Distribution Talk: Recent Episodes
Jason Bader, Distribution Team
Dive into the stories, struggles, and solutions from business owners and thought leaders in the wholesale distribution market.
If your C-suite isn’t entertaining conversations about artificial intelligence, is it interested in profitability? Perhaps that’s not a fair assessment. Maybe the C-Suite just needs a crash course in what the technology can do for distribution.
Justin J. Johnson, founder and CEO of Motivate AI, is the perfect spokesperson for the job. Jason caught up with Justin to learn more about Motivate AI’s purpose-built automated solutions for distribution and how they boost sales team performance, enhance customer engagement, and streamline the quote and order process.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios
Special thanks to our sponsors for this episode: Connected Peers, providing virtual communities for wholesale distributors, and INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
It’s the one hot topic in business that never seems to go away… PRICING.
If you haven’t addressed your company’s pricing plan in a while, Dave Roller says you’re leaving good money on the table. As president of Profit2, Dave has built his career helping distributors optimize their strategy - even against e-conn’s biggest names.
Though this conversion was recorded in 2020, it’s as relevant as ever today. Jason and Dave break down about the art and science of pricing as well as overcoming pricing challenges - even in challenging times.
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Dave@profit2.com
For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsors for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry; and Profit2, helping distributors charge the right price.
Conventional business wisdom holds that everyone wants to join the marketing team; no one wants to work in sales anymore.
Dr. Lee Allison rejects this defeatist attitude and the generational stereotypes that often accompany it. As Professor of Engineering Technology & Industrial Distribution at Texas A&M University, she has a literal front row seat to the rise of GenZ and Gen Alpha––and all reports from campus are good!
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsors for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry; and Moblico, helping businesses do more business on mobile devices.
Selling your company is one of the most challenging aspects of owning a business. Longtime colleague and Distribution Team Senior Advisor, Marshall Jones knows the mental, emotional, and procedural challenges well. Those experiences put him in a unique position to assist other sellers through the process.
Jason and Marshall review a client case study highlighting critical aspects of securing a successful (and profitable!) sale and tips for avoiding deal-breaking pitfalls.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Returns, warranties, and repairs are a headache for distribution. Much of that pain stems from the antiquated systems that most companies still rely on to process their returns. Alex Witcpalek, founder and CEO of Continuum.ai, recognized the optimization potential of this largely overlooked in-house activity and created the first B2B returns network for distributors and manufacturers.
Jason caught up with Alex during a recent conference in Chicago to find out what drew this ex-college footballer to distribution (and podcasting!), why Continuum.ai’s platform is a perfect match for a niche operation with so many variables, and how it boosts the user’s overall profitability. The pair also discuss the role that Continuum.ai’s quality culture plays in attracting and keeping a top-tier workforce.
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Podcast
For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Welcome back for part 2 with the Bader boys, Jason’s in-depth look at his family’s distribution business with patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and younger brother Jordan, the company’s current president and CEO. As they wrap up their visit, Dick and Jordan reveal the fundamental principles that have supported Acme’s thriving culture and growth initiatives. They also share the rewards of trade organization participation in this “revisited” episode.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Jason corrals family patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and little brother Jordan, current president and CEO, for an insider’s look at the family business. Like all epic tales, this one comes complete with plot twists, sibling rivalry (of the genial kind), and a cliffhanger.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
If entrepreneurs are known for marching to a different beat, then Jeff Peterson is an improvisational maestro. DT fans may remember Jason’s conversation with the CEO of Geneva Supply in episode 21, in which the two discussed growing and expanding that company’s footprint. And did he ever! Just as that business started to get predictable, Jeff stumbled upon his next entrepreneurial challenge: Interstate Music.
This week, we're revisiting Jeff's second appearance on Distribution Talk: The One Where Jeff Went All In to Turn Around a 75-Year-Old Music Retailer (even though the company languished in bankruptcy and the world paused for a pandemic). He applied his extensive e-com knowledge and a lifelong affinity for live music to a new entrepreneurial challenge and has never once regretted taking on that challenge.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Buzzwords can shut down conversations quicker than their end users care to admit. But, when Edward Kuo employs terms like “collaborate” and “innovate” to describe his role as executive director of the Commercial Vehicle Solutions Network (CVSN), he can back them up with decades of association experience and a successful track record of advocating for an entire industry, not just the members of his organization.
Jason and Edward chat about the value associations provide businesses beyond their membership, the challenges of attracting younger workers to a career in distribution, and the art of bringing industry competitors together for the good of all.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers, providing virtual communities for wholesale distributors.
An enterprise resources planning (ERP) system is great…until it's not. But, before you sign on the dotted line for your first warehouse management system (WMS), have you given serious (and honest) thought to how your growing pains might manifest in that pricey new platform?
Casey Winans has. He's the founder and CEO of Fullstride, an independent advisory firm purpose-built to ensure smooth transitions from ERP to WMS. Jason chats with Casey about the art and science of a successful upgrade and how to perform an internal review of warehouse processes and employee engagement before making the move to WMS.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
You've defined the company's core values, but have you gotten specific about the behaviors that support those lofty goals? Brian Blaushild, the president of Famous Supply, has, and his commitment to these fundamentals is reflected in the company's superb culture.
Jason caught up with the fourth-generation leader to learn more about the Famous 40 Fundamentals and how those principles have impacted everyday operations at the multi-branch HVAC supplier. The pair also discuss promoting from within and the meticulous succession plan that prepared Brian for the top job at Famous.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
There's a reason for all the chatter around artificial intelligence on Distribution Talk: early adopters gain a competitive edge that's hard to beat. Jason Bader welcomes Jason Sullivan, founder and CEO of Distro AI, to expand on the AI conversation.
They discuss Distro AI’s process for leveraging vast amounts of raw data (think: key industry insights and thousands of product SKUs) to create rep-friendly, real-time recommendations that boost sales and customer satisfaction. The pair also preview AskA2L, Distro's intuitive AI chat feature purpose-built for HARDI.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
Search for a list of soft skills, and you’ll come across essentials like reliability, resilience, and creativity. But there’s one character trait that list-makers should put at or near the top: curiosity. Jason Mattinson, president of Riverside Steel, Inc., credits his inquisitive streak for repeatedly placing him in the right place at the right time.
Jason met the Ohio-based engineer-turned-steel-fabricator at an industry event and knew that his story––and attitude––would resonate across verticals. The Jasons discuss the benefits of early-career training within a large multinational corporation, taking calculated career risks, and fostering a relentlessly curious mind.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Hollywood loves to cast artificial intelligence as the villain. In reality, AI is more likely to win best supporting character accolades from those in the c-suite, says Nelson Valderrama, founder of Intuilize, the AI-driven firm specializing in helping distributors use analytics to optimize pricing, purchasing, and inventory management.
Jason chats with Nelson about AI’s ability to sift through reams of data to unlock profitability, strengthen B2B relationships, and enhance employee productivity, not overtake humans.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Distribution Talk fans already know that Jason’s a big proponent of artificial intelligence. If you’re still on the fence regarding the benefits of AI for distribution, it’s time to transition away from shock and awe and into fearless adoption. A great place to start is Applied AI For Distributors, the only annual conference with sessions for both AI aficionados and the AI curious of the distribution industry.
Jason chats with Ian Heller and Jonathan Bein, PhD., co-founders of Distribution Strategy Group and creators of the event. They discuss the astounding evolution of AI from both a customer- and employee-facing perspective, simple tactics for building widespread staff confidence in the tech, and the exciting topics on tap at this year’s conference.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers, providing virtual communities for wholesale distributors.
“Distribution has a PR problem.” Fans of Distribution Talk will recognize that quote as one of Jason Bader’s favorite industry laments. It’s more than a pithy soundbite, however. The phrase is shorthand for the talent acquisition and development issues facing most small-to-mid-sized wholesale distributors.
One answer? A tiered progression plan.
On this rare solo episode, Jason discusses strategies for attracting next-generation new hires and offers tips on creating a tiered progression plan that will energize your entire staff.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Do you know which activity is sabotaging your company’s potential? All of them. Busywork across every department––from order processing to inventory management––is a real drag on employee morale, customer relationships, and the bottom line. Conventional software won’t save you, but AI could.
In this episode of Distribution Talk, Jason chats with Michael Delgado, founder of Canals AI, about bringing the power of AI to small and medium-sized wholesale distributors. They also discuss the investigative process that led to Canals AI’s distributions-focused design, use cases, and the one significant difference between your current software package and artificial intelligence.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Leave it to Dirk Beveridge, keynote speaker, best-selling author, executive film producer, and founder of UnleashWD, to reference ancient Greek philosopher Epicurus, comparative mythology expert Joseph Campbell, and Tatooine farmboy Luke Skywalker in the same conversation. When you’re in the company of this self-professed advocate of distribution and champion of positive leadership, all of the philosophical and cultural references make perfect sense.
Jason caught up with Dirk to discuss his latest endeavor, Force For Good, a live virtual event created to empower every individual in distribution today, whether they work on the warehouse floor, in the customer service center, or up in the C-suite.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
Successful change management is about knowing your audience and anticipating what they can accept and when. Whether you run a family-run distribution company or a member-owned cooperative in the professional turf, ornamental and specialty landscape vertical, that formula remains the same.
Jeff Braun, CEO of Primera Co-Op, thoroughly understands the critical moves his organization must take to excel. More importantly, he knows when to ease up before rolling out his plans. Jason chats with Jeff about his transition from major manufacturer to co-op, the pleasures and perils of taking on a new vertical, and the art of slowing down to accelerate innovation.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Can EOS® transform your company? Yes, and Charlton Keultjes not only has the case studies to prove it, but he also has the training to help you easily integrate the Entrepreneurial Operating System. Charlton is a professional EOS implementer with over a decade of experience coaching owners and leadership teams.
Jason invites Charlton to share his experiences using EOS at his former privately-held company. The pair also explore how this proven business operating system helps entrepreneurial organizations clarify, simplify, and achieve their vision.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Senior members of the C-suite take note: distribution’s next-gen leaders are out there. You must know where to find them and how to support their growth. Seth Gordon, CEO of Glacier Supply Group, didn’t grow up in the HVAC distribution business. Still, he recognized an opportunity to innovate within the industry and work with a tangible product.
Jason chats with Seth about his journey from finance to duct fittings, the importance of connecting with mentors, and the Glacier team’s wildly successful implementation of EOS, the Entrepreneurs Operating System.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
If you’re in distribution, you probably belong to an association, one that’s focused on advancing the concerns of your specific vertical. Chances are also good that you have no idea who manages the day-to-day activities of that organization or that it offers excellent career opportunities for young professionals.
Kevin Gammonley has been getting those messages out for 30+ years as a senior director at Smithbucklin. Jason caught up with Kevin to get a behind-the-scenes tour of association management basics and learn why it’s an excellent career choice for innovative young professionals.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers providing virtual communities for wholesale distributors.
Movies portray embezzlement as a big-money, high-flying romp. Fact is decidedly different than fiction––and surprisingly common!
Jason dives into the realities of pink-collar crime with Kelly Paxton, a workplace dishonesty expert, fraud educator, and host of the Fraudish podcast. The pair offer case studies (including Jason’s personal experience) that expose the motives behind the misconduct, company culture's role in fostering opportunities for theft, and how small withdrawals add up to big financial headaches. Kelly also provides straightforward steps to keep your company safe from embezzlement schemes.
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GET THE BOOK Embezzlement: How To Detect And Investigate Pink Collar Crime
For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.
Guitze Messina is a man of many qualities. As the eminently personable executive director of HARDI LATAM, Guitze has transformed what was once HARDI Mexico into a powerhouse organization representing heating, air-conditioning, and refrigeration distributors across nine Latin American countries and counting. Not one to hoard his success, Guitze recently published Moneycall, his savvy, entertaining guide to attracting more recurring sales with less prospecting.
Jason welcomes Guitze back to discuss the benefits of a proactive selling strategy, the science, and software behind distribution’s next evolution, and why he opted to format his book as a fable.
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CONNECT WITH GUITZE LinkedIn
GET THE BOOK Moneycall
For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
If data is the new gold (as touted on TV), distributors would be wise to entrust their assets to someone well-versed in the malleable but often dense nature of distribution-centric information.
Vinny Maurici, vice president of data engineering at Object Edge, is that person. Jason chats with Vinny about his early days in distribution, the importance of attaching C-suite buy-in to revolutionary initiatives, and the alchemy behind turning raw data into profitable long-term objectives.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
Leading with compassion is one thing (and a good thing at that). But what if whole departments ran on a standard of sensitivity to and emotional concern for the people in their care, be they customers or employees? Before leaving The Granite Group to start her own consultancy, Tracie Sponenberg held the title of Chief People Officer. She’s credited for shifting the company’s human resources perspective towards compassion over compliance.
Jason invited Tracie to discuss the impetus for this mindset change, strategies for CEOs interested in making similar upgrades to their company’s HR culture, and what she’s doing now to support the meaningful evolution of workforce administration.
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CONNECT WITH TRACIE LinkedIn
Website
For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
Robert Rovira, president of Energy Pipe & Supply, has plans for his C-suite successors, but that hasn’t always been the case. Rob admits to having missed opportunities to strengthen his organizational structure. Now, he and his management team are preparing the next generation to lead the charge at the New Orleans-based company his family has owned since 1988.
Jason chats with Rob about his succession planning blindspots, course-correcting with Millennials in mind, and the benefits of belonging to a buying group.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Martha Brooke is a repeat guest on Distribution Talk for good reason. In her two previous visits, the founder and lead customer experience consultant of Interaction Metrics made a compelling argument for conducting customer satisfaction evaluations via third-party, objective methodology rather than an in-house survey.
This time, Jason chats with Martha about her most recent consulting case study, her favorite go-to techniques for analyzing customer interactions, and simple strategies for improving the entire customer experience.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
What happens when a self-described mad scientist tinkers around with vendor-managed inventory software? He creates an automated supply chain solution tailored to the needs and budgets of small-to-medium-sized industrial distributors.
Andrew Johnson, CEO of ShelfAware VMI, returns to chat with Jason about the practical, transformative power of the company’s RFID-based tracking system. The pair also discuss ShelfAware’s latest foray into blockchain automation of physical financial documentation, creating a more transparent and cost-efficient transaction “paper trail.”
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
If this episode’s title has you shaking your head or, worse, burying it in the proverbial sand, hold on. Give AI a chance, and it will supercharge your business. That’s the message that Ian Heller, founder and chief strategy officer of Distribution Strategy Group, hopes to spread through his consulting work and Applied AI For Distributors, the massive, first-of-its-kind conference for wholesale change agents.
Jason chats with Ian about data-driven marketing, tips to help small companies develop their AI strategy, and what the industry as a whole can expect from the fascinating world of emerging AI tech.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: SupplyMover
Could your team pass the litmus test? If you left your distribution business in their hands for four weeks, five, six, would the shop survive in your absence? Jamie Arguello has the real-life data to prove that her business wouldn’t simply survive; it would thrive.
We’re revisiting a conversation Jason had with the CEO of Grady's Foodservice Equipment & Supplies in Pueblo, CO, as we emerged from the 2020 pandemic, and Jamie emerged from a personal health challenge. They chat about coming home to the family business, creating space for second chances, and the rewards of letting go so others can step up. It’s a timely reminder about how to navigate difficult times both as a leader and a human.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Professional vulnerability is a hallmark of outstanding leadership. That said, there’s a reason so few leaders possess the characteristic: it’s uncomfortable at best; terrifying at worst. Alison Bencsik, CEO of BAI Electronic Systems Distributors, a professional and commercial audio, video, and lighting supplier in Ocala, FL, doesn’t know any other way to succeed. She’s transformed vulnerability into a superpower, fueling improvements within the company and strengthening relationships across the AV/IT industry.
Jason caught up with Alison to discuss her unconventional journey to CEO, her strategy to get more women involved in distribution, and turning unguarded moments into organizational wins.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Your high-potential targets and most valuable accounts are hiding in plain sight. Bob Jordan and Donnie Williamson, vice president of analytics and analytics manager, respectively, at Modern Distribution Management (MDM), have the tools and expertise to help you locate them.
Jason chats with the pair about MDM’s methodology and how it transforms reams of product, sales, and customer intel into valuable data, ultimately reducing costs and improving market share. The best part? MDM plays well with any distribution vertical, no matter the size.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers, connecting key employees in distribution's leading organizations.
Richard Crifasi may have the finish line in sight, but he’s not ready to leave the track just yet. Even after decades in industrial and electrical supply distribution, he still gets a charge out of solving everyday customer problems and plotting long-range company goals.
Jason chats with his old friend about his circuitous career path and current role as a safety consultant, his perspective on working for privately held vs. public companies, and why no other industry can match distribution in its access to the good life.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Do you have a written step by step plan for what to do when you decide to transfer or sell your business? Do you know the best way to structure the transaction legally? How to minimize tax liabilities? To do the best by your family and employees?
That’s where The Center for Financial, Legal & Tax Planning comes in. Roman Basi is an attorney, CPA, real estate broker, and title insurance agent at the family firm. The Center handles mergers and acquisitions of privately held companies, as well as succession, strategic, and tax planning for companies across the U.S.
“One of the best things that you could do as a business owner,” Roman says, “is educate yourself on the process.” And it’s never too early to start!
From valuation, to tax analysis, to real estate, the potential pitfalls to a solid succession plan are plenty. Join Jason and Roman as they explore how to avoid them. “Preparation, knowledge and understanding – it’s going to save you so many headaches when you do come down to that final point, when you're ready to transfer your business.”
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
How do we provide more value to the members? It’s the question at the forefront of every Association executive’s mind. For Brendan Breen, President at Industrial Supply Association (ISA), the answer is to be the best networking association in the industry.
And that strategy has paid off! At this past year’s convention, ISA got creative with how they delivered on the networking promise, adding a golf tournament, a 5k fun run, and facilitated networking lunches with assigned seats to their roster of top-notch keynotes and solid educational opportunities.
As for the immediate future of distribution, Brendan is optimistic. He recommends focusing on the fundamentals of distribution and channel performance to weather whatever slowdown may be on the horizon. The buzz of changes in the workforce demographics, opportunities in omnichannel customer experience, and AI automation are best undergirded by a rock-solid understanding of channel conflict, strategic pricing, optimizing rebate programs, and financial models for distributors.
Ultimately, Brendan and Jason agree that the industry's sustainability comes back to the people at its core, and how we connect with each other.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Tim O’Keeffe is a work in progress, and proud of it. Under his leadership at Huyett (formerly GL Huyett), the fastener company has expanded from a distributor-only business to a manufacturer and master distributor. In the process, Tim’s management style has shifted from dictator to democratic, and the company’s culture has never been better.
Jason chats with the affable CEO about his leadership evolution, the work-from-home conundrum, and why his servant-style mindset starts in the parking lot.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
When it comes to the lingo and logistics of wholesale distribution, bottled water and pre-packaged power snacks aren’t that far removed from fasteners or PVC fittings. So says Chris Smythers, president and CEO of Merchants Grocery Company, a leader in the convenience distributors industry.
Jason chats with Chris about the challenges of convenience supply management, the value of striking out on your own (even when those endeavors fail), and the lifelong benefits of association membership.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: SupplyMover, the only CRM, e-commerce, and sales enablement suite built for distributors.
Mike Franz wants small and mid-sized distributors to win more business in the e-com space. As founder and CEO of iNSUPPLi, the fastest-growing mobile app for sourcing industrial and MRO supplies, he believes that “the little guys” can beat goliaths like Grainger and Amazon all day long in the local marketplace––with the right tool.
Jason chats with Mike about his app’s ability to forge B2B connections without compromising buyer or seller value, the shifting purchasing habits of younger procurement managers, and the merits of providing list prices upfront.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
David Gordon turns insights into actionable strategies for his distribution and manufacturing clients. With data at the ready and a wealth of experience to draw from, the founder of Channel Marketing Group shares his views on how COVID-19 is reshaping everything from C-suite occupancy to acquisition game plans to loyalty programs.
Jason chats with David about early-career successes, the impact of the dot-com bust, and trends tracked by Channel Marketing’s recent rep of the future study. Gordon: “The mother of necessity is invention.”
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers, connecting key employees in distribution's leading organizations.
Distribution has a PR problem. Longtime listeners will no doubt recognize that phrase as one of Jason's favorites. The lament takes aim at the industry's lackluster attempts to attract fresh talent, anyone who hasn't grown up in a family business and, therefore, remains clueless to all that distribution offers.
Steve Deist, chief operating officer of Ewing Irrigation, agrees. He chats with Jason about the math that makes distribution work, the industry's noble mission, and, of course, the value proposition about which more young people should know.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
How do you manage the generational divide within your company? Kathryne A. Newton, Ph.D., may not have all the answers, but she does possess more than enough intel to coax groups toward more productive communication. Whether those conversations happen face-to-face, through email, or via text is another matter.
Self-professed generation geek Jason invites Kathryne to bust the cohort myths that get in the way of innovation. She also shares insights from her career as associate dean of Purdue University’s Polytechnic Institute and her tenure with the University of Innovative Distribution.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
One of the best pieces of advice for finding success in any industry is to drill down into a niche. Gabriel Curry has supersized that axiom, creating several highly successful distribution businesses (Fuelbox Industrial, Authorify, Green Dynamix) to support smaller, often overlooked verticals.
Jason chatted with Gabe about his approach to researching new entrepreneurial endeavors, delivering customer value through private-label offerings, and utilizing remote associates to build a global network of motivated, loyal employees.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
Whether you’re in the C-suite or the cold-call trenches, there’s no question that the economic challenges we are facing are extensive––and exhaustive.
It’s an excellent opportunity to visit Jason’s conversation with Paul Reilly, speaker, trainer, author, and host of The Q and A Sales Podcast. Paul breaks down six exercises you can implement to improve mental resilience, regardless of your company role, industry, or location.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
The way teams work has certainly changed since 2020. Even legacy distributors now rely on modes of project planning and communication that seemed unthinkable just a few years ago. Where in the world that talent works might be the next frontier worth exploring. Anna Shcherbyna, founder and CEO of Remotivate LLC, helps companies cast a wide net to attract A-list remote hires, saving her clients time, energy, and money––all of which could be better spent elsewhere.
Jason chats with Anna about Remotivate’s proprietary vetting process, how distributors can scale their businesses more efficiently by incorporating a global hiring mindset, and the resume revision strategy that can help candidates land high-caliber remote work.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Not many privately-held wholesale distributorships last long enough to welcome a fourth generation into the fold. Doug Young, CEO and chairman of Behler-Young, an HVAC distributor based in Grand Rapids, MI, doesn’t take that longevity or the organization’s future for granted. He’s landed on a formula to translate century-old core values into a roadmap for 21st-century excellence.
Jason caught up with Doug to discuss his passion for encouraging employee development, the benefits of an outside board of directors, and the transformative power of the Entrepreneurial Operating System (EOS).
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
You better come prepared when tapped to refresh a stalwart cooperative of independent distributors in the industrial and construction supply channel. Good thing Bill Ward, CEO of Evergreen Supply Network (formerly Evergreen Marketing Group), has a game plan loaded with offense. But like any good coach, he’s careful not to reveal his best plays all in one go.
Jason chats with Bill about the exciting changes in store at Evergreen, including a major rebranding effort, as indicated by the name change, and strategic initiatives that will fortify the organization’s already impressive menu of support services.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
Ready for the AI revolution? That question seems quaint in the wake of apocalyptic scenarios flooding our social feeds. Like it or not, the pin had already been pulled from this grenade long before ChatGPT and BARD AI made headlines. So now what?
Nelson Valderrama says there’s no need to run for cover. Instead, the founder of Intuilize has a message for distributors: ditch the dread and embrace artificial intelligence before your competitors do. Jason invited Nelson back to the podcast to expand on their original AI discussion, sort fact from fiction, and provide practical, proactive advice for application in the (very) near future.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers providing virtual communities for wholesale distributors.
Yates Hudson wasn’t looking for a second act. After 32 years with the same company, he got one anyway. Yates owes his successful pivot to general manager at Phoenix Fastener & Supply, a division of Birmingham Fastener, to an interest in roles beyond the IT department for which he was hired fresh after graduation and networking outside the company.
Jason chats with Yates about building a career in distribution one position at a time and cultivating meaningful relationships along the way.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Trust. It's a quality that's difficult to quantify but impossible to do business without. What differentiates good from truly great distributors is their ability to cultivate trust on a sales call, at the counter, and anywhere there's a customer-centric interaction.
Natalie Doyle Oldfield specializes in helping organizations build, manage, and protect their trust equity. Her book The Power Of Trust and companion programs are essential guides for creating a culture of integrity. Jason caught up with Natalie to discuss the impact that authenticity and empathy have on a distributor's bottom line, plus best practices for improving trust at every phase of the customer journey.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
For full show notes and services visit: https://www.distributionteam.com
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
Cory Anderson cracked the code on customer stickiness by writing his own rules. As president of M&A Supply based out of Nashville, this third-generation leader has gone all-in on providing a peak customer experience in the hyper-competitive HVAC vertical.
