pivot, his thoughts on AI ethics, the power of coaching your staff and why we can expect to hear a lot more out of Endries in the near future.

]]>https://mdmcast.libsyn.com/s9e9-endries-michael-knight-on-his-learning-curve-coaching-ai7eefe692-5c21-4be1-96fa-01ed0672b2f0Wed, 04 Oct 2023 15:26:33 GMT<p>Michael Knight became CEO of Wisconsin-based Endries International in late 2022 after a long tenure with an electronic components distributor. <br /> <br /> He joins the podcast to discuss his first year leading the fast-growing OEM fasteners supplier and that career market pivot, his thoughts on AI ethics, the power of coaching your staff and why we can expect to hear a lot more out of Endries in the near future.</p>no00:50:15S9E9: Endries' Michael Knight on His Learning Curve, Coaching & AIfull<![CDATA[S9E13: BradyIFS + Envoy Solutions See Many Ways to Win]]>BradyIFS and Envoy Solutions are behind much of the consolidation in distribution's JanSan, foodservice and packaging supplies verticals, and they took it to another level with their landmark merger at the end of October.

Chairman and CEO Ken Sweder joins to discuss the strategy behind that deal and its moving pieces, and why the combined company has no plans of slowing down its expansion. The conversation also touched on the demand outlook for those markets that the distributor serves.

]]>https://mdmcast.libsyn.com/s9e13-bradyifs-envoy-solutions-see-many-ways-to-win47326e60-9051-4d5d-8692-eaddc847cce6Wed, 06 Dec 2023 07:00:00 GMT<p dir="ltr">BradyIFS and Envoy Solutions are behind much of the consolidation in distribution's JanSan, foodservice and packaging supplies verticals, and they took it to another level with their landmark merger at the end of October.</p> <p>Chairman and CEO Ken Sweder joins to discuss the strategy behind that deal and its moving pieces, and why the combined company has no plans of slowing down its expansion. The conversation also touched on the demand outlook for those markets that the distributor serves.</p>no00:17:42S9E13: BradyIFS + Envoy Solutions See Many Ways to Winfull<![CDATA[QuickTake 06.09.23: The Power of Qualitative Analytics]]>James Dorn and Tom Gale explore how to collect qualitative data to ensure distribution associates are in tune with what their end customers most value.

]]>https://mdmcast.libsyn.com/quicktake-060923-the-power-of-qualitative-analyticsf3992073-d549-4b41-b00c-cbbc915dcbb9Mon, 12 Jun 2023 06:00:00 GMT<p dir="ltr">James Dorn and Tom Gale explore how to collect qualitative data to ensure distribution associates are in tune with what their end customers most value.</p>no00:09:33QuickTake 06.09.23: The Power of Qualitative Analyticsfull<![CDATA[S9E14: Jennifer Murphy Says Distribution's Diversity is a Beautiful Thing]]>NetPlus Alliance has served industrial distributors and suppliers as a buying group since 2002, but its roots date back nearly 200 years. Its Owner, President and CEO, Jennifer Murphy joins to discuss how that history has shaped the group and the role that buying groups play in distribution today. She had great perspective on the state of diversity throughout the industry supply space and why it continues to serve the channel well.

The conversation also touched on the value of Women in Industry groups, what NetPlus has been up to lately and what Murphy is hearing from members for their 2024 outlook.

]]>https://mdmcast.libsyn.com/s9e14-jennifer-murphy-says-distributions-diversity-is-a-beautiful-thinge0647cf3-67ee-4c7a-b400-715daf385d5aWed, 13 Dec 2023 07:00:00 GMT<p dir="ltr">NetPlus Alliance has served industrial distributors and suppliers as a buying group since 2002, but its roots date back nearly 200 years. Its Owner, President and CEO, Jennifer Murphy joins to discuss how that history has shaped the group and the role that buying groups play in distribution today. She had great perspective on the state of diversity throughout the industry supply space and why it continues to serve the channel well.</p> <p dir="ltr">The conversation also touched on the value of Women in Industry groups, what NetPlus has been up to lately and what Murphy is hearing from members for their 2024 outlook.</p>no00:38:57S9E14: Jennifer Murphy Says Distribution's Diversity is a Beautiful Thingfull<![CDATA[Quicktake 07.28.23: Distribution Business Model Transformation]]> 

In May, Mike Marks and Tom Gale talked about what the shift from a gen-one to gen-two distributor looks like. This conversation goes into the deeper dimensions of a larger business model transformation this industry is navigating, and where share and competitive advantage is being won and lost.  

]]>https://mdmcast.libsyn.com/quicktake-072823-distribution-business-model-transformationcb46b41b-7394-457a-9915-6cae70900c32Sun, 30 Jul 2023 18:00:00 GMT<div class="OutlineElement Ltr SCXW234971585 BCX9"> </div> <div class="OutlineElement Ltr SCXW234971585 BCX9"> <p class="Paragraph SCXW234971585 BCX9"><span class= "TextRun SCXW234971585 BCX9" lang="EN-US" xml:lang="EN-US" data-contrast="auto"><span class= "NormalTextRun SCXW234971585 BCX9">In May, Mike Marks and Tom Gale talked about what the shift from a gen-one to gen-two distributor looks like. This conversation goes into the </span><span class="NormalTextRun SCXW234971585 BCX9">deeper</span> <span class="NormalTextRun SCXW234971585 BCX9">dimensions of</span> <span class="NormalTextRun SCXW234971585 BCX9">a</span> <span class="NormalTextRun SCXW234971585 BCX9">larger business model transformation this industry is navigating, and where share and competitive advantage is being won and lost. </span></span><span class="EOP SCXW234971585 BCX9" data-ccp-props="{}"> </span></p> </div>no00:26:11Quicktake 07.28.23: Distribution Business Model Transformationfull<![CDATA[S10E10: Voices of ISA24]]>MDM brought a staff contingent to the Industrial Supply Association's annual spring convention, ISA24, held April 15-17 in Charlotte. This compilation podcast features eight mini interviews Executive Editor Mike Hockett conducted at ISA24, gathering perspectives from ISA's CEO, two distribution CEOs, three service providers and two college students. These attendees share their thoughts on the show, the business climate outlook, the biggest challenges facing the industrial supply channel, and more.