Jason caught up with Cory to discuss his company’s technology journey, the goal-setting tool it relies on to manage growth, and why M&A invests in large-scale incentive trips, even when the bottom-line returns are difficult to quantify.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
https://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Implementing a new pricing strategy takes work. That’s probably why many distributors avoid the project altogether. Worse, executives might invest big money in a pricing tool only to cut back on (or omit completely) supportive change management initiatives that ensure organizational endorsement.
Scott Sinning, CEO of Pricing For Distributors, has parlayed his corporate success into an entrepreneurial career designing custom pricing objectives to help wholesale distributors increase profitability. Jason and Scott met to discuss the philosophy behind creating tailored pricing advice and ensuring staff buy-in.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
Raise your hand if your sales team still relies on spreadsheets to organize tasks, treating CRMs like glorified Rolodexes, and tracking changes to a client’s buying pattern from memory. You’re not alone.
Too many distributors are in the stone ages regarding their sales process, says Chris Van Ittersum, CEO of Workd, a cloud-based distribution software platform. Jason chatted with Chris about empowering sales teams and optimizing the client relationship via a single (and simple) data-driven management solution.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers providing virtual communities for wholesale distributors.
Like many next-gen trailblazers in the distribution space, Zac Jones, founder and CEO of PartsClub, grew up in the family business, surrounded by its potential and pain points. But rather than keep his success in-house, he’s now offering an e-commerce platform for all, helping buyers and sellers connect virtually over quotes and orders without revenue-costing delays.
Jason caught up with Zac to learn more about how this transformative marketplace solution leverages the power of often insurmountable SKU data to enhance a distributor’s reach and foster genuine customer interaction.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: https://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Childhood interests don’t often fuel “grown-up” careers. Enter Edward Boss, founder and CEO of Riteks, Inc., a chemical distributor in Houston, who parlayed his passion for chemistry into lucrative corporate positions and, eventually, a string of successful entrepreneurial endeavors.
Jason chats with Ed about the influence mentors have made throughout his career, the benefits of association membership, and the importance of encouraging the next generation of distribution leaders to explore STEM-related studies.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
For full show notes and services visit: https://www.distributionteam.com
Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
You're not alone if you’re having a tough time competing against the e-commerce giants. Susan Merlo, digital sales and marketing pioneer and creator of The Digital Distributor, urges CEOs to try a different tact: craft a relationship-focused persona online and power up the e-commerce and CRM assets they already have.
The shift can transform basic online selling into an engine for lead generation and customer loyalty. Jason chats with Susan about what distributors get wrong in marketing and sales, the risk-free rewards of automation, and creating a content-rich selling environment.
Susan Merlo is a Digital Sales and Marketing Consultant specializing in wholesale distribution. Her focus is on identifying growth opportunities for distributors by integrating digital sales and marketing solutions into their existing sales functions. Her strategies help distributors increase new and recurring sales, customer spend, customer retention, and profitability. Susan is the founder of Next Level iMedia and The Digital Distributor Program. Her book, "The Digital Distributor: Six Steps to Accelerate Sales," is a workbook-style guide that shows distributors how to build a strong digital foundation from which they can successfully communicate their value, manage, and convert more valuable leads, and serve their buyers on their buyers' terms. Learn more at https://www.thedigitaldistributor.com/.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers providing virtual communities for wholesale distributors.
Robert Mayhew’s success story is a case study for younger folks eager to create meaningful careers. As president of Mayhew Marketing Group, he’s created a rep agency with a footprint that spans the entire Southwest. Jason chats with Robert about his enthusiasm for entry-level jobs, introducing the next wave of innovators to wholesale distribution’s entrepreneurial opportunities, and the mentors who guided him to where he is today.
Robert encountered in the distribution world “some of the purest forms of entrepreneurship.” This praise is from the “elder Millennial” innovator who made pizzas to pay for college before backing into a warehouse job with a STAFDA distributorship.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
For full show notes and services visit: https://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry
If change is the only constant, why do some leaders resist it at all costs? Jennifer Murphy, president of NetPlus Alliance, an industrial buying group based in Lockport, NY, embraces the transformative process, ditching long-standing methods to ensure the future health of her multi-generational family business. Jason caught up with Jennifer to learn more about NetPlus’ culture of continuous improvement and how membership in a buying group benefits both the distributor and supplier.
Jennifer’s exposure to the family business at an early age informs her attitude toward taking risks. “I saw how important it was to embrace change and the types of things you needed to do to be a much more progressive and competitive business.”
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry
You can call Richard Lawless many things––trailblazer, communicator, innovator. Just don’t call him ready to retire. This easy-going founder and president is still having too much fun growing the Lawless Group, his decades-old Dallas-based product rep agency.
Jason caught up with Richard to uncover the secrets to his industry longevity, smart talent acquisitions, and successful expansion strategies.
While moving products for manufacturers of construction, electrical, industrial, and safety products efficiently takes more than physical space, having 600,000 sq ft of dedicated warehouse in which to stock said items doesn’t hurt. Add to that the 18 additional regional warehouses operated by Lawless Group, and you’ve got a logistics superpower that knows how to save time, save money.
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
https://www.distributionteam.com
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
Hollywood loves to cast artificial intelligence as the villain. In reality, AI is more likely to win best supporting character accolades from those in the c-suite, says Nelson Valderrama, founder of Intuilize, the AI-driven firm specializing in helping distributors use analytics to optimize pricing, purchasing, and inventory management.
Jason chats with Nelson about AI’s ability to sift through reams of data to unlock profitability, strengthen B2B relationships, and enhance employee productivity, not overtake humans. If only folks in senior distribution roles embraced the tech as readily as their Millennial and GenZ team members, says Nelson, they too would realize the transformative power of AI.
Nelson has 25+ years of experience in Latin America and the United States, beginning his career with GE, then moving to GE Capital before seeking opportunities with smaller, more agile companies. All the while, he maintained his fondness for distributors.
“What I found out about all owners is that they have really good instincts. I'm not saying all the time it’s right, but typically it’s quite fine-tuned.”
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry
On-demand local delivery isn’t just for burgers or beer. Matt Lafferty turned a remodeling project a-ha! moment into Curri, a nationwide all-in-one logistics platform best described as the Uber of construction supplies. Jason chats with Curri’s energetic co-founder and CEO about the company’s serendipitous start, impressive growth, and cost-effective delivery solutions for building materials distributors.
Curri is a network of on-demand delivery drivers with appropriate vehicles (think: lift gates, flatbeds, bobtails) that could pick up and deliver materials wherever, whenever needed. Today, Curri operates in 49 states, making a delivery every 10 seconds. Each shipment comes with the same tech-driven features that the biggest names in e-commerce rely on, like live tracking and digital proof of delivery.
Matt’s vision has proven so effective that many distributors have replaced in-house delivery fleets with Curri’s on-demand platform, saving hefty operating costs. “We have a lot of distributors that are literally selling off their trucks and just using Curri because they're making more sales. They're not taking on the risk and the insurance for moving supplies and materials.”
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
For full show notes and services visit: https://www.distributionteam.com
Special thanks to our sponsor for this episode: Connected Peers, connecting key employees in distribution's leading organizations.
If entrepreneurs are known for marching to a different beat, then Jeff Peterson is an improvisational maestro. DT fans may remember Jason’s conversation with the CEO of Geneva Supply in episode 21, in which the two discussed growing and expanding that company’s footprint. And did he ever! Just as that business started to get predictable, Jeff stumbled upon his next entrepreneurial challenge: Interstate Music.
The opportunity to turn around a 75-year-old music retailer proved irresistible, and Jeff went all in — even though the company languished in bankruptcy and the world paused for a pandemic. He applied his extensive e-com knowledge and a lifelong affinity for live music to a new entrepreneurial challenge and has never once regretted taking on that challenge.
While the purchase agreement included Interstate Music Supply’s catalog of intellectual property, Jeff astutely excluded the company’s physical inventory and brick-and-mortar footprint: The revamp opened Interstate up to new avenues for attracting customers and building brand loyalty.
“There's big competitors out there that have been doing e-commerce music for a long time and doing it really well,” he says. “However, they're not selling to Amazon, they're not helping a manufacturer sell on a different platform in a different way. So that’s our niche to them.”
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For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
“I like to say that I was able to put the dot on the “I” of HARDI, which is international,” laughs Guitze Messina.
When HARDI, the premiere HVACR distribution association in North America, decided to expand its membership into Mexico, they tasked Guitze with the job. Jason chats with the dynamic executive director of HARDI Mexico about surpassing the organization’s boldest growth projections and fostering greater support for the two-step distribution model across Central America, South America, and Europe.
In Guitze’s five years at the helm, the organization has made tremendous headway within the Mexican market (signing on 70 members) and prompting interest from other Latin American countries.
Guitze’s commitment to the Mexican HVACR industry is evident in how he speaks of its future. “Besides being successful, we also want to pass on a legacy. We want the Mexican market to change.” But why stop there? Guitze and HARDI are poised to realize ambitious goals, bringing the tenets of networking, education, and business development to HVACR distributors worldwide.
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Special thanks to our sponsor for this episode: Profit2, helping distributors charge the right price.
For full show notes and services, visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Privately held distributors often stifle growth by confining information to the C-suite. John Cain, president of Wiseway Supply, a plumbing and electrical supplier based out of the Greater Cincinnati-Northern Kentucky area, is passionate about sharing intelligence with folks inside his organization and out. Jason chats with John about transparency as a precursor to innovation, the value of external perspectives, and punching above the company’s weight class.
John can thank his outside experience for Wiseway’s success. After college, he opted for a stint with Proctor & Gamble rather than a job in the family biz. That opportunity informed his willingness to consider perspectives beyond Wiseway’s walls. For example, while the company is proud of its track record for promoting from within, outside hires are essential. Their DNA sparks creativity that ignites the entire organization.
Everyone within Wiseway contributes to the game plan; nothing is hidden. John: “[Branch managers] get the whole P and L. They see everything from top to bottom instead of the blind being asked to blindly lead the company.”
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by
For full show notes and services visit: https://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
https://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
For full show notes and services visit: https://www.distributionteam.com
When was the last time curiosity got the better of you on a business trip? In this rare solo episode, Jason explores roads less traveled. Literally. The world has reopened. Airports are busier than ever. Calling on clients is what business travel is all about, but is there room in your schedule for unexpected experiences?
It doesn’t take much (if any) planning to get off the beaten path for a few hours, as Jason discovered on a recent trip to Salt Lake City. When a wonky gap in the schedule left him with some time to kill, he had two choices: head to his hotel room or let a Google Map suggestion lead him in a completely serendipitous direction.
The following day, when Jason mentioned the excursion to his client, she shared with him a website (and podcast) that lists many such hidden gems: Atlas Obscura. For those unfamiliar with Atlas Obscura, think of it as a virtual concierge with suggestions for weird and wonderful experiences worldwide.
There’s probably a business metaphor connected to Jason’s pedal-to-the-metal experience out on the Flats. Instead, he’s content to keep the lesson literal for now. “You know, this little Google Map suggestion totally opened my eyes, and it reminded me that there are some really cool things in the world.”
Make time for wonder on your next business trip.
MENTIONED IN THIS EPISODE Atlas Obscura
Bonneville Salt Flats
Bonneville Speedway
The Palmer House
Special thanks to our sponsor for this episode: Connected Peers, connecting key employees in distribution's leading organizations.
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
The last few years have tested even the strongest links in our supply chains. Increasingly, master wholesalers have stepped in to reinforce weakened networks, acting as inventory buffers and partners in category optimization. Larry Davis, CEO and founder of AgoNow LLC, chats with Jason about his role as an industrial master wholesaler and channel solutions provider.
Master distribution was born out of market inefficiencies, giving distributors access to extensive inventories without needing to meet the high minimums set by many brands and manufacturers. Master distributors take on the risks associated with those transactions, so distributors are free to order only what they need.
“This market is in the middle of a major shift that's going to change the face of it dramatically, and it's going to require all of us to pivot multiple times,” says Larry, adding that gone are the days of if you have it in stock, customers will come calling. He cites Amazon as an example of a highly efficient ecosystem that should act as a wake-up call.
Master wholesalers like AgoNow are driving innovation, shortening lead times, managing multiple manufacturer relationships, and advising distributors with market knowledge so they can adapt more quickly to customer trends.
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Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Government contracts aren’t for the faint of heart. Rick Lamb, marketing manager with Frank’s Supply in Albuquerque, NM, understands the arduous truth of that statement better than most. Jason chats with Rick about the complexities inherent to General Services Administration (GSA) certification and why it might make sense for other suppliers to jump through those hoops.
When Frank’s found itself in a position to bid for its first government contract in 1996 for Los Alamos National Lab, Rick found himself in the thick of it. “We had never even attempted something like that,” he says, but two Frank’s employees who knew just enough about GSAs to convince the company to put together a bid.
Nine months later, Frank’s phone rang. “It was Christmas Eve, 1996. We get a call from the head of purchasing at Los Alamos, and they go, ‘Be ready to start the contract April 1st.’” Frank’s first scramble was on.
While the bid timeline has shortened somewhat since the mid-90s, other aspects, like authentication and security clearance, have grown increasingly rigorous. Vendors must detail every level of the contract’s implementation, from the level of support to chain of responsibility to security clearances and quality assurance programs,
But is the GSA route profitable?
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Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Welcome back for part 2 with the Bader boys, Jason’s in-depth look at his family’s distribution business with patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and younger brother Jordan, the company’s current president and CEO. As they wrap up their visit,
Dick and Jordan reveal the fundamental principles that have supported Acme’s thriving culture and growth initiatives. They also share their motivations for and the rewards of trade organization participation.
Anyone involved in a family business knows that it's often a thin line between circus and success. One of the factors keeping the C-suite from devolving into a three-ring spectacle is an owner or leader who surrounds themselves with folks who can augment the skills or talents that they lack. Once the people are in place, a critical next step is for the owner or leader to yield control.
When Jordan purchased the company in 2008, he began thinking about how to fill company roles vacated by retirement with his own team of next-generation leaders. First, he turned to folks outside his industry who might help Acme expand. Then he promoted star talent from within. Now Jordan’s broadening his industry’s appeal beyond its typically male-dominated workforce, fostering an environment where women and the LGBTQIA+ community feel welcomed. While the continued evolution of Acme’s culture is vital to him personally, he says what matters most is that these shifts result from his employees' influence.
MENTIONED IN THIS EPISODE DT100: Celebrating 100 Episodes! Legacy and Leadership with Dick and Jordan Bader of Acme Construction Supply
DT096: Amplifying Company Culture to Attract and Retain Top Talent with Bill Condron, The Granite Group
Young Presidents’ Organization
STAFDA
Evergreen Marketing Group
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Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Milestones are a part of the distribution business and, as it turns out, podcasting. What better way to celebrate Distribution Talk’s 100th episode than with a combo of sorts––equal parts company case study and oral history. Jason corrals family patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and little brother Jordan, current president and CEO, for an insider’s look at the family business. Like all epic tales, this one comes complete with plot twists, sibling rivalry (of the genial kind), and a cliffhanger.
“I'll admit, the first time I saw you speak right after you left Acme, I was pretty sure we were saving a seat for you back at Acme,” Jordan jokes. When Jason exited the family business over a decade ago for the “greener pastures” of consulting, he eventually cleared a path for Jordan to lead Acme. Both Bader boys have their father to thank for their successes, having watched Dick navigate the often choppy waters of entrepreneurship.
Dick weighed hefty considerations as he brought both of his sons into Acme. Legacy. Boundaries. Balance. No matter how thoughtful an entry or succession plan, there will be stumbles along the way. And successes more profound than any bottom lines. “Dad, as you brought us into the business, you showed continuity, and you showed this stability for our employees that, you know, I still have,” says Jordan.
Stay tuned for part two!
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2.
Customer messaging has always been a numbers race––and distributors that use 21st-century strategies to connect with and convert their target markets occupy pole position. Pierre Barbeau, president and co-founder of Moblico Solutions, says it's never too late to implement a mobile engagement plan specific to your vertical.
Jason caught up with Pierre to discuss adding value to inbound and outbound activities for independent distributors via mobile app communication. Pierre’s genius is in translating Moblico’s complex services into terms (and numbers) his clientele can relate to and utilize.
Moblico products like targeted broadcast messaging, custom app development, and automated notifications establish lines of communication and create new channels by which companies can gather intel. Sales data and survey responses, for example, can inform improvements to internal protocols, thus better serving the customer.
In-house productivity, too, can benefit from Moblico solutions. Think human resources activities and sales team endeavors.
Mobile notifications come in various forms (text messages, and push notifications to name a few) and are sent either manually or via automation. Moblico offers strategies that integrate its mobile messaging apps with a client’s existing ERP and E-commerce platforms for the smartest reach.
Regardless of how you may feel when a targeted ad or text crosses your path, studies show that younger professionals prefer mobile engagement over traditional forms of communication––and they’re your future customers. It’s beyond time to meet them where they live: on mobile.
MENTIONED IN THIS EPISODE Moblie Matters Podcast
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Connected Peers, connecting key employees in distribution's leading organizations.
The past is always present at Industrial Supply Company, thanks to a treasure trove of historical documents dating back to 1915. While the Utah-based company’s 106-year heritage is impressive, Jessica Yurgaitis has no intention of dwelling in the dust of the organization’s bygone era, even if the history major in her loves posting those old handwritten letters and sales slips.
Jason chats with this fourth-generation president about balancing respect for family legacy with a desire to launch the company into a thoroughly modern future.
Initially, Jessica wanted no part in Industrial; she wanted a Master’s in history instead. But advanced degrees cost money, so she went to work. In purchasing, Jessica learned business basics: meeting with suppliers, building relationships, and executing marketing and co-branding strategies.
Moving through each department at Industrial taught Jessica how to strengthen relationships. “I feel like I have a wonderful network of people,” she says of her participation in associations like ISA. “I could pick up the phone anytime and call, and they'd be willing to give me time and help me work through an issue. And I do that all the time.”
She applies that same humility when the conversation turns to younger team members. Jessica has wisely surrounded herself with folks whose “digital native” skill sets complement her historical organizational knowledge. Leveraging legacy, leaning into growth. Jessica’s got the balance right at Industrial Supply.
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Continuity is an underappreciated aspect of ownership transition. Ben Whitlock, president of Mobile Fixture, a kitchen and restaurant supply wholesaler based in Mobile, AL, followed that game plan to the letter when he and three partners bought out the company's longtime owner. Jason caught up with Ben to discuss drafting a protracted transition process into the buyout deal, maintaining organization-wide confidence throughout the pandemic, and succeeding in the crowded hospitality space.
Ben and his three partners, all members of the senior leadership team since approximately 2017, entered into a sale agreement with Mobile's longtime second-generation owner Walne Donald five years ago. But rather than pushing Walne out immediately, they wrote him into their purchase agreement.
In addition to Walne staying on as majority owner, Ben and his partners were adamant about forgoing private equity. The team believed in the organization's inherent family philosophy and didn't want to tinker with it too much. That holistic approach to company culture served the organization well, especially during the pandemic. With no customers to sell to, Mobile closed its showroom and warehouses for several weeks to refresh and reorganize. That time together proved to be an excellent, if unplanned, team-building exercise.
Now that the transition switch has finally flipped, Ben and the team are ready to tackle post-pandemic challenges like supply chain issues and inflation.
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Want to know the secret to promoting a vibrant, growth-oriented company culture? Forget about the pingpong table in the breakroom. Bill Condron, CEO of Boston-based The Granite Group, says it starts with doing right by your associates and customers––even when no one’s watching.
Jason chats with Bill about his approach to bottom-up employee engagement, his company’s aggressive expansion strategy, and striking the balance between healthy growth and sound culture.
Bill’s broader belief is that Granite’s enviable reputation as a service- and innovation-oriented supplier is shaped by the staffers who typically get relegated to the middle or bottom of org charts at other companies: pickers, branch managers, and truck drivers.
Maintaining Granite’s culture isn’t a hands-off endeavor. The company’s yearly calendar boasts quarterly meetings, branch dinners, and town halls.
The company has done an excellent job amplifying its culture to attract top talent, back-fill positions vacated by promotion and appeal to a demographic that this industry has traditionally ignored: women.
“It's not perceived [as] welcoming or open or a place where women can be successful. That's absolutely false,” says Bill. Granite boasts a finance team led by women and women-led branches as well. “If you’re able to do that, you're going to up your success by a factor of many.”
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: Moblico, helping businesses do more business on mobile devices.
Associations have long touted in-person events as a critical benefit of membership. However, in the wake of the pandemic, folks have grown more discerning about their time––and what they do with it. Molly Alton Mullins, CEO of SEVEN12 Management, helps these organizations amplify their impact through innovative engagement. Jason chats with Molly about how her company enhanced its value proposition during the live event hiatus, the dynamic interpersonal changes taking place as conferences resume, and inspiring long-term membership involvement.
The Midwest in March isn’t everyone’s idea of a good time. Still, after two years of Zoom meetings, Molly couldn’t wait for the in-real-life conversation and collaboration at this year’s University of Distribution Innovation event. “It was great to get close to 600 distributors all together in a room, learning from each other, all different industries but essentially the same types of challenges, the same types of opportunities.” There’s no question that digital platforms helped most people maintain connections during the pandemic, but the community really thrives when that face-to-face happens in the same space. “On-site, the relationships that you make there, they're that much more intense,” Molly says.
Molly is well-versed at fostering environments in which interaction flourishes. She spent time in the political fundraising arena and government affairs, honing her strategic-minded, relationship-focused perspective. Since coming to SEVEN12 in 2016, she’s applied that approach to grow the company’s portfolio, expanding its menu of benefits and services and extending its expertise to verticals as diverse as distribution and mental health professionals. Regardless of industry, Molly says association members want the same thing from their experience: “They want the opportunities to do workshops and hear from their peers and learn facts and things like that.” Members also crave in-person exchanges. “They want to engage, and they want to touch and feel and laugh and love and do all those sorts of things because they don't ever want to lose it again.”
As safety precautions lift and conferences ramp up, Molly says it’ll take more than the status quo to entice folks to sign up for association membership. “It's great to learn a great story, but people want more than that,” she says, especially if they’re attending a destination event. People rightly demand more meaningful interactions now, whether through workforce development, mentorship, or peer-to-peer connection. Molly and her team are poised to deliver on those expectations.
MENTIONED IN THIS EPISODE
University of Innovative Distribution
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: Profit2.
Visionary leaders chart a course to the C-suite with layovers in multiple departments, creating a culture of innovation throughout their organization along the way. Jason chats with Jameel Burkett, president and CEO of Burkett Restaurant Equipment & Supply in Toledo, OH, about supporting the pursuit of growth and learning, giving back to the industry through association advocacy, and revitalizing his family business amidst a global crisis. His passion for the food service supply industry is palpable, but he admits it wasn't always so. Like many next-generation owners, Jameel didn't think the family biz would satisfy his entrepreneurial aspirations. Twenty years later, he leads in an environment where the "intrapreneurial" spirit thrives. Jameel believes in the pursuit of growth and learning beyond Burkett. He returned to school in 2012 to complete his master's degree and further honed his leadership skills with Vistage executive coaching. It's his membership in FEDA, however, that has provided the most support, especially as the hospitality industry bore the brunt of COVID's many challenges. "I wouldn't be where I am today if it wasn't for all the great people in our industry that took me under their wing when I was a young guy coming out of college, wanting to conquer the world."
MENTIONED IN THIS EPISODE The Hard Thing About Hard Things - by Ben Horowitz
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Troy Meachum of ACR Supply isn’t afraid to share his religious beliefs. While some might consider such transparency a recipe for disaster, ACR’s chief encouragement officer makes a case for sincere faith-based leadership. Jason chats with Troy about integrating his religious convictions into everyday operations and how those beliefs have impacted employee morale, customer satisfaction, and the company’s bottom line. In fact, ACR has grown its revenue from $3m in 1997 to over $33m this past year. Perhaps it comes down to geography. While many business owners north of the Mason-Dixon line keep their religious beliefs private, those headquartered in the American South tend to be more transparent about their faith––on company websites, at branch locations, and in conversation. ACR Supply, which makes its home in Raleigh, NC, proves the point. Faith, says Troy, is the foundation upon which his personal and professional success rests. There’s no compartmentalizing the two. Troy lives his faith with intention, whether by engaging with fellow HARDI members or championing initiatives through ACR Cares, his company’s outreach organization. “I'm 60 years old, actually 61 on Friday, and I'm really starting to hit my stride just from a ministry perspective,” he says, looking ahead and placing his faith squarely in the future. ***
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Brought to you by The Distribution Team and Connected Peers.
Whether you call it pot, grass, marijuana or nothing at all, it's impossible to ignore the cannabis industry's rapid transition from undercover operation to legitimate vertical, one with more conflicting regulatory statutes and distribution challenges than possibly any other. Joy Hudson, founder and CEO of Nimble Distribution in Portland, OR, parlayed her success in the traditional medical supply arena into a thriving cannabis distributorship, all while balancing profits with social impact. Jason chats with Joy about professionalizing the industry, advocating for better legislative considerations, and lending direct support to communities devastated by harmful drug policies of the past.
Joy's logistics and sales expertise proved a perfect fit for a business on the brink of stratospheric growth. She and her business partner Marissa Rodriguez have built Nimble, a for-profit company with major social impact credentials. Their innovative strategies include second-chance employment opportunities and reparations-focused initiatives. By marrying a professional ethos with holistic community awareness, Nimble is securing its place at the vanguard of cannabis distribution.
MENTIONED IN THIS EPISODE
Weeds
Oregon Retailers of Cannabis Association
NuProject
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Nimble
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Having trouble finding a candidate to take over once you've left the business for good? You needn't confine succession planning to family members or fellow C-suite occupants.
Jim Daniels, president and chief operating officer of Mid-State Sales in Columbus, OH, says the key to a successful strategy is to consider rising stars both in and outside your organization. Jason speaks with Jim about creating a succession roadmap for every key role and mentoring talent to take those positions forward.
At Mid-State, Jim's following a similar blueprint to the one that brought him into leadership, providing an environment in which Mid-State's 80 employees spread across the company's four branches can excel. Attracting top talent means providing candidates with a clearly defined path forward.
And even top talent requires training. More specifically, mentoring. The difference, says Jim, is profound. In many ways, training is a one-way experience; this is how you do x-y-z. On the other hand, mentoring is a give-and-take exercise––and it's the key to successful succession planning.
Succession doesn't always mean ownership or presidency. A distributor can mentor talent to fill many roles within the company, paving the way for continued health and prosperity of the entire organization.
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Want to optimize talent, foster innovation, and inspire loyalty amongst your staff? Diane Dye Hansen, chief management consultant at What Works Consultants, Inc., says the secret begins and ends with your company culture. Too often, however, companies settle for buzzwords rather than developing a vision statement with input from all.
Diane joins Jason to discuss cultivating a healthy, productive work environment using research and data-driven assessment tools. She also shares one exercise guaranteed to help organizations define authentic company culture for themselves.
Companies committed to recalibrating organizational integrity can begin by asking their employees to complete the following statement: The way we work around here is… The answers are often revelatory.
From diagnosing internal struggles to highlighting opportunities for innovation, this simple ask can transform company culture for the better––and the future. Action-oriented, inclusive company culture goes further in securing and keeping quality employees than words emblazoned on a lobby wall.
MENTIONED IN THIS EPISODE
The Predictive Index
Good To Great: Why Some Companies Make the Leap and Others Don't
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CONNECT WITH DIANE What Works Consultants, Inc.
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
If you haven’t considered a credit union as your next commercial lending partner, you're not considering all the options.
Mark Ritter, CEO of Nu Direction Lending, specializes in bringing traditional business financing to the credit union market, keeping the focus and funds local. Jason chats with Mark about what makes the credit union relationship unique and how wholesale distributors can benefit by securing their lines of credit, real estate loans, or general financing with a community-based lender.
In addition to keeping money flowing locally, credit unions offer their clients direct access to lending decision-makers. That's a win-win for distributors as personal relationships buoy a company’s bottom line.
Not a member? No problem! Over the last ten years, credit unions have greatly expanded their membership criteria, welcoming more personal banking and small business clients into the fold.
Whether it's a line of credit, a real estate loan, or something in between, the opportunities for distribution businesses are endless.
When searching for fast, fair, and reliable funding, maybe it's time you took your business to a credit union––an organization that knows your company as well as your community.
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CONNECT WITH MARK MarkRitter.com
For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Companies in every vertical have become acquainted with safety distributors throughout the pandemic. But there’s more to this partnership than “just” PPE.
Jason chats with Dave White, the purpose-driven co-owner of Quad City Safety in Davenport, IA, about back-to-basics accounting and why he favors educating customers at the expense of recording sales.
“A lot of the world operates selfishly,” Dave says, explaining why Quad City Safety gives away so much of its expertise through both a YouTube channel and a podcast. “I think that through being unselfish, usually you're rewarded for being [so].”
It’s doubtful that anyone who’s had a conversation with Dave would accuse him of ulterior motives; he’s that passionate about sharing life-saving products and safety information.
Of course, transactions keep the business viable enough to support those multimedia endeavors. That’s where Dave’s accounting background comes into play. Distribution companies are littered with emotional, sales-minded individuals who are sometimes swayed by bright, shiny decisions.
Accountant-minded folks like Dave aren’t so easily distracted.
Dave and his Quad City Safety specialists continue to forge relationships through knowledge, regardless of how the numbers get crunched. They're committed to reliable, relatable customer care, from updating folks on the latest safety standards to demonstrating wearable gear and site-specific equipment. More often than not, those conversations result in a fall protection device ending up in the right place at the right time––and someone going home unharmed.
MENTIONED IN THIS EPISODE American Society of Safety Professionals
AD Safety Network
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Looking for a way to enhance company culture and boost revenue? Mike Mortensen, president and CEO of Alaska Rubber Group based in Anchorage, AK, has a proven solution: an employee stock ownership plan.
Jason chats with Mike about his entry-level start in distribution, his company’s rapidly expanding physical and digital presence, and why owners of privately-held organizations should look to an ESOP when considering growth or exit strategies.
For many independent distributors, the thought of turning company ownership over to employees is as intriguing as it is intimidating. But ESOP options are endless; owners can choose the most suitable structure for their organization and their legacy. For Alaska Rubber, that meant pursuing a “beneficial ownership” model. “The trust owns the company, owns the inventory, the assets and everything like that. And as an employee and a participant in the plan, we own the right to the rise or fall of the share price.”
To say that the ESOP has panned out for Alaska Rubber is an understatement. While the model wasn’t an easy option for the company’s original selling party to buy into, the long-term benefits outweighed those initial doubts.
Besides increased revenue, transitioning to an ESOP has provided the company with advantages in areas of recruitment, acquisition, and innovation. The company recently completed a massive website upgrade, for example and while on-site cash sales remains top tier, Mike says the fully integrated B2B e-commerce platform has captured business well beyond the counter. Mike also credits forward-thinking tech companies like data partner Proton AI with Alaska Rubber’s success despite online pressure from behemoth pick-and-ship competitors.
Mike’s good fortune in the distribution industry is one he’s paying forward. He views his participation in both NAHAD (The Association for Hose & Accessories Distribution) and IDCO (Industrial Distributors Co-op) as a way to contribute to the industry’s future.
MENTIONED IN THIS EPISODE
DT082: Benj Cohen of Proton AI on Leveraging Sales Data with AI Designed for the Distribution Industry
Proton AI
NAHAD - The Association for Hose & Accessories Distribution
IDCO - Industrial Distributors Co-op
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For full show notes and services visit: http://www.distributionteam.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
During this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. Jason recently caught up with Lincoln Smith, chief strategy officer at HMI Performance Incentives. Although most people associate loyalty incentives with customer programs, now would be a great time to look at shoring up the relationship with internal associates. Distributors are not immune to the “great resignation” going on in North America and we hate to see associates jump ship for a couple of bucks per hour when we could design non-monetary performance rewards to keep them engaged.
Furthermore, Jason predicts that 2022 will be a great time to double down on increasing market share. If you have the inventory, you're in a great position. Loyalty incentives are just another arrow in your quiver. Lincoln has been a great resource to the Distribution Team’s clients over the last 18 months. Enjoy this conversation!
With everything you’ve got going on, here’s a topic you might not have considered: loyalty programs. Business has been thrown quite a few curveballs over the recent months and Lincoln Smith says rewards packages could hit a home run for B2B pros looking to boost their profiles and bottom lines in the months and years ahead.
Many distributors and wholesalers are being forced to meet challenges that were at the tail end of their do-to lists. HMI is stepping in with innovative solutions for any size business. The drastic world and business changes of late might warrant a tactical refresh and programs like those built by HMI become much more relevant as your business searches for an advantage in the business environment of the very near future.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
During this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. The August 2020 interview with Lisa Fiore, co-founder and CEO of Landscape Hub, broke all download records for the show. People were intrigued with her ability to apply this digital marketplace to the highly fragmented legacy industry of landscapes.
Since the interview, Landscape Hub has grown dramatically and they're continuing to add more robust search features for the end user. From a fingernails in the dirt family business to technology-driven service provider, this is a really cool innovation story. Enjoy!
Lisa Fiore left the family business behind to transform an industry. Jason and Lisa discuss the challenges that have shaped her management style and the tech she’s created to revolutionize a stodgy wholesale vertical.
“Their version of the story is that I grabbed the business and took it from them. My version is they gave it to me,” Lisa laughs, recalling the series of events that ultimately lead to her taking over the family’s century-old landscape supply business in 2010 - at the height of the Great Recession.
Throughout that crisis, Lisa maintained an honest dialogue with her staff and her family about the painful adjustments to come. Fostering that level transparency taught her a great deal about the value of vulnerability, an attribute that has prepared her for the current pandemic. “We all have deep scars from the recession and I guarantee you we're all gonna have deep scars of living through this…[but] it's informed my instincts.”
Challenges should beget meaningful change. That’s a takeaway Lisa has run with throughout her career. After shoring up the family business, she left the company to realize her dream: the creation of an online marketplace connecting buyers and quality suppliers across the country.
But optimizing a fragmented ecosystem is not an easy task - or a quick one.
Imagine an industry in which the established common names for products change from region to region, where orders are often taken via pencil and pad. That’s what Landscape Hub is up against. Three years in, however, Lisa is as enthusiastic about her tech as she was the first time she pitched it to venture capitalists. “This is the future of the industry and I have to be a part of it and I have to see this thing through.”
Under her guidance, Lisa and her team will no doubt do just that. An entrepreneur at heart, she’s happiest laying the foundation for future innovations. “We are doing something that is genuinely going to change this industry. We don't know necessarily what role we'll play in terms of the finished product, but I guarantee you, what we're doing today will make a difference.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
If a trade association is only as good as its leadership, then HARDI––the Heating, Air Conditioning, and Refrigeration Distributors International Association––is very good indeed, thanks to the energetic and innovative direction of CEO Talbot Gee. Jason chats with Talbot about his formula for providing consistent, top-notch value to HARDI members. The equation includes plenty of workforce development, government advocacy, and gratitude for the biggest little industry most folks know nothing about.
“You could be a supremely educated college graduate, or you could be someone who never once even considered or wanted to go to college. Maybe [you] barely got through high school.” Talbot confides, before revealing distribution’s best-kept secret: “You could end up being a multimillionaire in this industry if you got the right stuff and work hard at it.” He has the stories to prove his supposition, committed to video for the documentary Hot Commodity, a behind-the-scenes look at young people finding success in the HVAC industry. It’s one of the many workforce initiatives that Talbot has been involved in, a concerted effort to build relationships with the next generation of decision-makers. In doing so, he’s securing the current and future health of the industry.
Whether he’s promoting the HVAC industry, pushing the envelope of member offerings, or expanding his organization into Mexico, Talbot is laser-focused. HARDI’s membership appreciates his work, especially regarding the many congressional fly-ins he’s participated in on behalf of sector-specific issues. It’s a form of advocacy that Talbot has helped foster. “I know people get uncomfortable when you talk about the connection of money in politics,” he says, “but there's a reason that all exists. I'm not saying it's perfect, but it's not all bad.”
One of HARDI’s strengths lies in its ability to drive member engagement, reaching out rather than waiting for membership to respond. Talbot says the organization continues to lean into and learn from those efforts. “That's kind of one of those dynamics of just how our business is so different now than the way it was before,” he says, referencing not only the period just before the pandemic but also HARDI’s overall evolution.
The organization has grown to three times the size since Talbot first arrived and has become a more consultative entity in the intervening years. That growth suits Talbot, who’s constantly tuned into creating mutually beneficial strategies and partnerships for the people he serves. “Man, when you solve a problem for them,” Talbot says, “it's like best friends for life. They're the absolute most gracious people you could ever meet.”
Watch Hot Commodity, the documentary mentioned in this episode, for free.
MENTIONED IN THIS EPISODE Hot Commodity
DT069: Steve Deist on career paths and recruitment strategies in wholesale distribution
CONNECT WITH TALBOT GEE & HARDI HARDI
CONNECT WITH JASON LinkedIn
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
In order to compete in business, you need to be willing to change your ways. Jason talks about recruiting and retaining talent in the digital age with Marc Beerman, President and CEO of Beerman Precision in Beerman Precision is a New Orleans based rental, sales and service company focused on the industrial construction market.
Marc learned the importance of understanding finances early on from his father, Ralph, who founded the company as a side hustle while working full time and raising a family. Quoting a lesson from his dad, Marc says, “Don’t let tax returns fool you. Sometimes you make money on paper, but you have no cash.” This insistence motivated Marc to go back to school after completing his engineering degree to get another degree… this time in finance.
Marc came into the business in the early 1980s when the business was crashing due to the bottom dropping out of the oil industry. His solution was to stop buying inventory. “I said, ‘We need to be cash rich, inventory lean’… so that when things turn around we have enough capital to make it through.” And make it through, they did, but it wasn’t until the 1990s that they were able to start growing again.
Over his 3+ decades of leadership Marc has weathered storms (literally and figuratively) and has navigated changes in branches, technology, and more. Like many DT guests, he says one of the best business decisions he made was joining the board at STAFDA, eventually even serving as president. “You learn tremendous amounts from being around people who know a lot more than you.”
One of the things that lights Marc up is seeing young people coming into STAFDA. He and Jason agree that they need even more young folks entering distribution as a career. Marc says the problem is that distribution isn’t a visible industry, rather it’s more behind the scenes. Jason quips, “We’re boxes in, boxes out!”
The corner Marc is turning now is to focus more on e-commerce, an area where he sees some companies excelling and a lot who are lagging behind. He feels like this is an area where there is opportunity for smaller companies to play. The challenge is to recruit and retrain a different type of talent than what they have previously been accustomed to. Pitching your company to a potential candidate can be a bit of a role reversal. For Beerman, Marc is asking the critical question “What makes us a valuable place for someone to make a career?”
His solution is giving young candidates a career path, helping them see what the future may hold for them when they come to work for Beerman. He cites Evergreen Marketing Group as a valuable partner, providing members with financial incentives toward investing in training for their employees. He sees this as part of his pitch to attract talent, and says, “It's been a great win for many of our employees, but it also was a win, believe it or not, for some employees that didn't stay with us.” Ultimately, he says regardless of the risk, it’s worth the investment either way.
CONNECT WITH MARC Beerman Precision
CONNECT WITH JASON LinkedIn
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
There’s no question that artificial intelligence is poised to revolutionize distribution, and incorporating this vital tool is a lot less daunting than it once seemed. Jason chats with Benj Cohen, founder and CEO of Proton AI, about extracting the gold that’s buried deep in our systems. From uncovering hidden sales opportunities to onboarding new reps quicker than ever before, AI’s ability to dig into data can help our legacy industry close more sales and meet future market challenges.
“The median Proton AI customer sells 687,000 different skews,” says Benj. With all those items in play, it’s difficult for reps to figure out what customers need to buy now and anticipate what they’ll want to buy further down the sales stream. “We have a ton of data that we're not leveraging to solve this problem.” Enter Proton AI, the post-graduation project he set up to find a solution that would apply to the family’s dental distribution business and other verticals.
Having grown up in and around distribution, Benj is sensitive to AI skeptics amongst salespeople and owners. “We're very far away, in my opinion, from AI taking over the world, especially taking over the world of distribution,” he says, allaying those fears by explaining how the tech supports growth. “What we do is ingest all of the customer data, product, data, transaction data, quote data, online browse data, truly everything we can get about what a distributor’s customers are doing.”
Those patterns, many of which are too sophisticated for the human brain to recognize efficiently, are analyzed to make reps smarter. “The challenge with traditional CRMs is that they are just taking from the rep but not giving.” Proton AI’s approach delivers sales opportunities and creates a unique partnership between reps and its technology––via a system that your company’s salesforce will actually want to use. “We're trying to be a helpful partner, to make their lives easier so they can spend more time with customers.”
Benj is a tech CEO with distribution in his DNA; he views the playing field from every angle and devises solutions accordingly. “Distributors need to be ready to compete with this next generation of digital-first companies,” he advises, adding, “I don't think we should be beating ourselves up as a distributor saying, ‘Oh, geez! We're backwards. We don't think technically!’”
Ultimately, it's about tools that, to this point, haven’t considered the industry’s business model. Instead, they’ve simply overlaid their rigid systems onto distribution’s expansive terrain. “Distributors already have a ton of data at their disposal,” he says. Proton AI helps any size distributor analyze that information to their long-term advantage.
CONNECT WITH BENJ & PROTON AI ProtonAI
benj@proton.ai
CONNECT WITH JASON LinkedIn
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
When Tyler Yelland, vice president of sales and marketing at Primco, approached the company’s president, Cam Overacker, about starting a podcast, the pair quickly realized the show’s potential beyond sales. Jason chats with the Canada-based duo about telegraphing Primco’s company culture via Know Where You Stand (KWYS), their trendsetting podcast in the ordinarily conservative floor covering industry. From honest talk about podcasting’s ROI to its power as a vehicle for inspiring the next generation of distribution professionals, Cam, Tyler, and Jason share their experiences and insights with the pod-curious.
There’s a simple explanation for how a Primco podcast came about: a marketing consultant proposed a blog. “I just wanted to do something more unique and something different [in] the market,” says Tyler. Ten episodes into recording KWYS, his instincts have proven sound. The show comes across exactly as intended––an informative chat among colleagues who just happen to be friends. “It doesn't feel like work. It's just like Cam and I having another meeting except, instead of talking KPIs, we're just talking about what we would normally talk about.”
“I had no idea what I was getting in for,” Cam jokes. All kidding aside, he quickly embraced a bigger picture mentality. “The transparency that the podcast gives us is, ‘trust us, this is really who we are, and this is what we're going to say.’” Cam and Tyler aren’t product reviewers; they’re industry advocates inviting manufacturers, retail partners, and, yes, even consumers behind the scenes. “For me, it's more about that one person that you turn to, maybe, being open to hearing more about the Primco story and our products... To me, that’s more important than any stat you can get,” Cam says.
Still, KWYS has an impressive reach thus far, and it’s easy to understand why. With episode topics running the gamut from technology to shipping (a top-of-mind consideration given COVID import delays across every vertical), KWYS is a data-driven listen as well as an engaging access point for future business leaders. Tyler agrees. “There were so many times when I was younger and just thought I knew everything,” he says. “It would have been nice to be able to flip something like this on and just listen to it and get ideas and get those juices flowing.”
When asked to share their number one podcasting tip, the Primco guys echo one of Jason’s own: “Call Andrea,” Cam says, a shoutout to Andrea Klunder, producer of both KWYS and DT. The response is also a nod to Cam’s overall business investment strategy. “When we look back on [Primco’s] failures over 74 years of business, it's the times when you can see that [we] didn't go all in.”
MENTIONED IN THIS EPISODE The Q and A Sales Podcast w/ Paul Reilly
V Strategies - Calgary Video & Production
Surfaces: The International Surfaces Event
NAFCD
CONNECT WITH CAM LinkedIn
CONNECT WITH TYLER LinkedIn
CONNECT WITH JASON LinkedIn
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Reports of massive employee turnover and dissatisfaction are everywhere––except at Stafford-Smith, Inc. Jason chats with David Stafford, third generation president and CEO of the Kalamazoo-based foodservice equipment distributor, about his company’s remarkable retention rate. With 19 locations across 11 states and an overwhelmingly Millennial workforce, Stafford-Smith’s culture of loyalty flourishes under David’s open-door policy, an office-wide environment of mutual respect, and a few well-timed pranks. “It's been a very good ride so far. We make money; we are very profitable. We work hard. [ ] I don't ask anybody ever to do anything I'm not willing to do myself or have not done.” Although David’s lead from the front style is a hallmark of successful privately-held distribution companies, it’s his repeated acknowledgement of team contributions that make him a standout in the industry.
Competitive by nature, David applies lessons learned from his college football days to business, preferring a team approach to execution and a coach’s mindset to decision-making. “It takes a village, and so we all need to do this together,” he says, referring to the pandemic-related challenges of the last 18 months. “But again, we also have another edict: business is not a democracy. There comes a time where somebody has to be the head coach, general manager, and owner.”
Access to the key decision maker lays the groundwork for job satisfaction and loyalty, regardless of an employee’s generational cohort. While many businesses are frantically trying to rework company culture issues exposed by the pandemic, Stafford-Smith is benefiting from well-established practices. “You see a lot of people having a hard time hiring people. Everybody came back to work for us,” David says with pride. Even the five employees (out of over 200) who wanted to retain wfh status were replaced within a week.
Stafford-Smith’s enviable position as a top-tier employer is one of the reasons they’re also exceptionally successful at acquisitions. For companies interested in pursuing an acquisition or greenfield startup, figuring out the perfect formula can seem daunting. David relies on data and his gut. “The formula is, really, I have to feel with these people what's going on. I gotta feel it's the right decision.” Again, he goes back to the importance of everyone involved, not only the bottom line. “You gotta make sure you handle it right, that you treat the people right,” he says, ever mindful that the new employees will assimilate into Stafford-Smith’s well-established ecosystem.
Stafford-Smith’s gameplan for a post-COVID environment begins with the folks on the floor and ends on David’s doorstep––and his office is always open.
MENTIONED IN THIS EPISODE Check out Jason’s recent interview with Dirk Beveridge.
CONNECT WITH JASON
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Why would anyone spend 97 days on the road visiting 34 privately-held distributors in the middle of a pandemic? To champion the noble cause of distribution, of course!
Jason catches up with Dirk Beveridge, fresh from his We Supply America tour. Beyond the business strategies and innovation beats the heart of this industry: humanity. Dirk shares some of the people-powered stories he captured during this epic journey, offering his patented brand of inspiration and encouragement as well as resources to spark company-wide conversations.
“Everybody in my business network tried to talk me out of it,” Dirk laughs as he launches into the impetus for his 16,000 cross-country trek. After 18 months stuck in his office, unable to get out on the road and talk to people, Dirk had had enough. “I was looking to take control [ ] to get into my unique ability.”
Anyone who’s ever met Dirk knows this visionary entrepreneur and award-winning keynote speaker for his superpower: telling stories about the industry he loves. “This project was really about coming back and finding it, finding Dirk.” What he found instead was renewed faith in the strength and resilience inherent to distribution.
We Supply America is more than a love letter to the industry, however. It’s a compilation featuring the not-so-secret ingredients that go into making great family-run wholesale distributorships. In an age where the distribution giants seem to be overtaking the world, We Supply America reminds family-run operations that their contribution to this country goes deeper than dollars and cents.
While the C-suite is well represented throughout the eight episodes, Dirk says it’s the chats he had with drivers, warehouse pickers, and outside sales teams, among others, that provided the most compelling revelations.
“Every one of these jobs provides for the unleashing of the human spirit, provides for the individual to grow and to develop and to move towards their potential.” They form the foundation of this noble cause, he says. Their unique vantage point provides valuable insights that management can apply to innovate processes and culture. As for the top-tier decision-makers, Dirk applauds every single one for their commitment during the pandemic.
Owners continue to grapple with a neverending storm of supply chain issues, labor issues, regulation issues––the list is long. “They have overcome every hardship,” he says, adding, “They have accepted the challenge. They have embraced the challenge. They didn't ask for it. They brought their creativity, their grit, their desire, their team, their culture to bear.”
At the end of his travels, Dirk landed on one core truth: folks in distribution are noble; they are essentially the backbone of this country. Now he’s excited to share that message with viewers through the We Supply America series. “It's been touching. It's been enlightening. It's been inspiring, and it’s buoyed me. It's lifted me in terms of the goodness in people, and the goodness of humanity and that business, independent entrepreneurial family-owned businesses that happened to be in the business of distribution are at their core human.”
Like what you hear? Check out Dirk’s resources and his appearances on previous episodes:
We Supply America
UnleashWD
Values.com
DT039: Dirk Beveridge on coming out of crisis better than before
DT022: Dirk Beveridge on innovation, leadership, and legacy
CONNECT WITH DIRK:
CONNECT WITH JASON:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
Looking for concrete steps to ease the effects of languishing and regain mental fortitude? Jason and Paul Reilly, speaker, trainer, author, and host of the The Q and A Sales Podcast break down six exercises anyone can implement to improve mental resilience, regardless of company role, industry, or location.
Whether you’re in the C-suite or the cold-call trenches, there’s no question that the challenges brought about by this pandemic are extensive––and exhaustive. It seems counterintuitive then that so many sales teams are crushing their goals from a commission standpoint. But take a closer look.
Professional performance doesn’t always reflect what’s happening personally, as Paul found out when he began conducting research for his latest book Selling Through Tough Times. While swings in success are inevitable over the course of a career, he points out that for the large cohort of salespeople who got into sales after the Great Recession, these last 18 months have hit a bit differently. “So many salespeople right now are facing tough times for the very first time and they have not built that foundation of mental resilience.”
Even those of us who’ve weathered our share of economic storms before 2020 could use an assist right now. Paul developed his plan to appeal to everyone, no matter their experience. “I call it the Daily Mental Flex®. It's a collection of six exercises that will help you build resilience and help you build that mental strength that we need.”
His 30-day Tough-Timer Challenge supports positive mental programming, positive environmental programming, and tough-timer characteristics. So, what’s a tough-timer? “A tough-timer is kind of like an archetype. It's the individual who is able to thrive through challenging times.”