]]>https://mdmcast.libsyn.com/s10e10-voices-of-isa2490458e07-b021-4d17-a6a2-adc277dbe521Wed, 24 Apr 2024 18:00:00 GMT<p>MDM brought a staff contingent to the Industrial Supply Association's annual spring convention, ISA24, held April 15-17 in Charlotte. This compilation podcast features eight mini interviews Executive Editor Mike Hockett conducted at ISA24, gathering perspectives from ISA's CEO, two distribution CEOs, three service providers and two college students. These attendees share their thoughts on the show, the business climate outlook, the biggest challenges facing the industrial supply channel, and more.</p>no00:16:501010S10E10: Voices of ISA24full<![CDATA[S12E11: Breaking Down QXO's Beacon Acquisition and its Impact]]>QXO and Beacon frequented MDM's headlines during the first five months of 2025, culminating with QXO's $11 billion purchase of the distributor. With the landmark deal now completed, Craig Webb and Mike Hockett analyze how it happened and what it means for the building materials sector as QXO is poised to continue its ambitious, acquisitive growth strategy.

]]>https://mdmcast.libsyn.com/s12e11-breaking-down-qxos-beacon-acquisition-and-its-impact50314e4e-be3f-4f43-9119-661c297ea19dWed, 14 May 2025 15:51:00 GMT<p><span data-sheets-root="1">QXO and Beacon frequented MDM's headlines during the first five months of 2025, culminating with QXO's $11 billion purchase of the distributor. With the landmark deal now completed, Craig Webb and Mike Hockett analyze how it happened and what it means for the building materials sector as QXO is poised to continue its ambitious, acquisitive growth strategy.</span></p>no00:25:511211S12E11: Breaking Down QXO's Beacon Acquisition and its Impactfull<![CDATA[S8E11: Voices of ISA23 - Networking Push a Big Hit]]>Mike Hockett interviewed a handful of industry executives on the expo floor of ISA23 in Phoenix, where a focus on networking events was the talk of the show. The resulting series of brief interviews also touched what those are hearing on the product demand front, supply chain and labor situation.

]]>https://mdmcast.libsyn.com/s8e11-voices-of-isa23-networking-push-a-big-hitbfe2183e-d8ac-4015-a31f-0bbc566c1969Wed, 26 Apr 2023 06:00:00 GMT<p>Mike Hockett interviewed a handful of industry executives on the expo floor of ISA23 in Phoenix, where a focus on networking events was the talk of the show. The resulting series of brief interviews also touched what those are hearing on the product demand front, supply chain and labor situation.</p>no00:18:52S8E11: Voices of ISA23 - Networking Push a Big Hitfull<![CDATA[S9E8: Culture Misconceptions about "The Great Resignation"]]>The notion of "no one wants to work anymore" persists amid today's challenging labor pool in distribution, but Dr. Donte Vaughn - an expert in organizational leadership - says that's a major misconception alongside "The Great Resignation". He joins the podcast to discuss the state of culture today in industrial organizations, and how to bridge gaps between leadership and front-line workers.

]]>https://mdmcast.libsyn.com/s9e8-culture-misconceptions-about-the-great-resignationf6414714-664a-4e03-97b3-41b1ef7056d1Thu, 28 Sep 2023 01:56:50 GMT<p dir="ltr">The notion of "no one wants to work anymore" persists amid today's challenging labor pool in distribution, but Dr. Donte Vaughn - an expert in organizational leadership - says that's a major misconception alongside "The Great Resignation". He joins the podcast to discuss the state of culture today in industrial organizations, and how to bridge gaps between leadership and front-line workers.</p>no00:28:47S9E8: Culture Misconceptions about "The Great Resignation"full<![CDATA[S11E11: How Distribution Solutions Group Arrived, and Where it's Going]]>With the dust settled on the merger of Lawson Products, TestEquity and GexPro Services to form Distribution Solutions Group, it's time for a then-and-now investigation. LKCM Headwater Investment's Brad Wallace — a DSG board member who helped spearhead that transaction — joins to discuss the rationale behind the company's creation, what's ahead for DSG and why distribution is so attractive for PE investment.

]]>https://mdmcast.libsyn.com/s11e11-how-distribution-solutions-group-arrived-and-where-its-goingdb844de7-eaaf-4794-a5bc-430426369632Wed, 20 Nov 2024 15:30:49 GMT<p><span data-teams="true"><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">With the dust settled on the merger of Lawson Products, TestEquity and GexPro Services to form Distribution Solutions Group, it's time for a then-and-now investigation. LKCM Headwater Investment's Brad Wallace — a DSG board member who helped spearhead that transaction — joins to discuss the rationale behind the company's creation, what's ahead for DSG and why distribution is so attractive for PE investment.</span></span></p>no00:31:431111S11E11: How Distribution Solutions Group Arrived, and Where it's Goingfull<![CDATA[Quicktake 10.06.23: From Vision to Transformation]]>In a debrief on core themes from MDM's 2023 SHIFT conference, Mike Marks and Tom Gale talk about a clearer vision for the future of distribution emerging, the transformation levers to get there, getting traction with AI, and more. 

]]>https://mdmcast.libsyn.com/quicktake-100623-from-vision-to-transformationa9810a3b-e3ff-47ad-9dd0-2acc52bfa16bMon, 09 Oct 2023 06:00:00 GMT<p dir="ltr">In a debrief on core themes from MDM's 2023 SHIFT conference, Mike Marks and Tom Gale talk about a clearer vision for the future of distribution emerging, the transformation levers to get there, getting traction with AI, and more. </p>no00:13:19Quicktake 10.06.23: From Vision to Transformationfull<![CDATA[Quicktake 02.24.23: Three Gap-Makers in 2023]]>We are in the midst of profound industry structural changes for how distributors create profit and remain competitive. MDM's Tom Gale and IRCG's Mike Marks discuss three things – talent inertia, artificial intelligence and culture – that are defining the competitive landscape of 2023.

 

]]>https://mdmcast.libsyn.com/quicktake-022423-three-gap-makers-in-2023f5594481-955d-4c36-b98b-038a6a7851f7Mon, 27 Feb 2023 07:00:00 GMT<p dir="ltr">We are in the midst of profound industry structural changes for how distributors create profit and remain competitive. MDM's Tom Gale and IRCG's Mike Marks discuss three things – talent inertia, artificial intelligence and culture – that are defining the competitive landscape of 2023.</p> <p> </p>no00:13:03Quicktake 02.24.23: Three Gap-Makers in 2023full<![CDATA[S9E2: The Keys to AFC Industries' Rapid Expansion]]>Fairfield, Ohio-based AFC Industries has burst onto MDM's Top Industrial Distributors scene, charting for the first time this year at No. 34 after several years of frequent acquisitions. We chat with AFC CEO Kevin Godin on how the company has successfully managed all of its recent growth and what's on the horizon.

]]>https://mdmcast.libsyn.com/s9e2-the-keys-to-afc-industries-rapid-expansion44ff514f-313d-482b-bdf1-5b1cca902e24Wed, 09 Aug 2023 17:55:16 GMT<p dir="ltr">Fairfield, Ohio-based AFC Industries has burst onto MDM's Top Industrial Distributors scene, charting for the first time this year at No. 34 after several years of frequent acquisitions. We chat with AFC CEO Kevin Godin on how the company has successfully managed all of its recent growth and what's on the horizon.</p>no00:22:00S9E2: The Keys to AFC Industries' Rapid Expansionfull<![CDATA[S8E8: The Master Group Wants to be North America's Top HVACR Distributor]]>We chat with The Master Group President Neil McDougall about the Quebec, Canada-based HVACR distributor's recent growth and greater North American expansion roadmap, as well as how product demand and the labor situation compares between Canada and the U.S.

]]>https://mdmcast.libsyn.com/s8e8-the-master-group-wants-to-be-north-americas-top-hvacr-distributor7b15ab54-780a-4031-8e52-6aca3c944354Wed, 05 Apr 2023 06:00:00 GMT<p dir="ltr">We chat with The Master Group President Neil McDougall about the Quebec, Canada-based HVACR distributor's recent growth and greater North American expansion roadmap, as well as how product demand and the labor situation compares between Canada and the U.S.</p>no00:19:20S8E8: The Master Group Wants to be North America's Top HVACR Distributorfull<![CDATA[S8E18: Jonathan Byrnes on Enterprise Profit Management]]>"Why didn't we make budget and how can we fix it?" The volatility of recent years has made budget variance a demanding challenge for all distributors. Jonathan Byrnes of Profit Isle discusses the profitability concepts he developed – with better detail and real-time information – that are helping management teams make better decisions, more accurately meet budget, and achieve step changes in profitability.

]]>https://mdmcast.libsyn.com/s8e18-jonathan-byrnes-on-enterprise-profit-management6efa1f8e-70bf-4085-8912-cf9bb45d46afTue, 11 Jul 2023 15:04:56 GMT<p dir="ltr">"Why didn't we make budget and how can we fix it?" The volatility of recent years has made budget variance a demanding challenge for all distributors. Jonathan Byrnes of Profit Isle discusses the profitability concepts he developed – with better detail and real-time information – that are helping management teams make better decisions, more accurately meet budget, and achieve step changes in profitability.</p>no00:34:59S8E18: Jonathan Byrnes on Enterprise Profit Managementfull<![CDATA[S10E11: Inside Vallen's Aggressive Transformation]]>MRO supplies distributor Vallen has undergone major changes over the past few years, including its $350 million acquisition of Wesco Integrated Supply that closed April 1. But that deal is just the latest move. A former Sonepar subsidiary, Vallen became independent in 2022, has joined AD and NAW and was named ISA's 2023 Innovator of the Year. CEO Chuck Delph stops by to discuss the company's aggressive moves and the strategy behind them.

]]>https://mdmcast.libsyn.com/s10e11-inside-vallens-aggressive-transformation71ae81e0-f412-4204-a410-67d95db5c410Wed, 01 May 2024 18:00:00 GMT<p>MRO supplies distributor Vallen has undergone major changes over the past few years, including its $350 million acquisition of Wesco Integrated Supply that closed April 1. But that deal is just the latest move. A former Sonepar subsidiary, Vallen became independent in 2022, has joined AD and NAW and was named ISA's 2023 Innovator of the Year. CEO Chuck Delph stops by to discuss the company's aggressive moves and the strategy behind them.</p>no00:23:271011S10E11: Inside Vallen's Aggressive Transformationfull<![CDATA[S11E05: What's on the Safety Product Horizon?]]>Safety equipment is an evolving product category that touches every distribution vertical. ISEA CEO Cam Mackey joins the MDM Podcast to take us through the safety standards and regulations that will inform future product demand.

]]>https://mdmcast.libsyn.com/s11e05-whats-on-the-safety-product-horizon37f275fef-2fdb-4d63-a400-cebd6137b7c9Wed, 21 Aug 2024 20:26:37 GMT<p><span class="TextRun SCXW210542030 BCX0" lang="EN-US" xml:lang= "EN-US" data-contrast="auto"><span class= "NormalTextRun SCXW210542030 BCX0">Safety equipment is an</span> <span class="NormalTextRun SCXW210542030 BCX0">evolving</span> <span class="NormalTextRun SCXW210542030 BCX0">product</span> <span class="NormalTextRun SCXW210542030 BCX0">category</span> <span class="NormalTextRun SCXW210542030 BCX0">that touches every distribution vertical. ISEA CEO Cam Mackey joins</span> <span class="NormalTextRun SCXW210542030 BCX0">the</span> <span class="NormalTextRun SCXW210542030 BCX0">MDM</span> <span class="NormalTextRun SCXW210542030 BCX0">Podcast</span> <span class="NormalTextRun SCXW210542030 BCX0">to</span> <span class="NormalTextRun SCXW210542030 BCX0">take us through the safety standards and regulations</span> <span class= "NormalTextRun SCXW210542030 BCX0">that will inform future product demand.</span></span></p>no00:28:38S11E05: What's on the Safety Product Horizon?full<![CDATA[S10E5: A Breakdown of Fastenal's Decade-Long "Big Pivot"]]>All three parts of John Gunderson's November series on Fastenal's "big pivot" — which examined the distributor's decade-long transformation from a distributor dependent upon nationwide branches to one that emphasizes embedded customer service — ended up in MDM's 10 most-read free blogs of 2023. That makes it well worth further discussion. So, we invited Gunderson onto the Podcast for an even deeper dive on Fastenal and what's led to its current state of success.

]]>https://mdmcast.libsyn.com/s10e5-a-breakdown-of-fastenals-decade-long-big-pivot1131c820-c205-43b3-96cb-add9332d0c8fWed, 21 Feb 2024 17:59:48 GMT<p dir="ltr">All three parts of John Gunderson's November series on Fastenal's "big pivot" — which examined the distributor's decade-long transformation from a distributor dependent upon nationwide branches to one that emphasizes embedded customer service — ended up in MDM's 10 most-read free blogs of 2023. That makes it well worth further discussion. So, we invited Gunderson onto the Podcast for an even deeper dive on Fastenal and what's led to its current state of success.</p>no00:22:39S10E5: A Breakdown of Fastenal's Decade-Long "Big Pivot"full<![CDATA[S12E5: MDM Podcast: An AI Research Primer Ahead of SHIFT]]>Kevin Reid-Morris has led much of MDM's qualitative AI industry research over the past few years, and he's set to share the results of his major two-year project at our SHIFT conference. Here, he and Tom Gale discuss the transformative impact of AI in distribution and that project which identified over 50 practical AI use cases that distributors can implement to enhance operational efficiency and gain a competitive edge.