The nearly 40 years worth of experience Paul’s company has had training salespeople provided more than enough tough-timer data. He distilled that information into a simple yet effective plan featuring daily exercises (like reps at a gym) for each of the following entries:
- Gratitude
- Continuous Improvement
- Discipline
- Pruning and Planting
- Positive Reframing
- Reducing Friction
While his challenge is primarily inward-focused, Paul adds that one of the most critical components of resilience-building is empathy.
By committing to 30-days of self-awareness, we acknowledge those areas where we need assistance and, in return, are better able to recognize the same in our family members, co-workers, or employees. “Being able to share what you're comfortable sharing is a nice way to let [the team] know, hey, it's okay to not be okay,” he says. In times like these, that acknowledgement goes a long way in strengthening our personal and professional foundations.
Like what you hear? Check out Paul’s extensive resources:
ToughTimer.com
Selling Through Tough Times
30-day Tough-Timer Challenge
The Q and A Sales Podcast
CONNECT WITH PAUL
CONNECT WITH JASON
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
How honest have you been with your team about their mental health? How honest have you been with yourself? Jason joins business partner Marshall Jones to address mental well-being in the time of COVID from an organizational and personal standpoint.
The pair discuss anecdotal evidence, offer insights from their conversations with clients, and provide tools leaders can use to create a more empathetic working environment. No matter what you take away from this episode, know that if you’re struggling, you’re not alone. The sooner we acknowledge our shared vulnerability, the better for all.
Does it feel like you’re working twice as hard just to tread water these days? When people consider mental health, they most often focus on one end of the spectrum or the other: flourishing or depression. The protracted uncertainty of the pandemic has exposed many of us to a middle state: languishing. Even if your organization is doing well despite the challenges, languishing is an invisible weight that seems to burden everyone.
Then there’s the adjacent pandemic: loneliness. Once the silent torment of the elderly, Millennials report experiencing the highest degrees of loneliness. While no cohort is spared, GenY is a huge (if not the largest) percentage of the current workforce. “Senior leadership certainly needs to take a very active role in addressing this and not just, saying, ‘Well, I know HR has got it under control’ because it's really everybody's responsibility within the organization,” says Marshall. But how?
Approaching mental well-being challenges honestly is a good foundation on which to build. The traditional route of head-down/push-through doesn’t support personal or organizational well-being. Neither does writing off employees with supposed ‘slacker’ tendencies; there is too much evidence to the contrary that there's something else going on.
Beyond sharing our struggles with others, there are physical steps that can help ease folks back into a state of flow. Sleep, hobbies, exercise are often quoted because they work! Likewise, gathering the team for a day of community service or other gratitude-based activity can go a long way in strengthening bonds and helping everyone connect on a deeper and more meaningful level than the current crisis.
Like what you hear? Check out the resources mentioned in this episode:
DT073 - Jason & Marshall on navigating the supply chain crisis
DT059 - Jason & Marshall on harnessing the power of peer networks
DT036 - Jason & Marshall on adapting to opportunities during the distribution crisis
The Lonely Century - by Loreena Hertz
NYT: There’s a name for the blah you’re feeling: it’s called languishing
CONNECT WITH MARSHALL JONES:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
To say Jeff New has earned his upcoming retirement after 40 years at the helm of Mid-City Supply out of Elkhart, IN, is an understatement. His legacy includes expanding the company from one location to nine and the staff from 35 employees to 130. Before he hands the keys to his sons, Jason chats with Jeff about the industry relationships that have helped Mid-City weather growing pains, multiple recessions, and that impending transition.
“My first year of running this company, I took my father's company, which had never had a losing year [ ] and in the first year we lost $180,000,” says Jeff. “I thought I was a complete failure.” In Jeff’s defense, the late 1970s were difficult for everyone. Fast-forward four decades. Mid-City is not only a success; it’s a prime example of a company that stays competitive in the plumbing, HVAC, and industrial products industry through a willingness to learn from even the most unpleasant lessons.
Trial and error is a less alarming process when you’re in the company of others who can commiserate and offer wise counsel. Jeff credits much of his on-the-job education to his organizational memberships. He’s an active participant in American Supply Association, taking on various leadership roles, including president in 2008 - amid yet another major recession. “Here I am, ASA president, big shot, flying around the country, giving speeches,” he laughs, remembering the extent to which everyone had to cut their budgets just to get by. “One year later, I'm cleaning my own toilets. If that doesn’t make you humble, nothing will.”
Belonging is rewarding, but only when members commit their participation. Jeff credits his connections to WIT (now Commonwealth Group) for putting him in touch with the people, strategies, and, yes, money that kept Mid-City afloat through tough times. “It really saved our company because, without that, we wouldn't have been here.” While many folks may oppose buying group membership, Jeff sees the relationship as an investment that pays big dividends. “This made us take a look at ourselves from a different viewpoint and made us a better company.”
As Jeff prepares to hand the C-suite over to his two sons, he’s looking forward to how their co-presidency will shape Mid-City’s future. “There are advantages and disadvantages of being co-president,” he admits, but his sons have a solid, forty-year foundation upon which to build.
Like what you hear? Check out the conversations mentioned in this episode:
DT074 - Mike Adelizzi
CONNECT WITH JASON BADER:
CONNECT WITH JEFF NEW:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
In an industry stacked with exemplary role models, Shannon Worthington stands among the very best. As president of Dixie Construction Products based in Atlanta, GA, his stewardship extends beyond the company and his era at the helm. Jason chats with Shannon about his commitment to fostering reciprocal relationships and setting the stage for seamless leadership transitions.
Shannon began his career in distribution with a simple pledge to himself: “If I ever get in a position where I could make a difference, I would never send someone out without any training, without any knowledge to go call on people.”
Forty years later, that pledge still stands. He remains committed to leadership built on mutual respect and a desire for the entire team to succeed, even those not directly assigned to his payroll. Take Dixie’s relationship with its suppliers. While many organizations make the mistake of expecting hand-outs, Shannon and his team look for ways to strengthen those partnerships. ”The only thing I've ever asked, or we've ever asked is, help us be better, help sell more product,” he says.
The strategy has served Dixie well. It’s also a hallmark of Shannon’s management style, creating networks from the ground up and nurturing those contacts with integrity - doing the right thing, especially when no one’s watching. Shannon admits the right thing isn’t always the easiest path to take. However, his commitment to everyone’s success remains unflappable no matter the pinch to his personal comfort.
“I learned early on that if you make sure that you've done everything you can, to help [employees] grow and support them [ ] and then they still can't… Then you've got to move on because it's not fair to everyone working around that person or anyone else in the building.”
Speaking of moving on, while he has no intention of stepping down anytime soon, Shannon’s keenly aware that he’ll have to pass the baton eventually. To that end, he takes his responsibility to the next generation of Dixie leadership seriously, owing a seamless transition to those who came before him and made his evolution from salesperson to president a success.
“There's no substitute for time and experience,” Shannon says. “You can't make it happen faster; you just got to experience it.” He’s happy to lend his support to Dixie’s younger talent as they fortify their networks and prepare for a successful future in distribution.
Like what you hear? Check out the conversations mentioned in this episode:
DT028: Kevin Higginbotham on cooperatives, manufacturer partnerships, and Planning for Profit
DT072: Kathryne Newton on generational differences in the distribution workforce
CONNECT WITH SHANNON WORTHINGTON:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
It goes without saying that Mike Adelizzi, CEO of American Supply Association, hopes to never again face a test like the COVID-19 pandemic. Still, the crisis thrust distribution into the spotlight; Mike’s not about to let all that attention go to waste.
Jason chats with this innovative association exec about serving the plumbing and PVF distribution community through advocacy, education, and planning. The pair also discuss D.Next, the organization’s ambitious program for solving supply chain issues and recruiting the brightest talent into industry careers.
“You can’t out-Amazon Amazon. We don’t have the budgets,” Mike laughs. But the obvious assessment doesn’t signal defeat. Instead, the market’s heaviest hitters - including Home Depot - act as catalysts, driving ASA to think more strategically to protect its members and propel the industry forward. “Amazon actually doesn't scare us. We feel we can compete with Amazon. What scares us is what's coming down the pipe,” he says, “what's the next Amazon?”
While no one could’ve predicted a 15-month worldwide shutdown, ASA does have an excellent track record for spotting impending disturbances within the industry –– and getting proactive. The association has long worked to organize its membership around issues, think: national lobbying, and local grassroots activities like letter writing campaigns and voting strategies.
The future of association advocacy, however, demands a modern approach. ASA has entered the 21st century with D.Next, their state-of-the-art research and innovation lab at University of Illinois Research Park. D.Next is a big initiative that attracts big thinkers. Mike’s passionate about the program’s recruitment potential and considers it one of his most important acts of advocacy.
“Younger folks today, they don't want to go to meetings, you know? And that's what charged us years ago to start thinking about, well, what can the association do to support them where they would see value?” Under Mike’s visionary leadership, the answers lie in D.Next’s robust plans for analyzing business intelligence and developing the next-gen of industry solutions.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Navigating the current supply chain crisis requires adaptability - and intelligent math. Jason’s friend and business partner Marshall Jones asks the questions this time around as the pair chat real-time challenges and opportunities. Jason’s simple equation for calculating customer profitability coupled with his tips for strengthening the relationships that matter will help distributors avoid costly missteps well into the future.
“History does have a good strong track record of giving us, in normal times, a very good prediction of what to buy for our needs,” says Marshall before delivering a caveat. “In uncertain times like this, it's not as valuable.”
The last 15 months have served up more surprises than the previous fifty. That’s prompted even the most conservative distributors to panic. So, how can they adjust their systems to deal with ongoing uncertainties in the marketplace, and what should they be doing to protect themselves, to hedge against being the distributor with too much stock? Well…
“I think this is kind of a tough intestinal fortitude-type of behavior that folks are going to have to take a hard look at. In other words, allocating product to the very best customers that you have,” says Jason, noting that manufacturers have played the allocation game for years; it’s an easy, effective, and immediate quantification of a distributor’s most desirable customers over time. Those who don’t measure up are simply taking away gross margin dollars from those profitable customers’ contributions.
Customers are only one side of the calculation; suppliers occupy the other. As the world reclaims its footing, distributors that show a willingness to share more information with their core suppliers can gain momentum faster. “If you are a collaborator with these folks,” Jason says, “you are going to see, possibly, your orders getting filled more often.” At some point, the bottleneck will loosen. Proper crisis management now can create competitive advantages for distributors in the future.
Find Jason’s net profitability exercise at Distributor Power Tools: Customer Profitability.
MENTIONED IN THIS EPISODE:
Distributor Power Tools: Customer Profitability
CONNECT WITH MARSHALL JONES:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
“You better be thinking towards the future, or you're going to get left behind.” -Kathryne A. Newton, Ph.D
How do you manage the generational divide within your company? Kathryne A. Newton, Ph.D., may not have all the answers, but she does possess more than enough intel to coax groups toward more productive communication. Whether those conversations happen face-to-face, through email, or via text is another matter.
Self-professed generation geek Jason invites Kathryne to bust the cohort myths that get in the way of innovation. She also shares insights from her career as associate dean of Purdue University’s Polytechnic Institute and her tenure with the University of Innovative Distribution.
In case anyone assumed otherwise, Kathryne makes her cohort allegiance clear: “I am not a basher of Millennials or Gen Z or any of ‘em.” Instead, she champions creating environments where the differences build stronger teams rather than pitting one group against another.
With literally five generations currently working side by side, there’s a staggering wealth of expertise and innovation in the workforce right now - and an inevitable amount of friction. Helping management navigate intergenerational conflicts is Kathryne’s specialty. She often finds that attachment to generational stereotypes (the cynical GenXer; the entitled Millennial) derail good intentions. Each group possesses unique talents, influence, and outlook; it’s incumbent upon management to recognize those differences and foster a company-wide appreciation for them.
Her top tip? Meet the individual cohorts where they are rather than expecting everyone to operate in the same style.
Kathryne’s time at Purdue has afforded her a unique vantage point to assess the mettle of distribution’s next leaders. She likes what she sees. She does wish that more institutions would follow Purdue’s lead and provide students with creative programs for financing graduate degrees. However, no matter where they’ve graduated from, wholesale distribution professionals can continue their education via The University of Innovative Distribution, one of Jason’s favorite events. Kathryne is the department chair and a faculty member of the concentrated CEU program.
Although a Boomer herself, Kathryne doesn’t sound eager to join the ranks of that generation’s retirees, at least not yet. She still enjoys transforming generational discord into workplace triumph.
MENTIONED IN THIS EPISODE
DT069: Steve Diest on career paths and recruitment strategies in wholesale distribution
Generations At Work: Managing the Clash of Boomers, Gen Xers, and Gen Yers in the Workplace - by Claire Raines, Ron Zemke, Bob Filipczak
Adaptive Spaces: How GM and Other Companies are Positively Disrupting Themselves and Transforming into Agile Organizations - by Michael J. Arena
CONNECT WITH KATHRYNE A. NEWTON, Ph.D.
University Of Innovative Distribution
Purdue University
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
“We started to create a strong bridge between inside and outside of the house; we were realizing that we needed to make both pieces great.” -Andrew Hartman
Teams flourish under teachable leaders. For proof, look no further than Andrew Hartman, president of Hartman Independent Company based in Canonsburg, PA.
As the third-generation decision-maker, his conscious efforts to remain open to new ideas and willingness to engage in challenging conversations have transformed this 70-year-old distributorship. Jason chats with Andrew about tweaking team roles, buying group advantages, and leading by example.
“I actually had to apply to the company where I was working part-time for a full-time position,” Andrew recalls, explaining that, in hindsight, the speed bumps his father put in place before he could join the family business served him better than having the keys to the kingdom simply handed over.
The experience reinforced the notion that he was applying for a “real job” and, if he wanted to rise in the ranks, he’d have to earn every rung. No spoiler here; Andrew did succeed. “To be a great leader, you have to first be able to be led. That’s not possible if you’re not teachable,” he says, with the self-assured yet humble style that’s at the core of Hartman Independent’s thriving culture.
Teachability is behind a recent shift within the company. Intrigued by the prospect of strengthening Hartman’s value proposition, Andrew split his customer service team and inside sales staff into two separate entities. While not without its challenges, especially during a pandemic, the change has allowed the organization to reallocate resources for potentially more significant returns. “I think, again, just being willing to learn and to grow and to change, it’s gonna end in success,” Andrew says.
The education doesn’t stop once Andrew leaves his office. In addition to STAFDA membership, he’s also active in several buying groups: AFFlink and Sphere 1. He’s a firm believer in the tools and services provided and the relationships fostered among members.
“There’s really a triangle effect that is going on, three strands if you will,” he says, “and it creates a strong bond driven by the organization but, still, with the distributor and the manufacturer at the core.” Here, too, Andrew approaches his membership with humility, knowing he’ll only get out of these associations what he puts in.
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
“The answers don’t always come from me; I am asking you for the answers, and I’m asking you to find those answers and to drive change yourself.” -Jamie Arguello
Could your team pass the litmus test? If you left your distribution business in their hands for four weeks, five, six, would the shop survive in your absence? Jamie Arguello has the real-life data to prove that her business wouldn’t simply survive; it would thrive. Jason chats with the CEO of Grady's Foodservice Equipment & Supplies in Pueblo, CO, about coming home to the family business, creating space for second chances, and the rewards of letting go so others can step up.
“So, I got involved with my family business basically by chance,” Jamie says, recounting the deal she made with her father in 2007 - to work at Grady's until she’d paid him back for a real estate investment that had tanked along with the markets. Once that debt cleared, however, Jamie had found her professional home. The wholesale distribution space provided her with everything she had sought elsewhere: competition, collaboration, and connection.
“I have actually held every position in our company, and I’ve never been good enough at any of them to keep them for long,” she laughs. Instead, Jamie turned her keen eye toward the interrelation between every department under the Grady's’ roof, connecting her employees through processes and systems, and moving everyone forward, together.
But all that superior macro vision couldn’t prepare Jamie for a pandemic and the health crisis that came next. Or could it? Amid the challenges that marked summer 2020, Jamie discovered she had breast cancer. The diagnosis swiftly shifted all of the company’s micro concerns onto her team. “I couldn’t do what I used to do, and for me, that was extremely hard.” But not without its rewards. It’s a testament to Jamie’s management style how well the Grady's family flourished as she focused on her recovery. That time away also provided Jamie with a fresh perspective. “It’s so much easier to see [challenges] from a distance than it is to see in the day-to-day when you’re in it,” she says.
Meeting challenges and being of service is a hallmark of Jamie’s character. She’s an active member of FIDA, admitting that she initially got involved solely for the data. Now, she champions FIDA’s exceptional educational programs and access to talent.
Perhaps her most meaningful professional commitment is to those in need of a second chance. Grady's, long known for making connections, offers employment opportunities to folks whose criminal record may prevent them from securing meaningful work. The program has turned out to be a win-win. “They’ve always provided me with more motivation than I could ever have provided them,” she says. Yet another reason why the Grady's team receives the highest marks on that litmus test.
MENTIONED IN THIS EPISODE:
DT069: Steve Diest on career paths and recruitment strategies in wholesale distribution
CONNECT WITH JAMIE ARGUELLO:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
“A distributor is very much about micro marketing; [ ] they win the battle one customer in one relationship at a time.” -Steve Deist
Distribution has a PR problem. Longtime listeners will no doubt recognize that phrase as one of Jason's favorites. The lament takes aim at the industry's lackluster attempts to attract fresh talent, anyone who hasn't grown up in a family business and, therefore, remains clueless to all that distribution offers.
Steve Deist, chief operating officer of Ewing Irrigation & Landscape Supply, agrees. He chats with Jason about the math that makes distribution work, the industry's noble mission, and, of course, the value proposition about which more young people should know.
"I'm really, really boring," laughs Steve before launching into his origin story. His career trajectory, while not glitzy - an engineering degree followed by time on the manufacturing side, 20 years worth of consulting, 4+ in his current role - has provided him with a unique vantage point from which he can see the industry's promise and pitfalls.
"One of the first ah-has that you get from distribution is that it's all different, right? If you've seen one, you've seen one." Steve considers the sheer diversity reason enough to consider distribution as a viable career option.
Add to that distribution's persistent presence as an economic force, and you've got a recipe for steady professional growth. From the 1970's onward, for instance, "the number of the percentage of the GDP and the number of wholesale distribution companies is pretty darn stable." According to Steve, that's a function of the key value that distributors provide.
So why don't more folks out of college (or even high school) give serious consideration to distribution? Messaging.
"I think we tend to be a little shy and not willing to put our employee value proposition out there," Steve says, pointing out that distribution doesn't do a very good job about talking itself up. Sure, big tech gets all the glossy press. Yes, their hotel-like HQs are status campuses. Distribution, however, offers unprecedented opportunities for advancement - and far earlier than those management-heavy behemoths.
The industry also offers an exceptional relationship-building, difference-making environment that resonates with Gen Z. "At Ewing, I don't care about selling them this rotor or this bag of fertilizer this month. I mean, I want to do that," he laughs.
Ultimately, Steve says that Ewing's goal is to make their customer successful, to help them grow rather than simply rating a transaction. "That's a long-term career relationship," Steve says - the kind that will attract a new wave of leaders.
MENTIONED IN THIS EPISODE:
DT: Mike Marks on reinforcing your foundation and building market share during difficult times
CONNECT WITH STEVE DEIST:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
“Pick the right system for yourself... At some point, you trust your judgment and whoever you’re working with that,’okay, this is gonna work.'” -AJ Maloney
AJ Maloney has weathered a lot of changes - as has the family business he once guided. While this former vice president of Coburn Supply in Beaumont, TX, may have passed the baton onto the 4th generation of leaders, he still has plenty of sage advice to share. Jason chats with AJ about sustaining multi-generational success, the perils of large-scale systems migration, and the importance of association membership.
“The first rule that we’ve had when we hire a family member is that anybody we hire, we can fire.” That’s AJ laying down the company law. Being born into this family business doesn’t guarantee your spot. Instead, there’s an informal rule that family members can only join the ranks if they’ve pursued other professional options outside of the company.
It worked for AJ. The one-time math teacher and coach returned to Coburn after ten years in education. That time out in the “real world” bolstered his affinity for processes and pure data. “I guess I am a nerd,” he laughs. It’s a badge he can wear proudly, having successfully overseen the company’s transition from pen-and-paper orders to POS back in 1992.
As Coburn has expanded (53 locations!), the scaling, integrating, and upgrading have continued. With growth, however, comes pain; the trick is to keep it to a minimum. A recent overhaul of the company’s warehouse management system proved trickier than AJ had hoped. “It’s worked well for us, [but] it was a difficult transition into it,” he admits. “The wheels came off the bus.”
Having clarity of vision and regional specialists in place made the difference; that upgrade transformed Coburn. AJ says any transition is a learning process; there are always tasks you wish you’d approached differently or challenges you wish you’d anticipated. Ultimately, he advises others to pick the system that works for their business rather than the flashiest tech because, once installed, “you have to get to a point where your employees trust the system.”
Coburn operates a vast network of sites, including multiple showrooms, distribution centers, and pipe yards. Setting an example for the next generation who’ll take over that large enterprise is important. AJ joined the American Supply Association’s advisory side to be of service to his fellow members and those rising in the ranks. He cites ASA as having helped broaden the experience of those in the industry, especially with programs geared toward emerging leaders. “I think they’ve done a great job of developing it and continuing to emphasize it.”
Coburn’s future is in excellent hands thanks to the foundational values of its not-so-distant past.
MENTIONED IN THIS EPISODE:
DT: Gordon Graham On Distribution Inventory, Speaking from the Stage, and Maintaining Integrity
CONNECT WITH COBURN SUPPLY:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
“One of my clients put it in a really great way. He said, ‘Get your arms around the day before it gets its arms around you.’” -Jason Bader
Want to sleep better tonight? Sure, it’s an odd opener - until you think about all the nagging issues that keep managers (especially new ones) up at night. In this episode, Jason flies solo, sharing his favorite tips for building a solid day-end routine regardless of industry.
Think of this episode as a coaching session with tangible action items. Anyone can finish their day implementing Jason’s foundational steps. He advises setting aside a solid 30 minutes and promises that no special tools are required except pen and paper, which, admittedly, might feel special if you’re someone who’s a committed notes app user. “There’s something phenomenally magical about putting pen to paper,” Jason says of the old-school approach.
So what to put on that blank slate? Lists, of course - in a decidedly different format. Jason advises listeners to shift focus from a general brain dump in favor of detailed reflection. The questions that prompt this part of the day-end routine provide answers to spark the next.
The second exercise borrows from Stephen Covey’s advice: sharpen that saw. In other words, take time for self-development. Jason recommends reading a trade article, watching a YouTube video, or listening to a podcast (ahem) that informs or teaches. From five-minute reads to quick episodes, you can learn and retain a lot of information at the end of the day.
The final step is the one we’re all most familiar with - creating a list. Here again, Jason refers to one of his favorite authors for guidance. Brian Tracy advocates for eating that frog! It’s a phrase that refers to prioritizing the biggest thing first. Jason agrees, recommending that listeners create a task list with built-in punch.
Not sure where or how to begin? “I want you to go back and actually find a way to prioritize it,” Jason says, revealing that the best lists follow a simple ABC plan.
The goal here isn’t perfection. Even Jason admits to missing the mark on his day-end routine and reaping the results. “When I wing it, man, things are all over the place!” When he takes that time-out at the end of his day to reflect, invest in his personal development, and plan? “I think I earned my keep today.”
CONNECT WITH JASON BADER:
MENTIONED IN THIS EPISODE
7 Habits Of Highly Effective People - Stephen Covey
Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time - Brian Tracy
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
“We’re always learning. Our customers are teaching us. They are tremendous professors.” -Patricia Bible
Throughout the pandemic, restaurants have received much of the press. But what about the suppliers behind the pizza joints, Thai carry-outs, and doughnut shops? How are the distributors fairing? Well, at least one of them is thriving through tough times. Patricia Bible, owner and CEO of KaTom Restaurant Supply in Kodak, TN, joins Jason to discuss the other side of the hospitality industry. The company’s success is rooted in its dynamic leadership and service-oriented culture.
“It’s been a very different last twelve months. We’ve seen lots of things change, and we have had to dig deep within ourselves to become better and to look at the world through a different set of eyes.” In speaking with Patricia, one feels that she doesn’t spend too much time dwelling on the past. Since KaTom’s inception, the company has strived to meet the future earlier than everyone else.
That philosophy might have spelled doom for any husband and wife team with little distribution experience. For Patricia and her late husband Tim, it just meant they had to work a little smarter than their competitors. They even worked smarter than the supply chain expert they hired to help with KaTom’s first big warehouse set-up. The big shot didn’t survive. KaTom, on the other hand, continues to thrive.
Although talk of expansion is a perennial KaTom conversation, Patricia prefers everyone - including her grown children - under the same 160,000 roof for now. “I can get up from my desk, be in the distribution center in six to seven minutes [and] walk the entire distribution center several times a day, see what the pain-points are.” That accessibility fosters trust and long-term loyalty in the trenches as well as in the C-suite.
But she’s not counting exclusively on the old guard for the next new ideas. Instead, Patricia’s actively courting Millennials into the restaurant distribution industry through internship programs with local universities and outreach via KaTom’s retail facility. “I think [Millennials] are the most brilliant individuals because they’re not afraid of anything,” she explains. “It’s really refreshing. We have enjoyed it immensely.”