]]>https://mdmcast.libsyn.com/s12e5-mdm-podcast-previewing-ai-research-to-be-unveiled-at-shift11a11977-e461-467b-8970-d5950ff00ee1Tue, 11 Mar 2025 23:07:25 GMT<p><span data-sheets-root="1">Kevin Reid-Morris has led much of MDM's qualitative AI industry research over the past few years, and he's set to share the results of his major two-year project at our SHIFT conference. Here, he and Tom Gale discuss the transformative impact of AI in distribution and that project which identified over 50 practical AI use cases that distributors can implement to enhance operational efficiency and gain a competitive edge.</span></p>no00:29:54125S12E5: MDM Podcast: An AI Research Primer Ahead of SHIFTfull<![CDATA[S8E13: Marketing Missteps that Cause Channel Conflict]]>Mike Hockett asks Consight Marketing Group's Alan Hale about what grinds his gears in distribution marketing, and it's a lot. Their discussion covers how marketing is a point of channel conflict, and how the situation can be improved. They also explore social media do's and don'ts, as well as the vital role of customer insights.

]]>https://mdmcast.libsyn.com/s8e13-what-distributors-are-doing-wrong-in-marketing5f07f213-2744-4d60-b871-2456d9223dedWed, 17 May 2023 06:00:00 GMT<p><span class= "ui-provider gr b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">Mike Hockett asks Consight Marketing Group's Alan Hale about what grinds his gears in distribution marketing, and it's a lot. Their discussion covers how marketing is a point of channel conflict, and how the situation can be improved. They also explore social media do's and don'ts, as well as the vital role of customer insights.</span></p>no00:47:51S8E13: Marketing Missteps that Cause Channel Conflictfull<![CDATA[S8E16: Scott Schuenke on Sonepar's Growth & Strategic Development]]>Electrical distribution veteran executive Scott Schuenke discusses Sonepar North America's growth in his 16 years with the company, which culminate with his retirement this month as VP of Strategic Development. He touches on how the company has evolved and continuously innovated during his tenure.

]]>https://mdmcast.libsyn.com/s8e16-scott-scheunke-on-sonepars-growth-strategic-development6a7571c0-1196-423d-885a-da8042740a3fWed, 21 Jun 2023 20:28:02 GMT<p dir="ltr">Electrical distribution veteran executive Scott Schuenke discusses Sonepar North America's growth in his 16 years with the company, which culminate with his retirement this month as VP of Strategic Development. He touches on how the company has evolved and continuously innovated during his tenure.</p>no00:42:06S8E16: Scott Schuenke on Sonepar's Growth & Strategic Developmentfull<![CDATA[S8E9: Jeff Crane on ERIKS NA's Year of Change and Path Forward]]>CEO Jeff Crane joins to discuss a year of change for ERIKS North America, which divested from ERIKS NV in early 2022. We discus the company's new-look leadership team, a recent acquisition and how the company is looking to grow as standalone entity.

 

]]>https://mdmcast.libsyn.com/s8e9-jeff-crane-on-eriks-nas-year-of-change-and-path-forwardb3429a88-9b64-4361-abac-efff937d448bWed, 12 Apr 2023 06:00:00 GMT<p dir="ltr">CEO Jeff Crane joins to discuss a year of change for ERIKS North America, which divested from ERIKS NV in early 2022. We discus the company's new-look leadership team, a recent acquisition and how the company is looking to grow as standalone entity.</p> <p> </p>no00:16:57S8E9: Jeff Crane on ERIKS NA's Year of Change and Path Forwardfull<![CDATA[S10E6: Mars Supply Keeps Evolving 100 Years In]]>Industrial supplies distributor Mars Supply is celebrating 100 years in business throughout 2024, and it didn't achieve that milestone by happenstance. The company's President, Bob Mars, has been there for 47 of those years, giving him a wealth of perspective on what's changed in the industry, and what hasn't. We discuss Mars Supply's history and what it's up to today, how the company has eliminated hidden costs and why customers choose it over larger competitors.

 

]]>https://mdmcast.libsyn.com/s10e6-mars-supply-keeps-evolving-100-years-in4f3e72bb-c2a4-4a27-a6ef-dab23426cac9Wed, 20 Mar 2024 18:37:17 GMT<p dir="ltr">Industrial supplies distributor Mars Supply is celebrating 100 years in business throughout 2024, and it didn't achieve that milestone by happenstance. The company's President, Bob Mars, has been there for 47 of those years, giving him a wealth of perspective on what's changed in the industry, and what hasn't. We discuss Mars Supply's history and what it's up to today, how the company has eliminated hidden costs and why customers choose it over larger competitors.</p> <p> </p>no00:36:28S10E6: Mars Supply Keeps Evolving 100 Years Infull<![CDATA[S11E4: Everything to Know about SHIFT 2024]]>You've seen our promotions for it, but here, MDM Editors Mike Hockett and Vesna Brajkovic break down the extensive value that this year's SHIFT conference provides; recap their biggest takeaways from the 2023 version; highlight our 2024 agenda items; and discuss why you should be there.

]]>https://mdmcast.libsyn.com/s11e4-everything-to-know-about-shift-2024d1e7c3e6-756c-4784-9a9c-686a7b7e20d5Wed, 14 Aug 2024 18:41:17 GMT<p><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">You've seen our promotions for it, but here, MDM Editors Mike Hockett and Vesna Brajkovic break down the extensive value that this year's SHIFT conference provides; recap their biggest takeaways from the 2023 version; highlight our 2024 agenda items; and discuss why you should be there.</span></p>no00:21:14114S11E4: Everything to Know about SHIFT 2024full<![CDATA[Quicktake 5.26.23: The Many Problems AI Engines Can Solve]]>While ChatGPT is all the rage, MDM's Tom Gale and Indian River Consulting Group's Mike Marks tackle the broader applications that AI-backed software can make more efficient and soon become widespread in distribution.