Patricia is as passionate an advocate for the industry that has provided her family with its livelihood. She’s participated in FITA - The Federation of International Trade Associations - leadership activities and programs for many years. She credits FITA speakers with teaching her more about supply chain management than anyone else. “[FITA] has revolutionized KaTom,” she says. Smart money says KaTom’s achievements are 70/30 due to Patricia’s exceptional guidance.
CONNECT WITH PATRICIA BIBLE:
CONNECT WITH JASON BADER:
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
“Now you're able to offer your customers something that will financially protect them from what you know is a potential expense, but they view as a non-expense down the road.” -Rich Danchisin
If you’ve listened to the podcast for a while, you know that distributors who can teach a contractor how to make more money foster loyalty for life. The challenge is finding opportunities that don’t squeeze already tight distributor margins.
Enter Rich Danchisin of Trinity Warranty. His company offers creative extended warranty solutions across multiple verticals. These customizable programs on residential, commercial, industrial products might be the edge your company needs to boost its bottom line.
“We design programs to fit the needs of the distributors that we work with.” That’s Rich with a Cliff’s Notes version of Trinity’s focus, but his swift delivery doesn’t do the products justice. Trinity provides comprehensive warranty programs to contractors who install and maintain heavy equipment - think HVAC, refrigeration, LED lighting, and even pool equipment.
The offering can provide wholesale distributors with a good income source without the pesky burden of cash tied up in depreciating physical inventory. For the contractor, Trinity’s warranties remove the friction associated with so many service calls, allowing them to repair equipment and receive payment aligned with their market and business model while not costing the consumer anything at the service time.
So, how do warranties help the distributor side of the relationship? Coverage is the perfect tie-in for what they’re already doing, and, as Rich points out, with Trinity, distributors can select one warranty company to cover everything, regardless of manufacturer. “I like to say we are brand agnostic,” he laughs. It’s profitable peace of mind any way you look at it.
Trinity also provides extensive training to distributors who want to provide comprehensive educational support to contractors as part of their value-add. Alternatively, these warranty programs can simply provide passive revenue streams, depending on a distributor’s goals.
Finally - and crucially - Trinity’s ability to customize private label coverage is yet another reason to consider adding warranty options to the menu. A company-branded program can differentiate distributors in tight marketplaces by going above and beyond a manufacturer’s primary offering. As Rich says, it’s a great way to become known as a more innovative distributor than your competitors.
CONNECT WITH RICH DANCHISIN
Trinity Warranty
danchir@trinitywarranty.com
CONNECT WITH JASON BADER
Jason Bader on LinkedIn
Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
"It's very hard to get them to go along with it, to try the new idea, the new way of doing it. Now, once they try it, generally, they'll say, gosh, this is good!" -Gordon Graham
After years of using Gordon Graham’s methodology to power The Distribution Team, Jason finally sits down for a one-on-one with the man who revolutionized an industry.
Known for his integrity and easy-to-understand logic, Gordon is the undisputed dean of distribution inventory management, having written the book on the subject in the late 80s. This conversation is as much a treat for fans of Gordon’s work for those who’re unfamiliar with his revolutionary approach.
It seems ridiculous now, in an age of specialized systems, but, back in the dark ages of inventory management software packages, distributors struggled to make standard manufacturing programs work within their own verticals. You can thank Gordon for solving the issue.
“One of the things that I developed was the way to handle the line-buying problem.” He drew on his previous trials-and-errors to write a common-sense approach entitled Distribution Inventory Management For The 1990s.
Gordon’s appeal spread with the book’s publication. Software companies that incorporated his methodology received his endorsement, a gold standard that distributors sought when installing or upgrading their management systems. Those that didn’t receive Gordon’s seal of approval got angry and tried to get even. Gordon refused to cave to the economic blackmail. As a result, he’s still the trusted voice of authority and reason three decades later.
Gordon saw the value in simplification. “That was one of the reasons I never did care much for the real high math approaches to inventory control,” he says, “because, not that they don't get good answers, it's just that the people using the system generally will not understand how that computer got an answer.”
Still, as broadly appealing as his ideas were, and as much as he wanted to share them, Gordon knew when to bow out. “I had to admit that a lot of my stuff didn't work everywhere. And one of the things I had to be real careful was not trying to force it into where it didn't go.” That speaks to Gordon’s integrity and ability to remain humble enough to learn from his encounters with new systems or formats.
Now 87, Gordon trades conference speaking war stories with Jason and remains keenly aware of how important it is to live life by your word and aligned with your faith.
MENTIONED IN THIS EPISODE
UID - University of Innovative Distribution
CONNECT WITH JASON BADER:
Jason Bader on LinkedIn
Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
“I think there's plenty of conversations that can be had with competitors that are valuable and are productive - just not pricing.” -John Kelly
Oh, the allure of those big government contracts! Not so fast… John Kelly, Chief Corporate Officer of Jo-Kell, a shipboard electrical and industrial automation specialist, sits down with Jason to discuss the great and the not-so-good aspects of working with the federal government.
Jo-Kell has undoubtedly carved out a profitable niche for themselves with the US Navy. Still, as Jason learns, a lot of John’s success within the company is due to his participation in AHTD - the Association for High Technology Distribution.
“Early on, I decided on Marty and Suzy because it was something that would make me stand out less,” John says, recalling the mundane but tricky situation every kid who’s grown up in the family business has had to address. “If I called them mom and dad, I'd be the different one.”
Choosing to stand out at holiday family gatherings rather than at the office has worked out well for John. Although Jo-Kell deal primarily in circuit breakers, they’re known extensively for an ability to source everything from sand to altars. Non-stock procurement is an underrated part of distribution but, as John points out, “There's a reason why [your customers] go to you for that, and there's a value to that.”
Before the Navy can ask for anything, their suppliers must meet layers of requisite processes and certifications. “Getting that set up and then, going through the audits every year and having not just our company's approved, [but] we have individual people that are approved to be these inspectors...it's a lot of work,” John says.
Contrary to popular opinion, that $500 toilet seat earmarked for a Navy destroyer isn’t the same as a $10 item at the local home store. Testing and traceability make up the cost differential - a lead most news stories miss in favor of a headline denouncing the high price tag.
Over the years, however, John’s learned to take news cycle and government budgets in stride. No matter who’s in control in Washington there’s always s level of consternation when it comes to when and how much the Navy can spend. John says his energy is better spent on meeting performance benchmarks and overseeing an upcoming acquisition, his first-ever. He’s grateful to his fellow AHTD members - his competitors - for their wisdom and support.
“Everybody wants to see other people succeed,” he says, busting the myth that competitors can’t share best practices or help each other out.
CONNECT WITH JOHN KELLY:
John Kelly on LinkedIn
CONNECT WITH JASON BADER:
Jason Bader on LinkedIn
Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
“We try to live by the golden rule, not only in every day dealing with customers and vendors, but also in our acquisition processes.” -Mark Patton
Want to know the secret to talent development, mergers and acquisitions, or working with private equity partners? It’s not classified information; it’s culture. In this episode, Jason speaks with Mark Patton, CEO of Colony Hardware, about managing the myriad relationships that fuel his company’s multi-territory success.
“What we've really focused on is growing the business, and in order to grow and scale a distribution business like ours, I think you really need to focus on expanding the footprint.” Since joining the company ten years ago as (COO and CFO), that’s precisely what Colony has done: 40 locations in close to a dozen states, all east of the Mississippi except for their Texas outposts. The company’s success has a lot to do with Mark’s keen financial acumen.
Earlier in his career, he completed GE’s financial management training program and, later, his MBA. He’s quick to cite a robust talent development track as another reason for the organization’s success. “When we're interviewing for the training program, we kind of use a panel approach; it's just so important to get that good cultural fit.”
The importance of good cultural fit extends to every aspect of Colony’s operation, including newly-merged entities. “We always do a fairly significant onboarding event [for ERP migration, for example] when we have a new group.” That transparency eases fear of the unknown amongst new members and fosters goodwill throughout the acquired organization. And when it comes to acquisitions, Mark prefers them to greenfield startups, even though he’s enjoyed success at Colony with both.
“I love doing acquisitions,” he says, adding, “we probably pass on as many acquisitions as we actually consummate because it has to be a really good cultural fit.” In fact, a company’s culture - not necessarily its price - can mean the difference between proceeding with an acquisition or establishing a start-up instead.
As for private equity relationships, here too, Mark aims for the right fit. “I think 15 % or more of the US economy now is controlled by private equity,” he says, “so, there, our relationship is they are a shareholder.”
Good financial partners bring a valuable perspective to the company. They also hold management accountable. While that may sour some owners against private equity, Mark speaks the truth: capital ultimately drives expansion. “You got to borrow it, you got to invest it yourself, you got to earn it, or you have to go get other partners and shareholders.”
MENTIONED IN THIS EPISODE
Predictive Index
CONNECT WITH MARK PATTON:
Mark Patton on LinkedIn
CONNECT WITH JASON BADER:
Jason Bader on LinkedIn
Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
"And I'm in there -- the hat on backwards, t-shirt, and jeans ripped. I've got no job, but I'm keeping my word, right? That I was going to take care of this person no matter what." -Ward Bassett
Ward Bassett understands how quickly one’s luck can run out -- and what it takes to persevere when everything goes sideways. Ward’s early life played out like a classic teen adventure film befitting someone born grasping a silver spoon. Then tragedy struck, leaving him to make sense of life.
Today, Bassett Salon Solutions' CEO credits a crash course in humility and enviable timing for his second chance at success. Jason chats with Ward about his unusual origin story, what he’s learned about acquisitions from the school of life, and the mantra that’s fueled his entrepreneurial spirit from day one.
“Help people get what they want, and you will always have what you need,” Ward says, reciting his father’s oft-repeated advice. “I just never forgot that.” His dad knew of what he spoke. The senior Bassett founded Bassett Racing. At age 19, Ward’s future in the high-octane sport of motocross was bright. Then, his father’s untimely death set Ward adrift. “Any money left behind, I blew,” he admits. Broke and carrying a massive chip on his shoulder, Ward found himself in a karate dojo, far from college-bound but somehow on the right path.
The circuitous journey from hair model to successful salon products distributor has a lot in common with Ward’s early days in motocross. He applied himself to both pursuits and took advantage of his access to the industry’s smartest people. Those connections provided him with a better education than any college program. To this day, he recommends owners surround themselves with people outside their business and even their industry, like a CFO coach, to provide unbiased support.
Still, no matter how much he’d learned on that job, life teaches new lessons—case in point, Bassett’s one and, so far, only industry acquisition. Before setting up his own operation, Ward had sat in on multiple buyouts, but it wasn’t until he drove the entire process from the owner’s that he realized all the little things he didn’t know. “We certainly had some ego going in,” he admits. No regrets, though. He’d do it all over again, only wiser about it next time.
Humility and an uncomplicated approach—what some might still call luck—are the critical ingredients of Ward’s success. Now, he’s paying it forward by supporting causes near to his heart. Check out his motocross-themed video for ChildHelp USA, then visit the foundation’s page for more information.
CONNECT WITH WARD BASSETT
Bassett Salon Solutions
CONNECT WITH JASON BADER:
Connect with Jason Bader on LinkedIn.
Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
“My theory is that “status quo” kills the future.” -Paul Glover
In a rush to put distance between this year and the last, what opportunities have you left behind?
Paul Glover, the “no BS” work performance coach, is back, with a new webinar and an urgent directive: stop referring to 2020 as the worst year ever!* He sits down with Jason to discuss keys to building more robust, engaged environments that will thrive in the next normal.
“Well, obviously everybody is happy to see 2020 in the rearview mirror. But, after having lived it and taking some time to reflect, I'm calling bs on considering 2020 as a throw-away year!”
If you caught Paul’s last appearance on this podcast, then you already know he’s the definition of dynamic. He’s also knowledgeable, and he’s watched the status quo kill bottom lines more thoroughly than any pandemic. “In the times of good, we develop really bad habits,” he says - as individuals and organizations.
Cast your memory back a decade or so. Although not without their hardships, the last 8-10 years have corrected much of the subprime crisis of 2008. Sure, innovation remained a big-picture buzzword, but the day-to-day? We’ve all gotten comfortable with our processes, as humans are wont to do after such a massive collapse. And then...
2020 served up a once-in-a-lifetime disruption with vast potential - and a limited shelf-life. “The chaos is yours to take advantage of,” Paul says, referencing the title of his latest webinar.
Thanks to the pandemic, most companies already have a head start at an organizational renaissance. From the warehouse to the C-suite, employees have proven their adaptability. Even those steadfastly reluctant to change in the past have mastered new tech and rigorous safety regulations. “How about if we build on that by saying you've shown me that you have the ability to do more,” Paul says. “And...reward that! Help them grow!”
Now the big question: How?
Paul suggests crafting a thoughtful plan that considers ground-level processes as well as sky-high wishes. Just remember that the status quo is always lurking, ready to derail best intentions with bad habits. The next normal, he says, requires both forward-thinking and hindsight. “We have such a tendency to want to rush to the future. But you can't leave that experience behind.” Bring those lessons with you and pay 2020 the respect it deserves.
Two ways to get ahead of the next normal: Join Paul’s next webinar The COVID Crisis Would Be A Terrible Thing To Waste and Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers.
*All points of view are relative, of course. Our intent is not to diminish anyone’s personal suffering or disregard genuine struggles that business owners have faced since the pandemic began. We wish only to provide some positive context.
CONNECT WITH PAUL GLOVER
The No BS Work Performance Coach
CONNECT WITH JASON BADER:
Connect with Jason Bader on LinkedIn.
MENTIONED IN THIS EPISODE:
DT041 - Paul Glover
DT013- Martha Brooke
DT054 - Martha Brooke
Herb Kelleher
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
http://www.distributionteam.com
"By working together, you can really improve the quality of the solutions that you bring to bear against, you know, the problems that you deal with day in, day out." - Marshall Jones
As years go, 2020 didn't leave much behind to recommend it...or did it? Amidst the difficult aspects of the last ten months, distributors managed to string together small but mighty bright spots. In this episode, Jason is joined by business partner Marshall Jones to discuss their favorite takeaways from the last year.
The pair also debut an exciting new leadership forum focused on peer support. If you're ready to commit to 2021's promise or simply looking to banish a few overexposed phrases, Marshall and Jason have you covered.
Last year's silver lining is easy to find - if you know how to look. Instead of searching for a considerable gain, Marshall urges owners and management to add up their small wins instead, then build upon them. "Everyone that survived this [2020] walks away with a really strong sense of accomplishment. They've learned a lot about themselves and their teams and their strengths and what they're capable of doing."
But what should leaders do with that information? How do they transform 2020 hindsight into 2021 insight? And who can they turn to address the challenges that lay ahead?
Peers.
Connected Peers, to be precise, our professionally moderated, industry-specific peer-to-peer forums. Our new concept fosters growth for members and their companies by harnessing the power of experience sharing. "These peer to peer networks have been fantastic," Marshall says. "They really create an opportunity for professionals within the distribution industry that really are often alone in their companies."
With Connected Peers, leaders can interact with their counterparts in other companies and even in different verticals to share best practices, exchange ideas, and fend off stagnation in an environment of inclusive collaboration
Thanks to last year, members of Connected Peers forums have an entirely new catalog of professional experiences from which to share and learn. Masterful pivots, tech triumphs, quick-changes. The pandemic hastened in months transformations that, historically, have taken years to complete. "In the past, for us to find these innovations," Marshall says, "we've had to have a recession or a depression to get us to make these changes." Not this time. Distribution adapted to incredible pressures in months or, in some instances, weeks.
That's the kind of in-the-trenches expertise Connected Peers aims to harness. Listen in to learn more about this incredible forum as well as the words Jason hopes to banish in 2021.
CONNECTED PEERS
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Marshall Jones on LinkedIn.
http://www.distributionteam.com
“The old sales process is dead and, frankly, good riddance. ” ~Jason Bader
Can a decade-old film about baseball provide fresh ideas for distribution? In this rare solo episode, Jason talks with you about driving company growth using the intelligence you already have at hand.
As a self-professed data junkie, it’s no great leap for Jason to pull cues from Moneyball while discussing the lessons he’s learned at his day job as a consultant. The 2011 true story follows Billy Beane, the general manager of a middling baseball team, as he becomes first in the major leagues to embrace economic algorithms as a tool for uncovering value - in his case, underrated and, therefore, underpriced players. The gut instincts of seasoned field scouts couldn’t override empirical evidence: intelligent analysis saves money and wins games.
In baseball, the data begins with an analysis of past performance. In distribution, past transactional data provides the foundation upon which to build new customer avatars and expand current client profiles. T
his data allows businesses to grow sales by understanding what people are currently doing versus what they could be doing in the future. Business intelligence prompts smarter questions and provides more precise answers. That information translates into more efficient and more profitable sales teams.
If COVID has taught us anything, it’s that the old ways of courting and calling on customers are dead. And good riddance, too. The worldwide reset has forced companies to address wasted time and energy, own up to mediocrity in their sales process, and get serious about their survival. All distributors have to do is extract (and use!) the data they’ve already collected.
Just like Beane did with his 2002 Oakland A’s.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
If you need any help out there in your distribution business, reach out to Jason. Thank you for helping drive this podcast over the year. Have a safe and happy holiday. And, hey, let's look forward to 2021.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
“Your best customers are subsidizing your worst customers.” ~Franke Hurtte
Talking shop with Frank Hurtte is akin to auditing a masterclass in distribution longevity: no matter the vertical, he’s always ready with a personal anecdote and answers to some of today’s most challenging problems.
Frank has successfully parlayed 28 years in direct distribution into a consultancy, as well as a byline on multiple books and hundreds of industry articles. He shares some of that expertise with DT listeners for free - a tactic he says distributors themselves should abandon now before it costs them their entire business.
“The people I work with are people that add some value to everything that they sell.” Frank dubs these clients knowledge-based distributors, men and women who trade in more than just boxes of stuff. They’re product specialists, and it’s beyond time to stop giving away that knowledge for free, in essence, devaluing the customer service they bring to the table.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Franke Hurtte on LinkedIn.
“The small guys got to do something to differentiate themselves,” Frank says. He suggests the best way to survive amidst the big players in the industry is through product information and customer service - two benefits Amazon isn’t interested in providing. The trick, of course, is to know when, how, and who to extend the value to - and at what cost.
Frank counters pushback from those who balk at charging for expertise with trademark earnestness. “Unless you get a handle on that, you’re going to be a former, really-popular-but-out-of-business distributor.”
Far less controversial a topic, but equally important to a company’s success, is participation in distribution associations. Frank champions active membership, citing engagement as one of the best ways to cultivate resilience in yourself and the industry as a whole.
“Somebody’s [within the group] going to have a solution out there, and it’s good to build that network of friends that can help you through those situations.” Frank sees the knowledge shared among members as a real difference-maker to a company’s culture and its bottom line. “That’s the trade secret.”
Listen in for more of Frank’s trade secrets, including his favorite resources: Value-Added Selling by Tom Reilly and Paul Reilly; and Dr. Albert D. Bates of Distribution Performance Project
CONNECT WITH FRANK HURTTE:
The Distribution Channel
The Distributor’s Fee Based Services Manifesto on Amazon
frank@riverheightsconsulting.com
“You just have to play the niche and work with what you can and take the good with the bad.” Ed Flemmons
Ed Flemmons takes poolside particulars seriously. As president of Pool Contractors Supply, Inc. headquartered in Memphis, TN, he maintains a firm grip on the company’s financials as well as its future.
Not one to lounge around, Ed’s responsibilities extend to his buying group, where he heads the largest cooperative of independent pool and spa distributors in North America. Jason and Ed discuss changes to the industry (hint: the faces are getting younger); and promoting value at both ends of the supply chain.
“There's a variety of components that add value to the distribution chain.” Ed works every component, twice. First, from his post as president of both PCS, Inc., the family business he married into over thirty years ago. Second, on behalf of WINDO Group, Inc, the Wholesale Independent National Distributors Organization of which he is also president. Each position benefits significantly from his master’s degree in finance - an ace in the hole where bankers are concerned.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Ed Flemmons on LinkedIn.
Ultimately, Ed says real satisfaction comes from fostering relationships, whether with contractor clients, manufacturers, or group members. “I'm generally concerned about our group members, and I think that shows to them too. It's something that I just take personally because I feel like I'm going to do everything in my power to make sure everybody's successful and make sure the group’s successful.”
Family businesses like PCS often stand (or fall) on the relationships forged between generations. With his brother-in-law’s recent retirement, Ed found himself a new partner: his nephew. “I had to back off and do some real soul searching because anytime I'm in a partnership, I want somebody that is the polar opposite of myself.”
The “opposites” idea didn’t go precisely according to Ed’s plan, however. “It's difficult when you...we didn't get to choose each other; we were family first and business partner second.” The pair have since settled into their complimentary C-suite roles, underscoring Ed’s commitment to strengthening relationships across the board.
"I've always been about time management and efficiencies and finding ways to do the right thing quickly. ~Greg
"In your career, there's 5% of your time in service to your industry. Period. End of the story. And people need to hear that. ~Mike
How do two affable guys with several successful businesses between them find time to record three podcasts a week and run a leading trade organization?
For Michael Colligan and Greg Ehrich, the duo behind Get A Grip On Lighting podcast, their secret sauce is a commitment to serving the lighting industry. It’s been a while since I appeared as guest number one on their show; now, Mike and Greg are here to return the favor, shedding light on how they keep these interconnected parts running smoothly.
“I have a couple of different angles. I love distribution, I love contracting, and all these things dovetail together,” says Mike of the businesses he runs when not behind the mic - although he’s often managing business even while recording. The show he created and that he and Greg now co-host, is the official podcast of The National Association of Innovative Lighting Distributors (NAILD). It’s a great fit, not least because Mike and Greg embody what it means to innovate in all areas.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Michael Colligan on LinkedIn.
Connect with Greg Ehrich on LinkedIn.
Through their individual companies, each had championed advanced lighting technologies like CFL and LED, getting on board when cool lighting was just getting hot, paving the way for their collectively bright future endeavors. “It's kind of like your card in the door everywhere because everybody needs lighting,” Greg says.
Even during the pandemic, the pair continue to innovate. Connection is key for both men. Separately, each is driven to find the best fit for their customers and the planet. Together, Mike and Greg have committed to giving back to an industry that has provided an abundance of opportunity to forge relationships.
Podcasting and live streaming trade show events (remember those?) are two of their activities. The other is participation in the industry’s trade organization. Participation is probably too soft a word for what Mike and Greg do. Rather than stopping at board participation, they signed on to oversee the organization’s interests and advance its standing. And they created an entire management company to tackle the job.
“We wanted to bring it to the next level,” Greg says, and they’ve done just that, with enhanced education options and a fresh appeal to the next generation of industry leaders.
With all they’ve accomplished to date, it’s hard to believe that Mike and Greg have the same twenty-four hours in a day as the rest of us. It’s not magic; it’s time-management.
MENTIONED IN THIS EPISODE:
Distribution Talk e17 - Commodity vs Consultation w/ Brenda Puckett
Get A Grip On Lighting e1 - w/ Jason Bader
Get A Grip On Lighting e45 - Women In Lighting w/ Brenda Puckett
Get A Grip On Lighting e132 - Disrupt Or Die w/ Brenda Pucket
CONNECT WITH MICHAEL COLLIGAN & GREG EHRICH:
Atlas Lighting
Premier Lighting
Get A Grip Studios
Podcasts
Get A Grip On Lighting
NAILD
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
"Clients are looking for meaningful information from their customers about what they expect and what they perceive and what’s going on in the world." ~Martha Brooke
Martha Brooke is back with more sage advice for survey-wary CEOs. A lot has changed in the world since I last chatted with the founder of Interaction Metrics way back in 2019.
This time, she’s sharing valuable insights around pandemic-era company reviews and translating data into actionable improvements.
“[COVID19 is] just such a sea-change that will affect us forevermore. Some things, we’re not going back to and, so, this is just a great time to find out: how do we set new strategies that continue to raise the bar on sales and on employee performance?”
While some businesses are suffering through pandemic fatigue, Martha and her team are busy compiling data-driven answers for companies willing to ask the correct questions. She, like her clients, is after evidence; details not spilt over cordial lunches (remember those?) or friendly customer service calls. No one’s going to provide the intel your business needs to thrive in today’s climate over lunch, no matter how honest the conversation.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Martha Brooke on LinkedIn.
Candor comes from open-ended inquiries and double-blind collection instead; well crafted, expertly analyzed information, organized by an unbiased third party.
“One of the reasons to work with a customer experience research company like mine is, we don’t give a damn,” says Martha. “We’re just there to report the evidence.”
Too often, owners shy away from the kind of evidence Martha uncovers. They fear answers that require complicated solutions. Sure, customers do come back with pie-in-the-sky requests (“create an app!” “open a branch closer to me!”). More often, Martha says the feedback leads to small tweaks companies can undertake in hours, not months.
Additionally, she points out that customers will only continue wanting more from you, a byproduct of the information-rich times in which we live. Best to implement low-hanging changes and get ahead of the curve while planning for those long-term improvements.
Owners looking at this year’s bottom line for excuses to delay customer intelligence-gathering might want to rethink that game plan. Martha suggests repurposing survey information to extend the cost benefits. The data, she says, has myriad uses: on marketing collateral, your website, and social media channels.
“Not all data is worth gathering but... surveys are not expensive.” And the investment can establish essential baselines for post-COVID strategies.
Listen in to Martha’s first appearance on Distribution Talk here.
Get Interaction Metric’s Five Standards For Excellent Customer Listening here.
MENTIONED IN THIS EPISODE:
Peter Drucker
Five Standards for Excellent Customer Listening
CONNECT WITH MARTHA BROOKE:
Interaction Metrics
hello@interactionmetrics.com
"I think it’s just an apt message for this time, to share with our team, with each other that, hey, we're counting on you to just continue to grow.” ~Mason Greene
Few industries have weathered more storms during the pandemic than foodservice. From restaurants to suppliers, the pressure on this vibrant vertical to provide will not ease any time soon. Jason chats with Mason Greene, third-generation president of Hotel & Restaurant Supply, about how he’s fostering responsibility and encouraging innovation amidst challenges.
“When I stop and think about it...it's a great opportunity in the space we have,” says Mason about distribution in general and the foodservice vertical specifically.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Mason Greene.
Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
Throughout the conversation, Mason routinely circles back to the relational aspect, how much the business has given him and how much he enjoys paying that forward.
In addition to overseeing a multi-showroom company known for quality service in sales, warehousing, and design-build, Mason currently serves as chairman of FEDA. He credits the industry organization afforded him space to gather intel and make long-lasting connections.
“It’s definitely a phenomenal experience and I’m thankful to be able to serve in that way and grow in that way.”
He’s incredibly proud of FEDA’s young leaders program, with its mission to develop talent and engage the next wave of professionals. Creating an environment in which young talent feels welcome is a win-win for the future of distribution. That said, attracting accomplished recruits requires commitment from leadership.
Mason points out that generations often maligned as “job-hoppers” are merely looking for environments that value their tech-forward approach. “A young person can really come in and make an impact, you know when they bring in those skills and ideas.”
Mason recently tapped new tech to streamline protocols from the office to the showroom, but he’s quick to point out that the systems upgrade was more than just a software improvement.
“[It’s] an investment in our people.” Providing first-rate tools signaled to Mason’s team that they can continue to count on his support of their long-range goals, even now. That’s created a ripple effect.
“I hear our customers saying we're counting on you,” Mason says. Vendors, too. He’s doing everything he can to strengthen relationships all along the chain and ensure mutual success as everyone in the industry rides out the storm together.
“Wherever you're coming into a new place, look for opportunities to get curious, to ask questions, to be a learner - maybe even before you're a contributor.” ~Katie Munro Powell
Curiosity is the catalyst for Katie Powell. As president of Munro Companies, Inc. in Grand Junction, CO, she approaches leadership with an inquisitive attitude. Jason and Katie discuss the finer points of running both a distribution and a manufacturing division; as well her commitment to service, whether she’s in the C-suite or leading the Girl Scout troop.
“The more time that I spent with the team, and the more time that I understood the value that a business like ours brings to our community and our customers and our employees, I got hooked on wanting to make the business better.” Katie’s appreciation for the company her father and grandfather started in 1965 comes with a caveat: she didn’t get hooked immediately.
Instead, she struck out to find success on her terms, away from Grand Junction. Twenty years later, her marketing career at a crossroad, Katie dialed up her dad to offer her services - if he’d have her. Or, she’d chart a new course elsewhere. “He was silent,” she laughs. “I want to say it was [for] two traffic lights.” Not only was he thrilled to have her but, from day one on the job, he introduced his daughter as the future head of Munro.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Katie Munro Powell on LinkedIn.
His faith in Katie paid off. Her career achievements outside the company, coupled with her willingness to onboard so thoroughly upon her return to the family fold, has propelled Munro into the 21st century. She set ambitious goals, prompting employees to challenge their limiting beliefs and punch above their weight. Then she identified the key differentiators of each business and honed in on the needs of their distinct customers.
Although the divisions complement each other, as separate entities, they offer Katie a unique perspective. “When I have my distributor hat on, it helps me to talk to my manufacturing partners in a different way because I also understand what they're after.”
Double the business, double the challenges. As the market shifts away from natural gas and coal production, Munro’s distribution side has had to reevaluate. Still, Katie’s not about to abandon the rewards of leading with a learner’s mind. “Wherever you're coming into a new place, look for opportunities to get curious.”
“I learned early on just being nice and kind to the customer can go a long way.” ~Dale Hahs
Dale Hahs has initiated dozens of innovations throughout his career at AIS Industrial & Construction Supply in Denver - from system upgrades to expanded product lines.
And while technology has allowed him to implement cool features such as 360º virtual warehouse views, Dale attributes his company’s success to strong customer relationships and peer networks. Jason chats with Dale about responding to the marketplace during COVID-19 and collaborating with Affiliated Distributors.
“It's nice because we are so diverse and we sell into so many different marketplaces that when one thing is down, we can look at other avenues where we can sell that same product to a different vertical.”
That’s the case with AIS’ foray into eBay, a marketplace that has served the company well, especially during the pandemic. With eBay, AIS has found a way to move closeout items, overstock, and niche products. The endeavor allows AIS to gather instant feedback which doesn’t happen on their general eComm site.
That line of communication sits well with Dale, who believes that customer kindness promotes customer loyalty. To that end, when his customers began clamoring for hard hats, gloves, and vests AIS responded quickly, adding safety supplies to their extensive inventory of industrial and construction goods. “It’s probably the fastest-growing category of anything that we sell.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with Dale Hahs on LinkedIn.
Pivoting to new product lines or managing sales expectations are daunting tasks even without a pandemic adding pressure to every decision. In times like these, Dale’s grateful for the camaraderie and peer knowledge he’s benefited from as a member of Affiliated Distributors. He credits the network for creating an arena where peers can support and challenge each other, where they can innovate and educate together.
Dale urges others to get off the sidelines to reap maximum rewards of membership in groups like AD. “The best way that I learned was being able to be part of the executive committee,” Dale says of his stint as chairman of the network.
These days, Dale’s excited to watch his son work his way through the ranks at AIS. Eventually, he says, things will open up enough for father and son to attend AD events, reestablishing in real life those peer relationships that make a career in distribution so rewarding.
“So the agents are becoming more and more important within the manufacturer sales funnel… We have seen agents… do more marketing, do their own videos about the product, do much more in newsletters, do podcasts, do outdoor counter days, do tailgates.” ~David Gordon, Channel Marketing Group
David Gordon turns insights into actionable strategies for his distribution and manufacturing clients. With data at the ready and a wealth of experience to draw from, the founder of Channel Marketing Group shares his views on how COVID-19 is reshaping everything from C-suite occupancy to acquisition game plans to loyalty programs. The conversation concludes with a look at trends tracked by Channel Marketing’s recent rep of the future study.
“My first job was with a company in the performance marketing and incentive industry...and a good chunk of our business was in distribution.” David parlayed early-career successes into a vice presidency. But his straightforward trajectory took a turn when the dotcom boom went bust.
“The mother of necessity is invention,” he laughs, recalling the events that prompted him to open his consultancy. Twenty years later, Channel Marketing’s primary focus is on industrial construction trades, but insights in the areas of market engagement and strategic planning are applicable across many verticals.
“Anything that can help companies gain information and develop strategies to help them accelerate profitable sales.” To that end, David’s expertise is readily available via Electrical Trends, a collaborative blog featuring over 1200 industry-related articles.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with David Gordon on LinkedIn.
David has a lot of data at his disposal and a keen sense of how to interpret it. Take the growing number of COVD-related, or at least COVID-adjacent, retirements. He notes a rash of first-generation owners or senior leaders who’ve decided to bow out in 2020. The pandemic has hastened the ascent of many next-wave decision makers.
Alternatively, this year has also prompted a lot of owners to try their hand at attracting buyers. “We've talked to a number of private equity companies who have all sorts of money who are looking for acquisitions.” But David cautions owners counting on that golden parachute. “It’s got to be something worthwhile for them to fund.”
As for Channel Marketing’s rep of the future study, while the data was produced on behalf of NEMRA, the characteristics identified can impact a rep’s survival regardless of industry. “A very high percentage of companies and a slightly lower percentage of sales actually go through third-party sales organizations, manufacturer reps, whatever you want to term them.” You’ll have to listen in to catch David’s thorough explanation of each trait, however, and strategies to implement them.
Want To Read What David Wrote? Start here: Make Sure You Don't Waste A Good Pandemic from the Electrical Trends blog.
CONNECT WITH DAVID GORDON:
Channel Marketing Group
Dgordon@channelmkt.com
“The best advice I can give you is that you can't compete with them on their strengths. You have to compete on your strengths and until you identify and figure out what those are, I mean, you're going to take a beating. ~PJ Slauson
PJ Slauson, president and CEO of CLK Supplies, LLC and Aero Lock, LLC, has grown his business from promising side hustle to profitable distributorship on his own terms. Jason chats with the 35-year-old entrepreneur about the value of a self-guided education, the art of asking for help, and the power of social media.
Early on in PJ’s college career, he had to make the difficult choice. Should he stay the course and complete his structured education, or tend to the growing number of business calls interrupting his day?
He chose the latter, pouring all of his energy, time, and money into a lock parts distributorship. In hindsight, the decision made perfect sense. After all, PJ started cutting keys in his father’s shop at six years old and sold his first business by age 12. He’s a hands-on kind of guy who collects (and implements!) suggestions from myriad sources to support his professional and personal improvement.
“That's what I've tried to do is, just take the different knowledge and information,” he says. “I'm like, okay, how do I apply this to my life as an operating system to help keep my business and me personally, keep growing and going down the road?”
Even the most voracious reader can’t post 20% growth per year on average with advice gleaned from books alone. For real-life strategic planning, PJ leans into a key management strength: vulnerability. PJ got the answers his earliest asks from other small business owners. They readily shared with him their knowledge on everything from website development to warehousing set-up, all for little more than the cost of breakfast.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn.
Connect with PJ Slauson on LinkedIn.
As you might expect from someone in his age bracket, PJ’s an expert at leveraging his social media presence, a relatively foreign concept in the world of distribution. “To me as a whole, you know...it's a transactional business, but that's not necessarily very fun, right?”
With a robust library of how-to videos on YouTube and fun locksmith tips via Instagram, PJ is returning the favor to fellow entrepreneurs, offering his vast knowledge for free. At a time when the pandemic has sidelined tradeshows and limited face-to-face interaction, PJs authentic online customer connection is as strategic as it is fun.
Interested in reading what PJ reads? Here are his suggestions from the episode: The Total Money Makeover by Dave Ramsey, The Millionaire Next Door by Thomas J. Stanley, and The E-Myth: Why Most Small Businesses Fail And What To Do About It by Michael E. Gerber.
Interested in reading what PJ wrote? Lock Rekeying Made Simple
CONNECT WITH PJ SLAUSON:
CLK Supplies, LLC
Aero Lock, LL
YouTube
“One of the most important assets any distributor owns is their transaction data and it could make them a lot more money.” ~Dave Roller, Profit2
If you haven’t addressed your company’s pricing plan in a while, Dave Roller says you’re leaving good money on the table. As president of Profit2, Dave has built his career helping distributors optimize their strategy - even against e-conn’s biggest names.
Jason chats with Dave about the art and science of pricing as well as overcoming pricing challenges - even in challenging times. It’s an episode dense with profitable information.
There’s little wonder as to why distributors avoid picking through their pricing. “There are very few businesses that have the scale [or] the challenge we have.” To prove his point, Dave contrasts a restaurant’s few hundred pricing decisions or a manufacturer’s several thousand items against Profit2’s average distributor client who makes upwards of 300,000 pricing decisions annually.
For many family-owned wholesalers, even those with shaky margins, the task seems too overwhelming to bother.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn,
Connect with Dave Roller on LinkedIn.
Much of the pushback is steeped in long-standing, first-generation traditions and ancient client relationships. But Dave sees a tidal shift happening as second- and third-generations take over decision-making duties. “When we start talking to the younger executives in distribution...there's a little bit different sensibility and a greater comfort with the concept of data mining and utilization.”
That robust ERP data presents opportunities for distributors to sort out their chaotic pricing methodology and make solid gains. Dave points to client stratification as an example. “You can use transaction data and a few other metrics to be able to enrich your customer stratification for pricing that allows you to differentiate what you charge, one customer versus another.”
Segmenting customers into groups based on various factors (such as profitability, revenue, loyalty, and cost-to-serve) minimizes the rote renewal of underperforming contracts.
As for the importance of maintaining customer rapport, Dave says, “I think we all value the relationship, sure. but you have to also step back and take the bigger picture.”
Ultimately, Profit2 sees their role as helping distributors utilize data tools to break out of the cookie cutter pricing approach. A more potent pricing model - one that fits seamlessly into a company’s culture - ultimately leads to better customer service. “That creates a profit annuity over time. It stays around. It keeps bringing you more over time.” And that’s a win-win on both sides of the sales counter.
CONNECT WITH DAVE ROLLER:
Profit2
Dave@profit2.com
“This industry is built on relationships and being able to help foster that makes a much better strengthening of best practices with all of the salons versus seeing each other as competitors.” ~Sydney Berry, Salon Services Pro
As with many distribution verticals, COVID-19 has altered the high-contact beauty supply industry seemingly overnight. But Sydney Berry sees possibilities in pivoting. In this episode, Jason chats with the founder and CEO of Salon Services Pro about her commitment to service and the company’s strategies for translating an exceptional in real life reputation to the virtual marketplace.
Whether it's teaming up with a competitor or her self-described over-communicating, Sydney Berry has built a successful, multi-state business on the strength of her relationships. “We've done a lot of outreach,” she says, explaining Salon Pro’s pandemic response.
Doubling down on virtual sales calls is only part of the plan for this hands-on distribution vertical.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason Bader on LinkedIn,
Connect with Sydney Berry on LinkedIn.
While stylists are inventing unique scenarios to safely interact with their clients, Sydney and her team are amplifying the company’s online offerings to meet these hardworking entrepreneurs where they are. In addition to exploring avenues beyond B2B, Salon Pro is experimenting with coffee chats and happy hours, virtual connections to bridge the social distance gap.
This unwavering dedication has made Salon Pro the go-to source for supplies, education, and business needs since 1997. Since taking over, Sydney has grown the company into 23 stores and two distribution sites across nine states.
Gaining trust in new salon territories is not an easy task. The notoriously insular market requires the willingness and fortitude to learn local business customs. “You just think that you have an imprint and a reputation and people will understand that you are there for this purpose,” she says. Embedding senior Salon Pro talent into the areas of expansion has made all the difference in gaining client trust.
As an added benefit, that hyper-local knowledge has informed the company’s COVID response. “It is amazing to watch because each and every state is unique in how they are as businesses.”
Service doesn’t stop at the salon. Sydney is an avid, active member of professional organizations, having participated in programs with BBSI. As the recently elected chairwoman of the PBA, Sydney has found another way to continue her commitment.
“I love our industry and I really want to see it thrive and I believe thriving can occur when we do connect in this way, because I've seen it. So that's why I stay involved.”
“I saw very clearly that this industry was the last bastion of this non-digitized space. I wanted to be the one that brought us into the new technological era.” ~Lisa Fiore, Landscape Hub
Lisa Fiore left the family business behind to transform an industry. In this episode, Jason speaks with Lisa, founder and CEO of Landscape Hub, about the challenges that have shaped her management style and the tech she’s created to revolutionize a stodgy wholesale vertical.
“Their version of the story is that I grabbed the business and took it from them. My version is they gave it to me,” Lisa laughs, recalling the series of events that ultimately lead to her taking over the family’s century-old landscape supply business in 2010 - at the height of the Great Recession.
Throughout that crisis, Lisa maintained an honest dialogue with her staff and her family about the painful adjustments to come. Fostering that level transparency taught her a great deal about the value of vulnerability, an attribute that has prepared her for the current pandemic. “We all have deep scars from the recession and I guarantee you we're all gonna have deep scars of living through this…[but] it's informed my instincts.”
Challenges should beget meaningful change. That’s a takeaway Lisa has run with throughout her career. After shoring up the family business, she left the company to realize her dream: the creation of an online marketplace connecting buyers and quality suppliers across the country.
But optimizing a fragmented ecosystem is not an easy task - or a quick one.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios. Find out if creating a podcast is right for your business at their upcoming Launch Your Podcast online class: http://www.thecreativeimpostor.com/DTLaunch
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Lisa Fiore on LinkedIn: https://www.linkedin.com/in/lisa-fiore-69a6752a
Imagine an industry in which the established common names for products change from region to region, where orders are often taken via pencil and pad. That’s what Landscape Hub is up against.
Three years in, however, Lisa is as enthusiastic about her tech as she was the first time she pitched it to venture capitalists. “This is the future of the industry and I have to be a part of it and I have to see this thing through.”
Under her guidance, Lisa and her team will no doubt do just that. An entrepreneur at heart, she’s happiest laying the foundation for future innovations.
“We are doing something that is genuinely going to change this industry. We don't know necessarily what role we'll play in terms of the finished product, but I guarantee you, what we're doing today will make a difference.”
Special thanks to our sponsor for this episode: INxSQL Distribution Software.
“Which is more important: do you want to be successful or do you want to be right?” ~Mike Marks
Mike Marks has spent a lifetime in distribution and he’s got the battle scars to prove it. In this episode, Jason chats with Mike about lessons he's learned at the helm of Indian River Consulting Group. Mike also offers suggestions to proactive leaders keen to close out 2020 on solid footing even as the ground continues to shift around them.
"People are being much more cautious now. It's a complex process but look at it this way, what's happening is a lot of folks that basically just did the turtle strategy." Cutting costs, Mike says, is a wise strategy if performed with long-view intention in mind rather than quick-fix desperation. Middling distributorships default to the latter position rather than put forth the effort required by the former.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios. Find out if creating a podcast is right for your business at their upcoming Launch Your Podcast online class: http://www.thecreativeimpostor.com/DTLaunch
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Mike Marks on LinkedIn: https://www.linkedin.com/in/mike-marks-46a7081
Mike doesn't restrict his straight talk to the softly-managed, however. Companies with their eye on the ball should use this time to reinforce foundations and build market shares by asking themselves, which is more important: being successful or being right? These days, either answer leads to a bumpy road, but only one provides an onramp to effective change.
A self-described distributor geek, Mike was involved with several different verticals before setting up his own consultancy in 1987. Since then, he's weathered crippling recessions, internet expansion, frenzied acquisition sprees, and, now a global pandemic. Through it all, he's seen wholesale distributors around the world meet and exceed growth expectations. He's doing his best to spread the word about this "giant secret" of a career option to young talent.
That said, Mike is impressed by the agility and flexibility that industry veterans have shown over the last few months. Experience has led the way with innovative solutions. "They had the trust of their customers. They could do some very different things, and people would let him, and that's where all these new practices are coming out."
Businesses positioning themselves for acquisition will enjoy Mike's insights, as will anyone seeking solid advice to carry their company through this new normal. If you're looking to come out stronger than before, this episode features tips and entertaining allegories as only Mike can share.
"I've made some business cases that were absolute just flops. So... I'm here to tell you, past mistakes are good, you know, if you can get unentangled from them and move on and don't let it scare you from getting back up to bat." ~Blair Franklin
Twenty-five years after receiving an MBA from Pepperdine University, Blair Franklin, president and CEO of AmeriPipe Supply, Inc. headquartered in Dallas, TX, is picking up where he left off, returning to Pepperdine to complete his applied doctorate in workplace behaviors. Beyond the satisfaction of personal achievement, Blair hopes his post-graduate work will guide executives to make better decisions and enhance their leadership skills.
"Can we do a better job of not only deciding who we bring into our family culture but, once they are there, how do we do the very best job we can at encouraging good behavior or mitigating bad behavior?" As head of a family-owned pipe, valve, and fittings distributor, Blair asks those questions in real-time, ever mindful that his answers directly affect the bottom line as well as the company's legacy.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios. Find out if creating a podcast is right for your business at their upcoming Launch Your Podcast online class: http://www.thecreativeimpostor.com/DTLaunch
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Blair on LinkedIn: https://www.linkedin.com/in/sbf44
As a doctoral candidate in the field of workplace deviance with 20+ years in distribution leadership, he's got a wealth of personal experience from which to draw. Ultimately, his role in the C-suite and his role as a researcher are two sides of the same coin; both involve observation and analysis of personality traits. "The thing that really fascinated me the most about our environment, at the end of the day, is understanding how people behave in the workplace."
In the quest for hiring excellence, many inexpensive evaluation tools already exist. Taken on their own, however, these tests often provide limited information.
"They just haven't been combined and analyzed in the way that we're going to do," Blair says of his research. He's striving for a more thorough assessment to find out how a candidate's personality - their moral identity, ethics, and views on workplace justice, etc. - impact their likelihood for deviance? And, how can employers use this robust data to better staff their organizations for the future?
This inquisitiveness extends to his company and his personal life as well, with Blair seeking new hires with a hunger for knowledge and instilling an ethos of life-long learning in his children.
CONNECT WITH AMERIPIPE SUPPLY, INC
AmeriPipe Supply, Inc.
"I love wrecking things. I think when you get down to it... I love disruption. I love being the disruptor and I really don't like being disrupted. So I'd love to go help somebody go disrupt some stuff." ~Andrew Johnson
In this episode, I catch up with Andrew Johnson, CEO of ShelfAware VMI, a system that monitors inventory consumption in real-time via RFID technology. His affinity for disrupting the family distributorship’s systems led to a spin-off career at the helm of a virtually no-touch inventory solution.
Andrew shares his company’s fascinating origins story as well as its mission to provide an efficient, remote data reporting method with a low-cost point of entry.
“We knew our data and our systems and our processes inside out and that hard, rough experience - really getting our hands dirty, it changed us.” But prior to tackling a massive data migration project at the family’s rubber and plastics distributorship in 2012, Andrew and his brothers-in-law weren’t exactly systems engineers.
Over the course of several months, however, the trio of self-taught technologists became intimately acquainted with the company’s infrastructure. So much so that they followed up their successful data project with a massive systems overhaul, taking a match to every process they could get their hands on.
“We would walk in, tear something down, burn it to the ground sometimes before we even really knew what we were going to put in place.” No department was left unscathed - or improved.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrew-johnson-supply-chain-innovator-5015b612/
“Inside distribution and small business in general, I think incremental innovation is the way to go,” says Andrew of the three years the boys spent disrupting his father’s rubber and plastics distributorship.
That philosophy, coupled with a drive to design bespoke systems inside the family business, culminated in 2015 with the creation of an external innovation: the vendor managed inventory solution now known as ShelfAware VMI. The hardware/software combination takes inventory reporting out of the hands of the consumer and the customer service field rep, replacing barcode scanners and clipboards with an elegant, old tech-based solution.
ShelfAware VMI uses RFID (radio frequency identification), the same system found in hotel key cards, to remotely track and collect all sorts of inventory data via intelligent packaging tags. That feedback has allowed distributors to greatly improve efficiencies with an added benefit of limiting field rep visits in the era of COVID.
“It’s been a wild ride,” says Andrew and he’s enthusiastic about ShelfAware VMI’s growth across multiple distribution verticals as well as the future of socially-distanced managed inventory.
CONNECT WITH SHELFAWARE VMI
ShelfAwareVMI
ShelfAware VMI YouTube
Katie Parris, CEO of The Part Works in Seattle, WA, is a second-generation owner who’s managing her commercial plumbing supply company from the intersection of old-school knowledge and innovative thinking. I caught up with Katie to discuss her path to the C-suite and find out why her company’s culture can top Amazon’s low prices any day of the week.
“Anybody can be the cheapest when the part’s not on the shelf.” But when a hospital risks losing $15,000 a day in revenue because a broken faucet prohibits the use of an entire patient room, they don’t price check with the giant online retailers. More often than not, facilities managers ring up The Part Works’ knowledgeable, responsive team and gets that part in hand within hours.
With its single location, The Part Works doesn’t bother paying too close attention to Amazon. Instead, they’re focused on the value they bring to their own counter. Beyond the relationships they’ve built with customers, Katie’s most proud of the connection and commitment flourishing behind the scenes.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Katie on LinkedIn: https://www.linkedin.com/in/katieparris
“My first, biggest challenge was shifting the company culture,” she says. Initially, her collaborative methods caused some growing pains in opposition to her father’s command and control style, even prompting some old-guard employees to exit. “I wasn't going to become my dad. I needed to build the future of the business around my own leadership style,” she says.
Today, the 25-employee company is a blend of long-time staff and newer recruits. The culture combined with Katie’s ability to manage for the future helped The Part Works recently navigate a much-needed tech upgrade.
“I would say 18 months of hell - but totally worth it,” she laughs, secure in the knowledge that her self-inflicted headache has yielded the company over 50% growth in two years - with zero additional headcount.
Katie’s success points to a big generational shift coming not only to her industry but as across multiple distribution verticals. She has a tip for those looking for career advice. “I think distribution is very ripe for opportunity.”