 

]]>https://mdmcast.libsyn.com/quicktake-52623-the-many-problems-ai-engines-can-solveb2439af1-e61c-42b2-a952-ad58c76445e9Mon, 29 May 2023 06:00:00 GMT<p dir="ltr">While ChatGPT is all the rage, MDM's Tom Gale and Indian River Consulting Group's Mike Marks tackle the broader applications that AI-backed software can make more efficient and soon become widespread in distribution.</p> <p> </p>no00:22:52Quicktake 5.26.23: The Many Problems AI Engines Can Solvefull<![CDATA[S10E4: Voices of NAW's Executive Summit]]>The National Association of Wholesaler-Distributors' 2024 Executive Summit was its best-attended such event in years, and NAW's content lineup was ready for it. This compilation podcast features mini interviews with four distributors, one consultant and two NAW executives on what their biggest takeaway was from the summit and their top initiatives for this year.

]]>https://mdmcast.libsyn.com/s10e4-voices-of-naws-executive-summit362951c5-87b4-4c23-bc05-f86964a9c0acWed, 07 Feb 2024 07:00:00 GMT<p dir="ltr">The National Association of Wholesaler-Distributors' 2024 Executive Summit was its best-attended such event in years, and NAW's content lineup was ready for it. This compilation podcast features mini interviews with four distributors, one consultant and two NAW executives on what their biggest takeaway was from the summit and their top initiatives for this year.</p>no00:27:18S10E4: Voices of NAW's Executive Summitfull<![CDATA[Quicktake 05.05.23: The Move from Gen-One to Gen-Two Distributor]]>The industry is in a disruptive business model revolution with traditional (gen-one) distributors threatened by new competitors with radically different financial and go-to-market models. IRCG's Mike Marks shares thoughts on how distributors can build a next-generation distributor that can grow profitably and take share from the new competitors.

]]>https://mdmcast.libsyn.com/quicktake-050523-the-move-from-gen-one-to-gen-two-distributor3616d569-1b0c-4547-bf5b-c9e0efb91cb7Mon, 08 May 2023 06:00:00 GMT<p dir="ltr">The industry is in a disruptive business model revolution with traditional (gen-one) distributors threatened by new competitors with radically different financial and go-to-market models. IRCG's Mike Marks shares thoughts on how distributors can build a next-generation distributor that can grow profitably and take share from the new competitors.</p>no00:13:23Quicktake 05.05.23: The Move from Gen-One to Gen-Two Distributorfull<![CDATA[S12E10: Unlocking the Secrets of Sales Compensation]]>SHIFT 2025 speaker Donya Rose joins to discuss the intricacies of sales compensation plans, particularly in the B2B sector. We tackle the evolution of sales compensation, recent trends post-pandemic and common challenges and questions that companies are pursuing solutions for. Our discussion also emphasizes the role of analytics and human motivation in designing effective compensation strategies.

]]>https://mdmcast.libsyn.com/s12e10-unlocking-the-secrets-of-sales-compensation86109501-454e-47d4-ba4c-c91579be9e26Wed, 16 Apr 2025 16:08:12 GMT<p><span data-sheets-root="1">SHIFT 2025 speaker Donya Rose joins to discuss the intricacies of sales compensation plans, particularly in the B2B sector. We tackle the evolution of sales compensation, recent trends post-pandemic and common challenges and questions that companies are pursuing solutions for. Our discussion also emphasizes the role of analytics and human motivation in designing effective compensation strategies.</span></p>no00:25:331210S12E10: Unlocking the Secrets of Sales Compensationfull<![CDATA[S12E2: PT/MC Market Evolution and Product Information Sharing]]>Two longtime power transmission/motion control industry veterans, Brian Short and Bill Shepard, join to discuss career retrospection; what's changed in the market over the past four decades; their thoughts on AI; and the role of product information management, including how two leading associations are driving it forward.

]]>https://mdmcast.libsyn.com/s12e2-ptmc-market-evolution-and-product-information-sharing0f5c2add-d44e-4511-ba7d-c3ed82157369Wed, 29 Jan 2025 15:42:00 GMT<p>Two longtime power transmission/motion control industry veterans, Brian Short and Bill Shepard, join to discuss career retrospection; what's changed in the market over the past four decades; their thoughts on AI; and the role of product information management, including how two leading associations are driving it forward.</p>no00:35:14122S12E2: PT/MC Market Evolution and Product Information Sharingfull<![CDATA[S10E15: What's Tech Got to Do with It?]]>In advance of MDM's July 10 Virtual Sales Summit, Tom Gale, Tony Pericle and Nick Pericle dive into what high-performance distribution sales models look like in 2024 and the deeper challenges that sales reps face in the marketplace today. Their discussion covers changing roles and customer expectations and the ways in which technology, including AI, can help reps elevate their game.

]]>https://mdmcast.libsyn.com/-s10e15-whats-tech-got-to-do-with-it023c5925-d3e8-4bd3-a992-22e33cc9382dWed, 29 May 2024 17:55:01 GMT<p>In advance of MDM's July 10 Virtual Sales Summit, Tom Gale, Tony Pericle and Nick Pericle dive into what high-performance distribution sales models look like in 2024 and the deeper challenges that sales reps face in the marketplace today. Their discussion covers changing roles and customer expectations and the ways in which technology, including AI, can help reps elevate their game.</p>no00:34:141015S10E15: What's Tech Got to Do with It?full<![CDATA[MDM Amplify: OB3's Financial Flexibility for Distributors]]>The One Big Beautiful Bill Act delivers long-awaited tax clarity for distributors — but only for those who know how to use it. In this sponsored MDM Amplify Podcast, Grant Thornton leaders explain the OB3's biggest implications, from bonus depreciation to new production deductions, and share how distributors can turn tax certainty into a strategic advantage.

]]>https://mdmcast.libsyn.com/mdm-amplify-ob3s-financial-flexibility-for-distributors5a59dbe2-cc39-4df2-a351-68ce9240bb78Thu, 16 Oct 2025 13:36:00 GMT<p>The One Big Beautiful Bill Act delivers long-awaited tax clarity for distributors — but only for those who know how to use it. In this sponsored MDM Amplify Podcast, Grant Thornton leaders explain the OB3's biggest implications, from bonus depreciation to new production deductions, and share how distributors can turn tax certainty into a strategic advantage.</p>no00:28:594MDM Amplify: OB3's Financial Flexibility for Distributorsfull<![CDATA[S8E14: Patrick McCurdy III on Kimball Midwest's Constant Improvement]]>MRO parts distributor Kimball Midwest isn't slowing down upon achieving 100 years in business. President Patrick McCurdy III stops by to discuss the company's training and development efforts, digital initiatives and business performance so far in 2023.