"I don't believe that a coach can be a good coach without being curious. I don't believe I have the only answer. Now, I may think I've got the right answer, but that doesn't matter. I'm curious enough to hear what somebody else has to say and have a conversation” ~Paul Glover
Workforce development coach Paul Glover is no stranger to adversity. For 30 years, he suited up to do court-side battle as a labor employment lawyer. Then, in 1995, he was convicted of a variety of white-collar crimes. He served five years in federal prison for those missteps. Today, Paul’s an expert in organizational resilience, a topic that’s crash-landed onto the business landscape in the wake of COVID-19.
“My moniker that I use is the no BS workplace performance coach.” If Paul’s bluntness doesn’t immediately win you over, his origin story might not do the trick either - and he’s okay with that.
“I have an opinion. I have a recommendation. It’s based on experience,” says the self-described “recovering lawyer” and ex-felon.
There’s a knee jerk instinct by some C-suites to write off Paul’s expertise based on his bio. The manufacturing and distribution organizations that he has had the pleasure of working with have benefited greatly from his no-nonsense coaching.
Now, he’s setting his sights on post-pandemic resilience, guiding privately-held, family-owned companies through this wildly unstable period. It’s a population niche that he greatly admires, noting that his pragmatic candor and action-oriented style align with his clientele; both coach and client understand that “if you don't act that way, you don't succeed.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Paul on LinkedIn: https://www.linkedin.com/in/paulglovercoaching/
With Resilience Edge Workshop, Paul’s expertise has gone virtual. He’s put his program through a rigorous personal test, building a successful nationwide practice by melding lessons learned at the top with those from his time spent at the bottom.
“I took that experience and believe me, five and a half years in federal prison’s an experience, and I first did a lot of reflection and made some determinations that I needed to understand my strong points but also my blind spots.”
His keen understanding of organizational psychology has propelled businesses like Ewing Irrigation from a $60 million West Coast distributorship to a nationwide powerhouse. With his winning combination of substance and showmanship, Paul’s coaching clients through adversity by proving that shrewd actions and substantive words speak louder together.
CONNECT WITH PAUL
Paul Glover
https://paulglovercoaching.com
YouTube
Amazon
“I think one of the common denominators to me for the successful people out there… is the word curiosity. The word curiosity means, to me, that you care...that you ask questions and you want to learn and you're still thirsty for growing each and every day.” ~Greg Drouillard, Target Building Materials, LTD.
If you’re searching for a prime example of “a body in motion stays in motion,” look no further than Greg Drouillard. As the owner of Target Building Materials, LTD. in Windsor, Ontario, he likes to be part of the action - in the office, on the trails, and out in his community.
I had the chance to catch up with Greg to discuss some familiar Distribution Talk themes and look ahead at the business landscape, post-pandemic. I also discover what’s at the literal heart of Greg’s commitment to physical fitness and his motivation to stay curious, enthused, and grateful.
“I never wanted to be a bleacher creature. I wanted to be involved and be on the playing field or on the ice... I didn't want to be a bench sitter and I've always put my hand up to say yes. I like to be involved.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Greg on LinkedIn: https://www.linkedin.com/in/greg-drouillard-48b82112/
The desire to contribute has kept Greg in the game since he first climbed into the seat of a forklift as a teenager. As fun as those hours in his family’s warehouse were, Greg had aspirations elsewhere. Up in the air, to be exact.
Administrative opportunities and advancement at Air Canada followed but the family business eventually came calling so Greg went back - on his terms. “I said, I will enter into your business, based on the condition...I start from the rock bottom and I want to learn the business. I want no favors. I want no stripes on my shoulder until I earn them.”
That was over forty years ago. It’s safe to say that Greg has since earned his stripes, leading by example from the field rather than the sidelines. He’s participated in multiple organizations including ACDI/VOCA and STAFDA, for which he served as president). He’s also served four tours of duty as head of TORBSA, the organization of independent Canadian building supply owners. Greg’s a serious advocate for membership, pointing to organizations as encouraging spaces in which to build confidence, make connections, and gain access to elite minds in the business.
Outside of his professional and civic engagements, Greg leans on his love of physical activity and learning to stay sharp. The current pandemic mirrors a health crisis he suffered several years ago in that the experience taught him to fully appreciate all he has and to seek out new avenues for strengthening overall wellbeing for the long haul.
“The three words that I try to live my life by is balance, variety, and moderation.” But he’s not about to take a seat in the bleachers anytime soon. Greg knows that post-pandemic business will require marathoners, not sprinters.
CONNECT WITH GREG
Target Building Materials, LTD
https://targetsupply.com/
“It’s all about endurance. We're in this for the long haul and we're going to need the grit, we're going to need to know that what we do is important enough that what we do contributes to so many lives and to society... We owe it to ourselves to dig deep and find that grit that gets us over that finish line.” ~Dirk Beveridge
Dirk Beveridge first appeared on DT episode 022, sharing his formidable insight into the steps distributorships could take to successfully navigate rapid changes.
A prescient conversation in light of COVID-19. In this latest conversation, Dirk offers insight into what leaders can do now so their companies thrive in the brave new world of post-pandemic commerce. He also unveils Shift To Tomorrow, his latest program designed specifically for leaders managing through this (or any other) crisis.
“I elect to create the future and I think that's what we have the opportunity to do.” Dirk’s irrepressible optimism is balanced by levelheaded foresight. He’s under no illusions that post-pandemic transformation will take a lot of elbow grease, a commodity that’s already in limited supply for even the most successful distributors.
Shelter-in-place orders have obliterated some long-range plans while accelerating others and, suddenly, the future is a lot closer than we ever realized. “We know the world's going to change,” says Dirk. “We got to identify those opportunities...we're going to have to seize an opportunity that's out there.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader
Connect with Dirk on LinkedIn: https://www.linkedin.com/in/dirkbeveridge
Not one for perpetuating ‘do as I say, not as I do’ dogma, he’s identified a need for community and solidarity in the midst of the pandemic and made a quick pivot of his own. Shift To Tomorrow was born out of his tremendous sense of service to the industry and the people he loves. “We said, ‘What are we going to do?’ And before we said [that], we said, ‘What does our tribe need?’ They need to be hugged. They need to be inspired. They need insight. And, they need connection.”
The virtual program, which began with his open letter to the industry, guides decision-makers through crisis management and future-proofing by reassessing five core points of their business: vision, culture, value proposition, business model, and transformative leadership.
Dirk believes companies can effectively come out of crisis stronger than they went in by reinforcing that five-point foundation. ”I think each of those five things are going to require change and in some cases, transformation,” he says, but the C-suite couldn’t ask for a better cheerleader.
"The weight of responsibility they have, in good times and bad times, the risk they take, the vision they create for the future, what they create out of thin air…,” he says, equally awed and inspired by their contributions, “I believe we take that entrepreneurialism for granted.” It’ll take renewed endurance and recalibrated plan but Dirk’s in distribution’s corner.
BONUS! Check out the resources Dirk mentioned here:
Innovate! How Successful Distributors Lead Change In Disruptive Times
Conversation with Saul Kaplan: Using The Pandemic As A Launchpad For Business Innovation
UnleashWD
Shift to Tomorrow
“I've told our people over the years say, we're not just selling pipe valves...we're actually helping build automobiles and airplanes and chemicals that are used in just about everything in the country and I tried to paint a bigger picture of, you know, how important we really are.” -Kip Miller
Kip Miller, president and CEO of Eastern Industrial Supply Inc. out of Greenville, SC, shares with us some of the lessons he’s learned about managing - and growing - through challenges. Our conversation touches on Kip’s initial trial by fire and the question anyone who wants to become a better leader and a happier person should ask themselves: How do you want to live?
“The only place where real, true learning takes place is trial and error through making mistakes.” And, with that, Kip busts the myth that exemplary leaders are infallible from day one on the job.
His story, and that of his company, is one with peaks and valleys to rival any great novel. The fresh-faced college grad lands a great job just before recession hits the early 80s and stays on through a buyout, loyal to the man who originally hired him.
But his good fortune is followed by bittersweet opportunity when his boss is struck by illness and a massive heart attack, leaving the company in his hands. Kip was just 29 years old when he inherited Eastern Supply’s 12 employees and debt load. “I certainly didn't have the leadership or the business experience I needed. But, I certainly went through a quick business education.”
The original dozen stuck by him, forging on and slowly paying down the debt. “Then we picked up a huge... project of a new textile mill being built. We were off and running and we've not looked back since.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Kip on LinkedIn: https://www.linkedin.com/in/kip-miller/
The company may not be looking back, but Kip has. As an introspective thought-leader, his posts are refreshingly transparent. He’s not shy of detailing his struggles or discussing the changes he’s put into practice on his way to becoming the leader - the person - he’s always wanted to be.
“I used to be a person that played their cards really close to the vest and didn't want anybody to see you sweat,” he says about his earlier management persona, the silent intimidator. “So, I had to learn about who I was, what my personality type was, where I was challenged in those areas, and what steps I needed to take to overcome those.”
He credits his original employees for bringing some of those early management shortcomings to his attention and for helping him create a company culture that remains, to this day, steadfastly aligned with its five core values: caring, honesty, integrity, self-responsibility, and positivity.
Kip views those principles as the bedrock of Eastern Industrial Supply’s service to the country, painting the bigger picture as he reminds his staff that they’re not just selling plumbing parts, they’re actually helping to build all the industries that keep the country running.
Kip’s message is doubly important as the world ventures into the uncharted territory of a global pandemic. And now is the perfect time for leaders at every level to ask themselves his simple question: “How do I want to live? I think that's a tremendously important question.”
Listen in to find out how Kip’s planning to live his answer.
BONUS BOOK CLUB: Recommendations from Kip’s own reading.
The Man In The Mirror - by Patrick Morley
Halftime: Moving From Success To Significance - by Bob Buford
“We oftentimes say it's not the incentive why people buy from you, it's the cherry on top of the cheesecake. But the incentive, if designed properly, puts a spotlight on the value that you bring.”
-Lincoln Smith
With everything you’ve got going on, here’s a topic you might not have considered: loyalty programs. Business has been thrown an unprecedented curveball over the last few weeks.
Lincoln Smith, chief strategy officer at HMI Performance Incentive, says rewards packages could hit a home run for B2B pros looking to boost their profiles and bottom lines in the months and years ahead.
“At the end of the day, distributors are looking for opportunities to differentiate themselves, to create a stronger relationship with their customers and then drive behaviors that are in the interest of both the contractor [and] the customer.” That desire to foster long-lasting connections has been with Lincoln since he began working with HMI 20+ years ago.
And he’s not just paying lip-service to our industry. He and HMI have serious street cred, having participated in NAW and HARDI. Originally the domain of consumer transactions - about 97% of us are passively or actively enrolled in some sort of loyalty plan - participation has expanded to include B2B incentivizing. This adoption rate makes sense given that HMI’s data shows a direct link between good loyalty programs and overall margin enhancement. It’s a behavioral economics win-win.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Lincoln on LinkedIn: https://www.linkedin.com/in/lincolnsmith/
Amplifying value-added services is another incentive program win-win, especially in situations where a company’s natural humility gets in the way of communicating their full worth.
“I think that a lot of wholesalers discount that value,” says Lincoln. “I think that they could do a better job of highlighting it in a myriad of different ways.”
To that end, HMI takes an agency approach to their consulting, devising strategies for companies to enhance their messaging, maybe through something as simple as adding a services tab to their website. “These are just communication and engagement tactics to deliver that message on a more consistent or maybe a more meaningful way.”
Many distributors and wholesalers are being forced to meet challenges that were at the tail end of their do-to lists. HMI is stepping in with innovative solutions for any size business.
“These programs can really be designed to drive certain behaviors,” says Lincoln. “As an example, it's now no longer just do this, get that. Here we are in April of 2020 and the world looks a little bit different, this month than it did just six weeks ago now.”
The drastic changes might warrant a tactical refresh and programs like those built by HMI become much more relevant as your business searches for an advantage in the business environment of the very near future.
“We want to come out of this stronger, we absolutely do. And we want to, if we can, come out of this more connected, sharing of similar values, sharing of similar thoughts, and direction. I think that we do have a tremendous opportunity to change the paradigm going forward here.”
-Jason Bader
“There's so much trust that is required to have an effective buyer-seller relationship. It's still an open question mark. Can you develop that kind of trust virtually as opposed to physically?”
-Marshall Jones
There’s no question that a distributorship faces challenges from time to time. What happens to the industry landscape when the entire world is hit with the same crisis?
As the COVID-19 pandemic continues to pass grim milestones, it’s impossible to answer that question definitively. Only time can tell which practices our community will return to and which will give way to innovation.
As my business partner Marshall Jones and I continue to watch events unfold, one thing has become clear to us: business has been forever altered in the span of only a few short weeks. In this episode, we assess the positive and negative impact of those changes.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Marshall on LinkedIn:
https://www.linkedin.com/in/marshall-jones-89933240/
“I think it's very early to determine whether or not it's going to have a long-standing effect on how we communicate in distribution,” says Marshall. The pandemic-related ubiquity of online meeting platforms like Zoom has become a lifeline in the age of social distancing, a tool for company survival.
While not ideal for some companies, staff meetings are conducted remotely. But what about those clients with whom in-person contact was the norm? How does an outside salesperson’s value translate via the screen? Has the pandemic brought us to an inevitable tipping point?
“You know, the extinction of the outside salesperson has been predicted many, many times in the last, 50, 60 years. And they're resilient creatures. They keep coming back.”
Customer relationships aren’t the only connections managers should be taking a close look at right now. How are team members handling remote work? While some may thrive on the noise and camaraderie of a typical office bullpen, I’m hearing that others - often those without children at home - are more productive at home, away from distractions.
How will businesses reintegrate staff once shelter-in-place orders are lifted? And what does post-pandemic service look like will-call and walk-up windows? Are there deficiencies in your procedures that the crisis has exploited?
Whether companies were looking to make changes or not, changes are coming. “Leadership really needs to spend a lot of time as people start to come back, listening to what went well during the quarantine, during the stay at home time, and what they struggled with.”
The environment we're facing now, the way that we’re trying to connect right now and communicate right now, will have an impact. It's going to put a dent in tradition. When the current crisis is over, who will be satisfied going back to business as usual?
As owners and managers, we want what’s best for our customers and our employees. Take time now to ask yourself, what does our service look like in the future?
"You don't build consensus around what people think. You build consensus around why they think it." ~Terrence Metz
Chances are good that you’ve got a meeting scheduled today. Assuming that it starts on time, how many of Terrence Metz’s eight meeting killers will your team slay before agendas are abandoned, egos bruised, and goals sidelined?
As managing director of MG Rush Facilitation Training and Coaching, Terrence has built a career helping businesses and organizations conduct faster, more productive meetings. His insights could revolutionize your next meeting and promote higher-quality outcomes.
“We would be better off running more workshops and having fewer meetings,” says Terrence of the stagnation prevalent in meeting culture today. He notes that once-productive sessions have devolved into little more than discussions.
“The problem is most people can't get prepared well enough to know what they would do in a workshop environment. They use meetings to lift the fog high enough that they can figure out what they should do until the next meeting, and that's quite dastardly.”
It’s no wonder that businesses and organizations waste precious energy trying to reach consensus when a majority of the decision-makers don’t even have time to adequately prepare. Things rapidly disintegrate from there, often at the expense of the end goal which, in Terrence’s view, is the only reason to have a meeting in the first place. “Know what done looks like,” he says and work backward from there.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Terrence on LinkedIn:
https://www.linkedin.com/in/terrencemetz/
Touching on the idea of consensus again, Terrence is clear about the difference between a kumbaya group hug and a workable agreement.
“Yes, everybody has to agree. But they don't have to agree it's their favorite [decision]. They have to agree the resolution is robust enough that they will personally support it, that they will not fault it and try to unravel it.”
It’s a level of understanding born from years of observing group dynamics and successfully coaching participants toward a common goal. And, yes, he’s facilitated consensus-building across the great generational working divide.
The key, he says, is for facilitators to acknowledge the diversity in the room. That’s where younger decision-makers have the edge, Terrence says. Gens Y and Z are generally more willing to accept a broader range of individual working styles within the confines of a team goal than their older counterparts.
So, what about Terrence’s remaining meeting killers? You’ll have to listen in! Then head over to the MG Rush blog for free facilitator resources and additional tips. Bonus book club recommendations mentioned in this episode: Harvard University’s Howard Gardner PhD, and an old favorite The Seven Habits of Highly Effective People by Stephen R. Covey.
“We don’t have a warehouse. We have a distribution center. Warehouses [are where] things go in and they don’t come out...So, again, that’s another thing you don’t say here.” ~Paul Neustadt
As a master distributor of HVAC controls, Neuco, Inc. stakes its reputation on two guiding principles: efficiency and effectiveness. I sat down with the company’s president Paul Neustadt to find out how this third-generation family business manages to innovate while honoring tradition.
“Our family has been in business consistently since 1907,” says Paul. What started over a century ago as horse-drawn fuel, grain, and hay business in Chicago is now one of North America’s largest master distributors, operating out of a brand new 145,000 sq ft facility in Bollingbrook, IL.
What is a master distributor? “Neuco’s model is to fill in the holes.” Say you’ve sold seven items to a job but you’ve only got six and the manufacturer is quoting you four weeks until deliver? Neuco has you covered without you having to look to other brands for fulfilment.
That level of supply chain management takes an investment in customer service and automation. Neuco has always doubled-down on both, taking the time to learn what they don’t know and invest in technology.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Paul on LinkedIn:
https://www.linkedin.com/in/paul-neustadt-0571b719/
“As a company, we are very hard on ourselves. Our feeling is, just because we’re doing something one way does not mean that’s the right way to do it.” Paul says the worst thing anyone can say in a meeting is, “Well, that’s because we’ve always done it that way!”
That spirit of always striving, never getting too comfortable with where they’re at, is part of Neuco’s DNA. “The people that came before us challenged themselves when they changed industries. And we challenge ourselves to say: How can we do better? What can we do better? How can we do more?” More for the manufacturer; more for the customer.
For Paul, these aren’t mere transactions Neuco is making on both ends; they’re relationships. Maintaining loyalty means everything from providing knowledgeable technical support across their brand catalog to seamlessly filling an oddball request. To that end, the company’s new facility is state of the art. “The amount of automation that we do...we don’t have robots but we have the picklist,” says Paul. “And, the way we do inventory and the logic that goes into how we inventory, it’s incredible!”
Listen in to find out more about Neuco’s incredible automation and the team-building magic of moving into a new facility.
If you think inventory-sharing is the silver bullet to your overstock woes, you’re missing a vital aspect of its potential.
Mark Tomalonis, president of WarehouseTWO, says the platform performs best as a collaborative space, one in which the power of peer inventories helps members source non-stock, difficult-to-purchase items. I sat down with Mark to uncover how inventory-sharing works and why it’s good for business.
“We help distributors of any size act as if he owns all the inventory in his catalog,” says Mark, of the business he started on a whim back in 2005.
The WarehouseTWO model doesn’t just provide a second life for unproductive inventory or deadstock. Instead, it connects buyers with sellers, allowing both to defend against backorder delays, high-quantity minimums, and disappointed customers, all without having to keep the actual product in hand.
“Inventory sharing increases asset efficiency and operational efficiency for a network of pure wholesale distributors.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Mark on LinkedIn:
https://www.linkedin.com/in/marktomalonis/
While not the first company to come up with the idea, WarehouseTWO is one of the prime players in this small niche, managing to grow even as big names like IBM bow out of the market.
In an age when it seems like everyone’s out to shake up an industry, Mark credits his company’s staying power to his philosophy of supporting authorized regional distributors. “WarehouseTWO exists to defend and support a manufacturer’s assigned distribution channel,” he says. “We don’t exist to disrupt it.”
Nor does WarehouseTWO exist to solve inventory management problems in a vertical fashion akin to ERP models. He wants clients to think horizontally by exposing their inventory to tens of thousands of additional end customers, taking what’s in stock and making it available to dozens of pure distributors in other parts of the country.
Besides, to his way of thinking, there’s only three ways to rectify surplus issues.
“Number one: prevent it.” Mark urges listeners to put systems, policies, and resources or talent into place so that you don’t end up with the extra stock in the first place. “Number two: rent the dumpster.” And his number three tip for avoiding inventory overload? “There is no number three,” he laughs. “Nobody wants your purchasing mistakes.”
Listen in for more inventory insight from Mark and find out how WarehouseTWO can take the sting out of number three.
"In retrospect, of course, I didn't realize it then when he said, ‘Son, I don't give positions. I give opportunities. We'll see what you can do.’ But you know, now I sit here as the owner of the company, some 30 years later, and I've worked every position getting up to here, so I know how the company runs." ~Jim Henderson
Faith and fasteners may not seem like an obvious fit. For Jim Henderson, president of Dynamic Sales Company, Inc out of St. Louis, his beliefs and his business couldn’t be more compatible.
Jim shares his levelheaded business advice as well as some refreshingly honest insight into the role religion plays in his Christian-based company.
“The four points of our star logo are service, quality, commitment, and integrity. And those all line up with those principles that we gather from our faith.” Jim isn’t shy about his relationship with God. His religion is a tool for creating opportunities and maintaining an inclusive, successful family-run company. From tithing on behalf of the company to incorporating two scripture passages into the Dynamic logo, Jim’s spiritual values are woven throughout the fabric of his life.
The value of deep connections informs Jim’s recruiting style as well. He’s a master at finding the right people for the right positions through seemingly unconventional relationships, finding candidates in unlikely places: a car dealership and a newspaper route.
“One of the things I try to find is what my brother and I used to term a servant's heart, someone's who is willing to serve the customer and put the customer's needs before their own.” Jim still uses traditional resources like LinkedIn and Indeed but he’s always on the lookout in his day-to-day interactions for fresh, forward-thinking talent.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jim-henderson-83280312/
The value Jim places on service and relationship-building is also evident when he speaks about STAFDA, the trade organization his father helped start. He’s baffled by members who pay their dues but sit on the sidelines.
“Being able to use my network - and I have used that from coast to coast, North, South, East and West - and being able to connect with people,” he says, “they're always willing to help a fellow STAFDA member out.”
Likewise, Jim’s commitment to customer service has seen the industrial sector of Dynamic’s business grow considerably. That success is a credit to his expertise at pursuing relationships as avenues for growth, making sales calls instead of micro-managing from behind a desk. “I work on the big picture stuff,” he laughs. “I don't worry about the minutia of everything. That's handled by everybody here and I just focus on customers and I enjoy it.”
If you’re interested in the scriptures Jim quotes, they are John 14:6 and Matthew 6:33. He also mentions the following books: Business By The Book by Larry Burkett and Talk The Walk: How To Be Right Without Being Insufferable by Steve Brown.
"The gift is in the giving. And I will tell business people that when you give to a good cause...you give the gift in the giving." ~Steven Lazar
Can surplus commodities become a driver for change? If you ask Steven Lazar, president of Lazco Corporation, the answer is a resounding “yes!”.
We began our conversation discussing the business of buying and selling surplus HVAC equipment but quickly expanded our focus to include family dynamics, getting young people involved in entrepreneurship, and the importance of personal altruistic pursuits.
“I think once we recognize the value of community, even in the heating and air conditioning industry, that we have to be able to help each other, you know, and do things.” But Steven isn’t satisfied with just unloading a client’s product for the best price - although that certainly is chief among his considerations when organizing a sale.
What truly motivates him is the role he plays in his client’s future - be it the buyers who get good products at great prices or sellers who would otherwise take a hit on a warehouse full of unused goods. “This is why my passion, to help distributors and manufacturers turn their surplus inventories into working capital.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Steven:
Lazco Corporation
480-265-9980
lazcocorp@gmail.com
LinkedIn: https://www.linkedin.com/in/Lazco/
Yeshua Messiah Ministries
Send Prayer Requests to Yeshuaprayerandpraise@gmail.com
Distributor Trends article: http://digital.bnpmedia.com/publication/?m=&l=1&i=627750&p=42&ver=html5
One thing that can upset a carefully crafted Lazco sale is emotionality. Ego often prevents sellers from accepting bids which have been coordinated with their best interests in mind. As Steven sees it, there’s no reason not to consider a 70-cents-on-a-dollar deal when it could mean the difference between moving on to greener pastures or standing still -- watching your equipment depreciate.
“Logistically, it doesn’t make sense!” What does make sense is his ability to put sellers together with buyers and even renters. “This is perfectly good equipment that we can use to help save people money that don’t have a budget to buy.”
Steven’s commitment to his customers is matched only by the concern he has for his community. Veterans affairs are close to his heart. To that end, he’s working to create his first subdivision of homes outfitted to serve veterans (and veteran families) in need. In partnership with Legacy Manufactured Homes, Steven hopes to open the first of these villages in Arizona in 2020. It’s a footprint that features 30 modular units of various-sized dwellings with additional onsite support for personal and professional growth through community gardening, job training, and social services. If all works as he envisions it will, the goal is to set up additional communities to repay those who have given so much to their country.
“One of the important things is the attitude of gratitude,” Steven says. It’s this philosophy that he applies to his business and philanthropic endeavors. Listen in to find out more about how Lazco might be of service to your business or how you can get involved with his homes-for-veterans project.
“The greatest thing to do, the best thing to do, is to be prepared… But if you’re not prepared, it’s going to bring down your business.” ~Tom Held
If you haven’t given IT security much of a thought, this episode will change your mind about doing so...immediately!