 

]]>https://mdmcast.libsyn.com/s8e14-patrick-mccurdy-iii-on-kimball-midwests-constant-improvement66c20578-6ada-494e-bdf9-9967963c22b5Wed, 24 May 2023 06:00:00 GMT<p dir="ltr">MRO parts distributor Kimball Midwest isn't slowing down upon achieving 100 years in business. President Patrick McCurdy III stops by to discuss the company's training and development efforts, digital initiatives and business performance so far in 2023.</p> <p> </p>no00:22:12S8E14: Patrick McCurdy III on Kimball Midwest's Constant Improvementfull<![CDATA[Quicktake 12.08.23: Report Card on Distribution Business Models]]>Time for a check-up on the state of the industry as 2023 ends. Mike Marks and Tom Gale review the shifts – seismic and otherwise – that have shaped the competitive landscape across the dimensions of sales channels, digital, data analytics and culture.

]]>https://mdmcast.libsyn.com/quicktake-120823-report-card-on-distribution-business-modelsf8f0698d-224b-434e-8335-bff3a5e53911Mon, 11 Dec 2023 07:00:00 GMT<p dir="ltr">Time for a check-up on the state of the industry as 2023 ends. Mike Marks and Tom Gale review the shifts – seismic and otherwise – that have shaped the competitive landscape across the dimensions of sales channels, digital, data analytics and culture.</p>no00:11:52Quicktake 12.08.23: Report Card on Distribution Business Modelsfull<![CDATA[S9E6: Education, Industry Demand and What STAFDA's Up To]]>STAFDA Chief Executive Georgia Foley stops by to discuss the association's new educational initiative, the state of industry demand how it's being impacted by U.S. Infrastructure Bill rollout and factory building boom, as well as a preview of the group's annual convention in early November.

]]>https://mdmcast.libsyn.com/s9e7-education-industry-demand-and-what-stafdas-up-toc041b907-0502-42d0-b0f0-01a4893592b0Wed, 06 Sep 2023 18:43:30 GMT<p dir="ltr">STAFDA Chief Executive Georgia Foley stops by to discuss the association's new educational initiative, the state of industry demand how it's being impacted by U.S. Infrastructure Bill rollout and factory building boom, as well as a preview of the group's annual convention in early November.</p>no00:27:03S9E6: Education, Industry Demand and What STAFDA's Up Tofull<![CDATA[S10E1: Cracking the New Leadership Code]]>Leadership has been a critical differentiator for how well a distribution firm has performed over the past three years of disruption. Leadership consultant, coach and author Alain Hunkins discusses the transition from old- to new-school leadership, employee-customer experience, and how to build an energized work culture.

 

]]>https://mdmcast.libsyn.com/s10e1-cracking-the-new-leadership-code0960ccaa-a480-4880-b8fa-ea5d2c0fd588Wed, 10 Jan 2024 17:30:00 GMT<p dir="ltr">Leadership has been a critical differentiator for how well a distribution firm has performed over the past three years of disruption. Leadership consultant, coach and author Alain Hunkins discusses the transition from old- to new-school leadership, employee-customer experience, and how to build an energized work culture.</p> <p> </p>no00:46:08S10E1: Cracking the New Leadership Codefull<![CDATA[S11E8: Unpacking SHIFT 2024]]>With our marquee thought leadership event fresh in mind, MDM Editors Mike Hockett and Vesna Brajkovic debrief the messages, themes and anecdotes from the event that stood out to them and take a look forward to SHIFT 2025 next May.

]]>https://mdmcast.libsyn.com/s11e8-unpacking-shift-2024fce38bb2-10a7-410e-8d23-a3932ca7669fWed, 25 Sep 2024 18:09:10 GMT<p><span data-sheets-root="1">With our marquee thought leadership event fresh in mind, MDM Editors Mike Hockett and Vesna Brajkovic debrief the messages, themes and anecdotes from the event that stood out to them and take a look forward to SHIFT 2025 next May.</span></p>no00:23:06118S11E8: Unpacking SHIFT 2024full<![CDATA[S9E10: The State of Innovation in Distribution]]>As distributors transform business models to stay competitive and close to customers, innovation has become a critical differentiator. NAW Chief Innovation Officer Bart Tessel and Applico CEO Alex Moazed share thoughts on where innovation is today in distribution, and where it's headed.

]]>https://mdmcast.libsyn.com/s9e10-the-state-of-innovation-in-distribution01bd124e-c300-4758-bd47-9b4fe4079344Wed, 01 Nov 2023 17:01:45 GMT<p dir="ltr">As distributors transform business models to stay competitive and close to customers, innovation has become a critical differentiator. NAW Chief Innovation Officer Bart Tessel and Applico CEO Alex Moazed share thoughts on where innovation is today in distribution, and where it's headed.</p>no00:34:48S9E10: The State of Innovation in Distributionfull<![CDATA[S10E12: Denver's AIS Exemplifies Small Distributor Innovation]]>AIS Industrial & Construction Supply is a single-location distributor, but its innovation in sales, marketing and eCommerce has outdone that of many larger industry counterparts. President & CEO Dale Hahs joins to discuss what AIS has been up to lately, what he's seen change in his 40 years with the company, and what he'd do differently in a career restart.

]]>https://mdmcast.libsyn.com/s10e12-denvers-ais-exemplifies-small-distributor-innovation3b4026da-b286-452e-9fc3-94bab2f13870Wed, 08 May 2024 15:22:59 GMT<p><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">AIS Industrial & Construction Supply is a single-location distributor, but its innovation in sales, marketing and eCommerce has outdone that of many larger industry counterparts. President & CEO Dale Hahs joins to discuss what AIS has been up to lately, what he's seen change in his 40 years with the company, and what he'd do differently in a career restart.</span></p>no00:44:481012S10E12: Denver's AIS Exemplifies Small Distributor Innovationfull<![CDATA[MDM Podcast: Inside LGG Industrial's Rebrand, Upgrades & Tariff Strategy]]>A little over 2 years since his previous appearance on the podcast, LGG Industrial CEO Jeff Crane joins to discuss his company's 2024 rebrand from ERIKS North America; how the company is navigating the tariffs situation; its recent branch network and technology upgrades; and how LGG is approaching AI.

]]>https://mdmcast.libsyn.com/mdm-podcast-inside-lgg-industrials-rebrand-upgrades-tariff-strategy9c6e0d0d-e2ca-4ebc-bb7c-6dff87551c89Wed, 04 Jun 2025 13:47:00 GMT<p>A little over 2 years since his previous appearance on the podcast, LGG Industrial CEO Jeff Crane joins to discuss his company's 2024 rebrand from ERIKS North America; how the company is navigating the tariffs situation; its recent branch network and technology upgrades; and how LGG is approaching AI.</p>no00:23:0812112MDM Podcast: Inside LGG Industrial's Rebrand, Upgrades & Tariff Strategyfull<![CDATA[Quicktake 04.07.23: The Right Way to Unwind Company Mistakes]]>Great ideas sometimes turn into train wrecks. No company bats 100% when it comes to initiatives or projects. But too often management is reluctant to admit a mistake, holding out hope that a positive outcome might be salvageable. In this week's Quicktake, Indian River Consulting Group's Mike Marks outlines strategies for minimizing damage and creating best possible outcomes.

 

]]>https://mdmcast.libsyn.com/quicktake-040723-how-to-get-derailed-projects-back-on-track8349f706-dd1a-4dba-99f7-e95da661f165Mon, 10 Apr 2023 06:00:00 GMT<p dir="ltr">Great ideas sometimes turn into train wrecks. No company bats 100% when it comes to initiatives or projects. But too often management is reluctant to admit a mistake, holding out hope that a positive outcome might be salvageable. In this week's Quicktake, Indian River Consulting Group's Mike Marks outlines strategies for minimizing damage and creating best possible outcomes.</p> <p> </p>no00:19:29Quicktake 04.07.23: The Right Way to Unwind Company Mistakesfull<![CDATA[S13E1: Rexel's Strategy for M&A, Talent and Tech]]>We chat with Rexel USA and Canada leader Roger Little on what the company has been up to lately and what's on the horizon. This includes recent acquisitions, Rexel's North American financial outperformance vs. the group's Europe counterpart, investments in talent development and digital transformation, Little's thoughts on tariff impacts, and more.

]]>https://mdmcast.libsyn.com/rexels-strategy-for-ma-talent-and-techd4937918-c8d2-4b87-9a44-cfca8418dccaTue, 22 Jul 2025 17:39:00 GMT<p><span data-sheets-root="1">We chat with Rexel USA and Canada leader Roger Little on what the company has been up to lately and what's on the horizon. This includes recent acquisitions, Rexel's North American financial outperformance vs. the group's Europe counterpart, investments in talent development and digital transformation, Little's thoughts on tariff impacts, and more.</span></p>no00:36:02131S13E1: Rexel's Strategy for M&A, Talent and Techfull<![CDATA[Quicktake 10.13.23: Protect Your Pricing & Profit]]>With softening demand trends going into Q4, my conversation with James Dorn of Dorn Group busts the myths of not being able to grow both top-line revenue and margin in challenging market conditions. Deeper customer-product segmentation and full leverage of your internal and external data resources are key to winning share today. 

]]>https://mdmcast.libsyn.com/quicktake-101323-protect-your-pricing-profitb98f9841-6a8c-4307-b63e-7f63d881d84cMon, 16 Oct 2023 06:00:00 GMT<p dir="ltr">With softening demand trends going into Q4, my conversation with James Dorn of Dorn Group busts the myths of not being able to grow both top-line revenue and margin in challenging market conditions. Deeper customer-product segmentation and full leverage of your internal and external data resources are key to winning share today. </p>no00:19:01Quicktake 10.13.23: Protect Your Pricing & Profitfull<![CDATA[S10E8: A Home Depot-SRS Megadeal Breakdown]]>Distribution hasn't seen a deal the magnitude of Home Depot's pending $18.25 billion acquisition of SRS Distribution in quite some time — maybe ever. Mike Hockett and Craig Webb break down the key details of the combination, why it makes sense for Home Depot and why this was likely the long-term play for SRS all along.

]]>https://mdmcast.libsyn.com/s10e8-a-home-depot-srs-megadeal-breakdownf9fdcfd4-b53c-4e9d-bbe4-7c4c80ed20ffWed, 03 Apr 2024 16:39:48 GMT<p dir="ltr">Distribution hasn't seen a deal the magnitude of Home Depot's pending $18.25 billion acquisition of SRS Distribution in quite some time — maybe ever. Mike Hockett and Craig Webb break down the key details of the combination, why it makes sense for Home Depot and why this was likely the long-term play for SRS all along.</p>no00:41:52S10E8: A Home Depot-SRS Megadeal Breakdownfull<![CDATA[S11E6: How One Distributor Leverages Sales Rep Freedom]]>1st Ayd Corp. continues to see success with its field-based sales model that centers on providing its staff with the tools and entrepreneurial freedom to pursue the earnings potential they desire. We chat with company President Tommy Schreiner on what that looks like for the 50-year-old, family-owned MRO and JanSan distributor, and what it takes for reps to thrive in that environment.

]]>https://mdmcast.libsyn.com/s11e6-how-one-distributor-leverages-sales-rep-freedom4665f878-8593-40d6-b6a7-3d87f2758d70Wed, 28 Aug 2024 20:09:53 GMT<p><span class= "ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak" dir="ltr">1st Ayd Corp. continues to see success with its field-based sales model that centers on providing its staff with the tools and entrepreneurial freedom to pursue the earnings potential they desire. We chat with company President Tommy Schreiner on what that looks like for the 50-year-old, family-owned MRO and JanSan distributor, and what it takes for reps to thrive in that environment.</span></p>no00:40:44116S11E6: How One Distributor Leverages Sales Rep Freedomfull<![CDATA[Quicktake 08.18.23: Culture as a Competitive Differentiator]]>Speed wins in distribution. The ability to recognize and respond to threats and opportunities defines winners. Mike Marks talks about culture as the critical differentiator in periods of uncertainty, and the industry transition from traditional command-and-control leadership.

]]>https://mdmcast.libsyn.com/quicktake-081823-culture-as-a-competitive-differentiator24065e9f-4dc2-4bf7-8168-36a9febd0461Sat, 19 Aug 2023 18:00:27 GMT<p dir="ltr">Speed wins in distribution. The ability to recognize and respond to threats and opportunities defines winners. Mike Marks talks about culture as the critical differentiator in periods of uncertainty, and the industry transition from traditional command-and-control leadership.</p>no00:13:21Quicktake 08.18.23: Culture as a Competitive Differentiatorfull<![CDATA[Quicktake 11.03.23: Fix Your Biggest Critical Constraint for 2024 Growth]]>It's strategy season, and even optimistic predictions are for flattish overall industry growth in 2024. Mike Marks and Tom Gale talk through the bottom-line impact of focus in dealing with whatever form your big gorilla(s) looks like.

]]>https://mdmcast.libsyn.com/quicktake-110323-fix-your-biggest-critical-constraint-for-2024-growth36cf7c96-4e1d-4d14-b8c1-4dc27cebec8cMon, 06 Nov 2023 07:00:00 GMT<p dir="ltr">It's strategy season, and even optimistic predictions are for flattish overall industry growth in 2024. Mike Marks and Tom Gale talk through the bottom-line impact of focus in dealing with whatever form your big gorilla(s) looks like.</p>no00:11:51Quicktake 11.03.23: Fix Your Biggest Critical Constraint for 2024 Growthfull<![CDATA[S9E5: Higher EBITDA Multiple Drivers – A McKinsey Keynote Preview]]>What can we learn from distributors that have achieved a higher EBITDA multiple value on a sustained basis? McKinsey partner Kevin Sachs shares a preview of his team's keynote at SHIFT 2023 on the differentiators of those who are convincing shareholders they are growing revenue faster, expanding profit margins and improving the efficiency in which they leverage their capital base.

]]>https://mdmcast.libsyn.com/s9e5-higher-ebitda-multiple-drivers-a-mckinsey-keynote-preview2a232da7-0a13-4841-85ef-12fc70432267Wed, 30 Aug 2023 06:00:00 GMT<p dir="ltr">What can we learn from distributors that have achieved a higher EBITDA multiple value on a sustained basis? McKinsey partner Kevin Sachs shares a preview of his team's keynote at SHIFT 2023 on the differentiators of those who are convincing shareholders they are growing revenue faster, expanding profit margins and improving the efficiency in which they leverage their capital base.</p>no00:10:51S9E5: Higher EBITDA Multiple Drivers – A McKinsey Keynote Previewfull<![CDATA[S9E4: The Technology Leverage Shift in Distribution]]>The post-2020 era has seen distributors make enormous strides in technology adoption and application across their organization. Hisco VP of IT Ana Bennett - one of MDM's upcoming SHIFT conference speakers - joins Tom Gale for a conversation about the evolving role of technology and where it's headed.

]]>https://mdmcast.libsyn.com/s9e4-the-technology-leverage-shift-in-distribution62bd11b0-bebb-4c7c-8f4b-8bf8d38b2f00Wed, 23 Aug 2023 06:00:00 GMT<p dir="ltr">The post-2020 era has seen distributors make enormous strides in technology adoption and application across their organization. Hisco VP of IT Ana Bennett - one of MDM's upcoming SHIFT conference speakers - joins Tom Gale for a conversation about the evolving role of technology and where it's headed.</p>no00:28:08S9E4: The Technology Leverage Shift in Distributionfull<![CDATA[S8E4: Brendan Breen on Year-Round Association Engagement]]>We chat with ISA President Brendan Breen to preview ISA23 in April, how the association has evolved to focus on year-round engagement and what he's hearing from members about business conditions.

]]>https://mdmcast.libsyn.com/s8e4-brendan-breen-on-year-round-association-engagement96262a10-970c-453b-b229-42886abef891Wed, 08 Feb 2023 07:00:00 GMT<p><span style="font-weight: 400;">We chat with ISA President Brendan Breen to preview ISA23 in April, how the association has evolved to focus on year-round engagement and what he's hearing from members about business conditions.</span></p>no00:25:45S8E4: Brendan Breen on Year-Round Association Engagementfull<![CDATA[QuickTake 04.21.23: Sales Transformation Trending in 2023]]>This week Tom Gale and IRCG's Mike Marks debrief on the Industrial Supply Association Summit, with a deeper discussion on what's new for 2023 as more distributors engage in transforming sales processes and go-to-market models. Key question: What year will inside sales outnumber outside sales industrywide?

]]>https://mdmcast.libsyn.com/quicktake-042123-sales-transformation-trending-in-202333165ad4-767f-4813-9937-18ce9ade618fMon, 24 Apr 2023 06:00:00 GMT<p>This week Tom Gale and IRCG's Mike Marks debrief on the Industrial Supply Association Summit, with a deeper discussion on what's new for 2023 as more distributors engage in transforming sales processes and go-to-market models. Key question: What year will inside sales outnumber outside sales industrywide?</p>no00:17:23QuickTake 04.21.23: Sales Transformation Trending in 2023full<![CDATA[S12E4: Scaling Smart - How an Industrial Distributor Grows From its Roots]]>From Wall Street to the warehouse — twice. Two executives from A&M Industrial's leadership team share their parallel journeys back to their (now third generation) family-owned distribution business. Hear how innovation, value-added sales and market expansion are built on the foundation of deep company values that forged its reputation in industrial distribution.

]]>https://mdmcast.libsyn.com/s12e4-scaling-smart-how-an-industrial-distributor-grows-from-its-rootse7702785-2f90-42be-b726-351e8fd25adfWed, 26 Feb 2025 21:54:05 GMT<p><span data-teams="true">From Wall Street to the warehouse — twice. Two executives from A&M Industrial's leadership team share their parallel journeys back to their (now third generation) family-owned distribution business. Hear how innovation, value-added sales and market expansion are built on the foundation of deep company values that forged its reputation in industrial distribution.</span></p>no00:29:06124S12E4: Scaling Smart - How an Industrial Distributor Grows From its Rootsfull<![CDATA[S11E3: The Keys to Wesco's Digital Initiatives]]>Wesco's "all things digital" leader Akash Khurana joins us to discuss what digital transformation has meant for the electrical distributor, which ramped up its initiatives on that front upon its 2020 landmark acquisition of Anixter. He also sheds light on Wesco's AI use and other recent investments.

]]>https://mdmcast.libsyn.com/s11e3-the-keys-to-wescos-digital-initiativesae80bf1a-204d-4191-9da1-ae3566f9f77eTue, 06 Aug 2024 20:25:01 GMT<p>Wesco's "all things digital" leader Akash Khurana joins us to discuss what digital transformation has meant for the electrical distributor, which ramped up its initiatives on that front upon its 2020 landmark acquisition of Anixter. He also sheds light on Wesco's AI use and other recent investments.</p>no00:22:29113S11E3: The Keys to Wesco's Digital Initiativesfull