I got the chance to speak with Tom Held, Senior Consultant of Cyber Security and IT Risk Management with The Oakland Group, about intellectual property theft and why your business - yes, even a “small” nuts-and-bolts kind of distributorship - is ripe for ransoming.
“The thing about ransomware that you don’t hear about it because it’s happening on these small scales,” says Tom about the day-to-day business of hacking.
Once the domain of basement-dwelling malcontents, the industry is now a profitable, illegitimate revenue stream. At one extreme are the organized crime syndicates from countries like Russia and China making big news by targeting large corporations and institutions. But a more likely threat to your business is posed by the 9-to-5 job con men. These criminals hit multiple small marks in a day, racking up millions of dollars a year with dozens of daily low-ransom hits - all from the relative safety of the internet.
In addition to jamming company laptops, phishing tactics - those “help a Nigerian prince reclaim his kingdom” emails - have also become more sophisticated. Think you’re too savvy to fall for a fraudulent bank notice, tax documentation request, or accounts payable issue? Think again.
“We’re vulnerable to our daily routines, right? We’ve got other things to worry about…,” says Tom. Those day-to-day responsibilities can overpower our better judgement, especially when we’re in a hurry.
“That email comes in and, okay, fine. I’ll click on this thing...” By the time you’ve realized what you’ve done, the damage is done and it will cost you not only money but lost time to repair your business.
It’s difficult to persuade small businesses they need cybersecurity but Tom has seen hacking’s devastating consequences. He recommends three key actions for getting a handle on your exposure.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
http://www.distributionteam.com
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Tom on LinkedIn:
https://www.linkedin.com/in/tom-held-0776a7126/
Phish testing strengthens employee susceptibility to socially engineered scams.
A data inventory and risk assessment narrow down potential access points for hackers. Where’s your going? Where’s it being stored? Who’s sending it?
And creating policy ensures that protocols are in place before your company is forced to address a breach.
Still not convinced? You may find yourself scrambling for Bitcoin and taking ransom instructions from a hacker’s hotline.
“In some cases, the customer service is so great that you’re almost reassured that you will [regain access to your data] because they want future business,” Tom says. “What’s odd is, in this industry of ransomware, the big players want people to know that they will get their stuff back because then they’re more likely to pay the ransom.”
That’s a level of dark web client care we can all do without.
“I’m such a believer that my kids need to do something different, at least for a period of their life. Go apply for your own job. Negotiate your own salary. Negotiate your own working conditions and work hard and impress your own boss. Find out if that’s right for you or if that’s maybe not as easy as it appeared to be.” ~Bryan Keen
A century is a long time to be in business. While Bryan Keen, president of Keen Compressed Gas Co., takes those hundred years in stride, he doesn’t take anything for granted.
He’s capitalizing on new markets and broadening the company’s reach with 15 locations throughout the Mid-Atlantic. I got to chat with Bryan about family history, creating a knowledgeable workforce, and planning for Keen’s future.
“Managing through the changes every year is fun,” says Bryan. “You look back on what you accomplished and where you were two years ago or three years ago, or even last year and you just ...you know, you’ve got to be proud of what you accomplished.”
Keen has succeeded where other companies have failed. A family-run operation whose first location opened in 1919 doesn’t flourish into the 21st century without managing through challenges and proactively seeking areas in which to expand.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Bryan on LinkedIn: https://www.linkedin.com/in/bryan-keen-178b7511/
And they don’t grow without a commitment to their people. Keen has a long history of supporting its employees for success through training and premiums. “You can’t just be happy with what you sold yesterday. You’ve got to keep them fresh...you’ve got to get them excited about [new products], and you’ve got to compensate them for selling it.”
If you’ve listened to Distribution Talk in the past, or you’re part of a legacy business yourself, you already know how Bryan’s story goes. An adolescence spent watching his grandfather, his father, and extended family grow the business. Summer vacations in the warehouse while high school buddies were at the pool. And then a break from the familiar company confines he’d grown up in.
“I went to work for the company that bought [the propane] segment of our business and I was challenged with the conversion, basically transitioning that business and those employees ...and I had to get them on board with the new corporate structure.”
Bryan says he learned a lot of incredible lessons from his three years away: negotiation strategies, leadership styles, purchasing plans--so much so that should his own children want to follow him into the business, he’ll urge them to try something different before opting back into Keen.
Bryan went “all in” on the family business early on. “I realized the opportunity that was in front of me,” he says. He has a knack for sussing out market options and choosing the ones that will work the best for Keen.
So, while the auto plants and steel mills slowly left the industrial Northeast, the company got busy aligning with new tech: pharmaceutical businesses, university research and development departments, convenience food packaging operations. Keen also just completed a major plant investment which has the company poised to reach new heights.
After 20 years at the helm, does Bryan see an endpoint for himself yet? “You got to keep it fresh and keep having fun running the business and the day that you don’t have fun running the business today, you really need to start looking at your options,” he adds, “but I’m nowhere near that.”
“We’re focused on delivering what our members are asking us to do. And what our members are asking us to do is train their people and help develop relationships between themselves and the manufacturers.” ~Kevin Higginbotham
Imagine running a company and having to answer to 58 bosses. As CEO of Evergreen Marketing Group, that’s Kevin Higgenbotham’s daily reality. I sat down with Kevin to find out how this cooperative of independent distributors works and what strategies Evergreen uses to promote long-term member success.
You get the feeling that Kevin's heard this question before: Why would a contractor come to an Evergreen distributor member versus anybody else?
As someone who started with the Texas-based cooperative twenty-five years ago, he’s quick with the answer. “Because of the quality of the people. So as you walk into an Evergreen location, a branch, the people behind the counter know what they’re talking about.” That’s on-brand for the group.
Unlike other collectives, Evergreen’s focus isn’t on buying product; it’s motivated by a desire to foster professional growth amongst members. Their approach is all-encompassing. Training and education, business development, and manufacturer partnerships. Evergreen delivers with product knowledge sessions and their Planning For Profit program.
“[Planning For Profit] gets the distributors at the local level and the manufacturers’ reps at the local and national levels together to honestly talk through, “how do we work together to grow the business?”
Does the program meet member expectations? Kevin says Evergreen’s data doesn’t lie. “I’ve been able to demonstrate over time...hey, this is worth your time.’”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader/
Connect with Kevin on LinkedIn: https://www.linkedin.com/in/kevin-higginbotham-3807a84/
Kevin shared a few tips from the Planning for Profit playbook.
The first is simple: Always do what you say you’re going to do -- on both the distributor and the manufacturer side.
Second: Write everything down. Whatever that looks like to you -- pen and paper or a notes app -- just jot it down because you’re more likely to get it done.
His third tip is for manufacturers: Understand the nuances between clients. Even in a collective, customer A is not the same as customer B.
Lastly: Set aside time in October or November for a thorough year ahead planning session -- then check in with your progress the first week of April. “The worst thing to do is continue to execute a plan that’s not working and then to not know that it’s not working until the third quarter.” Wise words whether you’re a large distributor or a small one.
Want an in depth look at how Evergreen’s model works? Listen in as Kevin and I break down the details and get dig deeper into Planning For Profit.
Bonus reading suggestion for your management bookshelf: Working At Cross Purposes by Mike Marks.
30 episodes. Thousands of unique downloads. Dozens of interesting guests. Listeners in upwards of 30 different countries. It’s been an amazing first year for Distribution Talk. I’m genuinely grateful for your support and your continued interest. Thank you!
As for this installment, I’ve opted to go solo with a question: do you own a business or a job?
As the year, the decade, draws to a close, there’s no better time to see how you score. So, what’s the difference between the two?
A job requires you to be there (physically as well as mentally) in order for the operation to run smoothly -- or at all. You’re the engine that drives every aspect of the day-to-day, from sales to administration. If you were to take a few weeks off to travel the world, your company would flounder or worse.
A business, on the other hand, is set up to run efficiently and effectively should you step away for a month on a well-earned sabbatical. If the latter sounds impossible, hear me out. Not only does adopting a business mindset allow you to enjoy what you’ve built but doing so also prepares your company for a profitable sale (if or when that time comes).
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn: www.linkedin.com/in/jasonbader
Experience has shown me that the litmus test for business vs job holds true whether we’re talking about small family companies or organizations operating in the millions of dollars range.
And the essential element for both is the same: build a great team.
If there’s one piece of advice I’ve heard over and over again from DT guests it’s surround yourself with knowledgeable people. Ask yourself if you’re merely filling a vacancy or recruiting talent for your company’s future. Recruiting talent is an ongoing process, one that’s conducted even when there’s no position to fill...yet. If you’ve recruited the talent but still find yourself with a job, ask yourself if you’re training them with an eye toward the future or directing them into stagnation and complacency.
Critically assess your style. Path-centric micromanaging exhausts your attention and is a poor use of employee resources. Adopting a more goal-focused approach and ceding absolute control allows your team to grow in confidence and skill, ultimately creating the sustainability that supports time away and attracts interested buyers.
So how and where do you start? If you’ve listened for a while, you’ve come to rely on this podcast as a genuine resource for practical ideas; 30 episodes worth of conversations with thought leaders, consultants, and distribution business owners just like you.
If you need guidance, I hope you consider reaching out to me. Assisting distribution clients get there is both my profession and my passion.
Here’s to a bright, self-sustainable 2020! Have a wonderful holiday.
http://www.distributiontalk.com
“Well, I think it’s the author Jim Collins that talks about two business models: the genius with a thousand helpers model versus a solid management team. And, you know, when you’re a genius with a thousand helpers, you have nothing to sell because when you walk out the door, the business is worthless.” ~Jim Sobeck
Jim Sobeck, CEO of New South Construction Supply out of Greenville, South Carolina, is a long-range thinker whose ideas have consistently placed him well ahead of the market. And, he’s got a way with words! We had the kind of conversation that makes you want to lean in and take notes.
“I was kicked off allowance at age 12 and had to start working in the warehouse sweeping.” So begins the story of how Jim got his start in the business, sweeping, loading trucks, and doing anything and everything a boy could do in his father’s construction company.
After college, he made his way to Chicago and eventually Dallas. “I had the sales and marketing responsibility over six branches of Owens Corning, about $125 million of P-and-L responsibility at age 23. You know, you either grow or die when you’re thrown into the deep end of the pool at that age.”
Grow he did. At 29, he got into the computer software business for lumberyards and contractors. He went on to grow that company into a $30 million business which he sold fifteen years later during the height of the internet bubble for a “ridiculous” amount.
Today, his company New South Construction Supply has nine outlets, most with rebar fabrication shops in house, with locations in North Carolina, South Carolina, and Georgia.
“What I love about it the most,” he says about the business, “[is] we all learned in school there were only three needs: food, clothing, and shelter. Everything else is a want. And so, it’s not a fad business. It’s not a hula hoop. It’s not a pet rock. People will always need shelter, so it’s never going to go out of style. And I love that.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Jim on LinkedIn.
He also loves finding new ways to sell smarter, often years ahead of his competition. In once instance, Jim championed an app rollout that his son was less keen on. “I said, I don’t care if anyone uses the app... I don’t want to be late to the party.” Last year, New South reached a goal of 22,000 orders via their mobile app.
Jim is equally canny in his ability to successfully manage acquisition outcomes. By his count, he’s purchased eight companies on his own and several more in his days with the software firm.
“Most acquisitions that fail failed due to a poor cultural fit,” he says, recalling a study which marked the failure rate as high as 72%. “The most important thing by far is the cultural fit. That’s the thing I always look for. You know, do we mesh?”
Beyond culture, he’s unwavering in his stance that audited financials are the only financials worth reviewing in an acquisition. “I was schooled by one of my early mentors: Run it like you’re going to sell it.”
To that end, he also advises companies worth more than $5 million to put together a board -- and to pay attention to their advice. “Why not surround yourself with five other people that are smarter than you and shut up and listen!”
That’s my cue to step aside so you can listen in. Jim is one of the smarter people in the business. In fact, he wrote the book on it: The Real Business 101: Lessons From The Trenches.
If you’re in need of tips for successfully navigating a branch expansion, an acquisition, or a generational transition, Jim’s the man with well-tested plans.
“At some point, we have to have a real assessment of whether these [social media] platforms are giving us what we want. And, the truth is, the more time you spend on them, the less happy people are.” ~Curt Steinhorst
Can I have your attention? You’ve probably got a million things (besides this episode of DT) vying for your notice. And I’ll bet you’re trying to devote fragments of time to all of them -- often all at once.
Curt Steinhorst is a coach, speaker, and author who’s literally wrote the book on how the infinite distractions of a fast-paced world are harming our psyche as well as our productivity. He offers simple, thoughtful strategies for regaining our focus - without ditching our tech.
“What you pay attention to, you become.” That’s especially astute commentary coming from someone who was diagnosed with ADD as a child. It’s no wonder that corporations and individuals seek Curt’s positive, practical assistance to help them curtail attention deficits.
Rather than wholesale dismantling of social media feeds or strict adherence to inbox zero, he’s developed methods to minimize distractions and promote the natural human tendency toward inquisitiveness.
“We are wired for curiosity,” he says. “The base system of attention in our brain is that we’re wired to seek out and explore new things. Uncover something that’s interesting. Focus on it until something else comes about. So, we’re not really made to just zoom in and focus efficiently, perfectly all the time.”
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Curt on LinkedIn.
As we bounce from checking email to reading an influencer’s piece on LinkedIn to hopping on Slack for the latest project update and back again to that inbox, we’re constantly circling, never landing.
“We’re consuming about 500% the amount of information as someone in 1990 was. We simply can’t process that. No one can process that. So we react by filtering arbitrarily.”
The key to meaningful filtering, says Curt, is personal (or organizational) assessment. “It’s critical that we step back and ask the question how can I put the things in place that will support me focusing on what it is that I actually care about?”
Curt relies on three effective filters to help him sort through the day’s never ending data. The first is space -- setting up the physical places that are for particular work. “If you can literally say there’s certain places that I’m going to do only certain things [in], then we call that sacred places in various forms.”
The second, and rather obvious, filter is technology itself -- but Curt points out that many of us fail to set even the simplest notification or inbox parameters.
The third is people -- utilizing your admin, your co-workers, your boss to minimize distractions, making you more productive as a result.
Ultimately, productivity thrives when humans are aware of their limitations and set boundaries to harness what is valuable..“I think we just have to realize technology is different than us and give ourselves a chance to just be very limited but excellent as a function of that.”
Easier said than done? Not if you listen in and you’ll learn more about Curt’s favorite filters, his book Can I Have Your Attention, and his company, FocusWise Inc.
“I never thought that I would be here 36 years later having worked in this industry as a woman, but I love it. I feel totally blessed. I love everybody I work with. Not every day is a great day or an easy day, but it's worked... it's been so good for my family. ” ~Michelle Shearer-Rodriguez
If you’ve listened to this show for a while (and, I know you have!)you've no doubt heard many guests reminisce on their formative years in the family business. My guest Michelle Shearer-Rodriguez, president of Shearer Supply, can relate; she’s held every job at the company her father started in the mid-80s. That insight has proven valuable as she preps the next generation for success with her servant-style leadership -- whether they’re blood relatives or not.
Michelle’s enthusiasm for the multi-generation company she heads extends well beyond the 13 family members currently working at Shearer. She’s passionate about getting people into roles where they can succeed -- for their own good as well as that of the business.
She’s fervently commitment to staff education and takes advantage of support from HARDI, among others, to expand on the company’s own in-house training.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Michelle on LinkedIn.
Michelle genuinely enjoys encouraging her team and creating space for them to grow. “Half of having your own business is putting the right person on the right seat on the right bus.”
She’s noticed a lot of companies focusing all of their right person/right place spotlight on outside sales. She’d like to see more attention paid to branch managers and the job (or, rather, jobs) they do to support success.
“You know, we hear a lot from our outside sales people...every single one of them would tell you that they can work for years on a customer, get a customer, and they can lose that customer overnight if that branch loads the wrong piece of equipment or you know, delivers short, something like that,” she says. “My philosophy is: there's inside [sales], there's outside sales and no one trumps the other.”
There’s also a dozen blood relatives working alongside the hundreds of employees who want to be a part of the Shearer Supply family because of the company’s commitment to its people.
As for the future, Michelle’s thrilled that her three children have taken on roles in the family business. They’ve brought with them fresh knowledge and experiences as well as an enthusiasm for the business which is rubbing off on their friends. “The people that we've been hiring, they’re people they went to college with. They never heard of heating and air conditioning and their coming into our industry. So I'm excited about that part. I think that is so cool!”
Listen in to find out what else Millennials are bringing to the business, learn which character traits Michelle has dubbed the 3Es, and get a bonus book recommendation Ego Is The Enemy.
“Friends in the rep business are very important. I mean, from acquiring lines to sharing best practices, it's not just one guy and in one territory. There's a bunch of people that know each other and work together.” ~Dave Wright
This episode is 30 years in the making. That’s how long I’ve known Dave Wright, president of WG Wright & Associates. In that time, the company has transformed from a manufacturer’s rep to a wholesale distributor and private label. Having covered the business from so many angles over the decades, you can bet this show ticks a bunch of boxes--past, present, and future.
“We started as a manufacturer’s rep, solely working out of my dad’s garage.” It’s a common origin story: a garage, a guy, and a desire to build something good. But, unlike so many failed or consolidated shops, WG Wright has defied the odds, adding new chapters by differentiating itself from the competition, then diversifying to outlast them.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Dave on LinkedIn.
“It was through our processes of understanding what’s needed in the market and do what we could to fill it,” Dave says of the company’s early decision to move from manufacturer’s rep to stocking inventory. Today, the company has, in his words, a whole bunch of different things happening within their menu of services.
The cost of keeping inventory on hand is a hot topic. Customers get used to finding certain items on you shelves so when a manufacturer decides they’re no longer interested in consigned inventory, you’ve got to punt. “They came to us and said, ‘Hey...we need you to become a wholesaler. Put a program together.’ So, we did.” They followed that decision up with Mighty Tie cable tie line, their foray into manufacturing a USA-made branded product. “It’s been a fun little product line,” says Dave.
Price, performance, inside sales, taxes. We unpack a lot in this episode. One of the most interesting was high emotion, low margin sales. Take cable ties for example.. “It’s a thing you have, you know? No one cares about it…,” Dave says. “It’s a pretty easy thing to sell. It’s a good commodity item...and most importantly, it’s not emotional. If you try and sell a job box or a ladder, oh my gosh! You know how emotional those things get?”
Taxes are another emotional subject -- and getting more so, from what Dave’s witnessed. “States like Washington are coming back and taxing companies that ship into Washington. California is notorious for it.’
He’s not blinking yet. WG Wright has weathered storms since 1977. Want to know how they’ve done it? Listen in for Dave’s insight on specification work, consolidation, Millennial buyers, and more.
“Ninety-nine percent of distribution sales people are going to tell me their purpose is to make a sale, right? I think they're wrong. The purpose of the world’s top-producing sales organizations is to identify and then satisfy our customer’s needs profitably.” ~Dirk Beveridge
By definition, innovate means to make advantageous changes to something established. My guest Dirk Beveridge, founder of UnleashWD and president of Beveridge Consulting Group (aka Leadership Today), wrote the book (literally) on how distributors can create new methods and drive success even in challenging times. Our conversation is packed with must listen material, the kind of anecdotes, tips, and resources for which Dirk receives hefty retainers as a sought-after keynote speaker.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Dirk on LinkedIn.
“I did it absolutely wrong,” Dirk says of his path to becoming one of the foremost authorities on innovation. He created his first UnleashedWD Innovation Summit without any idea of what truly innovation meant. “If I would’ve done it right, I would’ve done the research and wrote the book first and then [held] the summit.”
Happy accidents aside, Innovate! How Successful Distributors Lead Change In Disruptive Times, is a must-read as it lays out a model for remaining sustainable and profitable. He urges readers to focus on vision, culture, value proposition, business model, and leadership with a beginner’s mindset, the theory that by setting aside years (decades...generations) of preconceptions, your business can thrive while others are still running their distributorships the same way they did years (decades...generations) ago.
“I’m your guy to get people in the room to rethink what it means to break that same mousetrap” He’s also the guy to get teams acquainted with what sets their business apart from the competition. “It comes down to product, service and relationships. [But] all three of those things have become commoditized.”
It’s not just sameness that’s threatening growth. It’s the fear surrounding succession planning and the inertia that breeds. “I think the number one disruptive force that distribution is going to be facing...is this tsunami of presidents, owners, CEOs who are going to be transitioning the business to the next generation in the next three to ten years.”
He’s observed aging companies firsthand and understands how improper planning affects their chances for survival. That’s why Dirk’s passionate about his new program. My Life’s Work is an executive coaching system created specifically to guide businesses through this major leadership change.
“We’ve developed a success path,” he says of his three-year curriculum. Members meet quarterly to work on all aspects of their plan. When they graduate, they take with them a unique formula for their company. “If the business is going to be prepared for that transition, we have to focus on purpose. We have to focus on aligning around a strategic plan. We have to focus on growth of capabilities personally and the company. And we have to focus on making long-term decisions and investments.”
Ultimately, Dirk’s goal is for participants to approach their company’s next chapter with a beginner’s mindset, to be open to new ideas, and engage in transparent conversations. That’s how you leave a meaningful, lasting legacy. That’s how we set the next generation up to lead change in disruptive times.
Ready to launch your legacy, check out the inaugural My Life’s Work session on January 16, 2020. Ready to for more great insight from Dirk? Listen in as we discuss ways to add more value to your business and find out about his work with National Association of Wholesale Distributors.
“You can’t chase every single need, but when there’s a consistency from one contractor or one customer to the other, that becomes an opportunity. And if there’s a trust that you have built, the opportunity turns into profitability.” ~Jeff Peterson, Geneva Supply, Inc.
How does an affable guy who started out in the liquor industry become a leader in e-commerce strategy and fulfillment?
When you meet Jeff Peterson, CEO and co-founder of Geneva Supply, Inc. out of Delavan, WI, the answer is clear: How could he not?!
“I always wanted to own a sports bar…” And with that, Jeff’s deep into the story of his unorthodox route into distribution. Although the twists and turns are many, the common throughline is his undeniable skill at building relationships.
After selling the bar, Jeff went searching for his next challenge when the opportunity found him. “One of the guys that I knew, I was helping manage his band and he was the Greenlee Textron rep for Wisconsin…”
That connection lead to a sales job with a family-owned tool distributorship and Jeff soon found himself driving to job sites in a company pickup truck selling items to contractors that he himself had no idea how to use. “Within six months, I ended up being the number two outside salesperson for this company.”
Jeff’s ability to balance his inexperience with honesty in those early years made all the difference in his career. “I think the reason was because I went in there and asked a ton of questions and when they [contractors] asked me questions, I was honest with them. When I didn’t have an answer, I followed up with them.”
It’s a simple but crucial effort he credits with his success. “You don’t have to be the smartest person in the room...but you’ve got to be the smartest person knowing they need an answer.”
He became so adept at finding answers that the family-owned distributorship he helped grow had no choice but to fire him and his future business partner. Once again, however, the relationships he nurtured while working for someone else came through to form the foundation for what is now Geneva Supply.
These days, Jeff’s still the guy finding answers and providing strategies for his clients e-commerce distribution challenges. Geneva has flourished as a one-stop shop for building brand strategy and supply chain infrastructure.
“I was just telling our team this morning...Geneva Supply is a marketing company that does logistics.” The company’s gearing up to expand beyond the coasts, giving Jeff more opportunities to cultivate relationships internationally.
Listen in to find out how Jeff got Geneva Supply up and running in a day (there’s an airplane hanger involved!) and what’s next for e-commerce.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Jeff on LinkedIn.
“We go in and look at your program. We benchmark it to what we know we can negotiate on your behalf and, by the way, our contracts that we negotiate are in our clients’ name. They’re not in our name. That’s important because the client owns the contract not us." ~Joe Barrer, Global Logistics, Inc.
It’s not often (if ever) that I get to say this episode comes with a free bonus offer!
But first, I sat down with Joe Barrer of Global Logistics, Incorporated (GLI) to talk about the future of transport, inbound freight management, and what a fourth-party logistics company can do to boost your bottom line.
“The fact that freight is free is a myth, quite honestly. There is no such thing as free freight and I think most distributors are aware of that,” says Joe.
What they might not be aware of, however, is the impact inbound freight analysis can have on a company’s financial health. He certainly wasn’t in his previous management role at an RV distributorship. That changed when GLI came onboard to analyze the company’s freight expenses.
“We were able to reduce our costs by $170,000 net the first year by taking over our freight,” he says of the work GLI performed.
In his current role as director of business development at GLI, Joe is an advocate for sitting down and doing the tedious, detailed work - there’s just no way around it if you want to reap the savings. That said, he understands the barriers to doing so.
“A lot of distributors simply don’t have the time to do this type of analysis so that’s where they get hung up. That takes a lot of time and effort.”
It might also require a cultural shift as changing the narrative between you and your suppliers begins well before the freight bills are scrutinized. “It absolutely has to be sold from the top down and mandated that this is the effort we’re going to put in.”
Beyond not having time to dedicate to a line-by-line review, many leadership teams don’t know how to review their data or negotiate on own behalf once results are in.
For companies going it alone, he suggests reaching for the low-hanging fruit first. “You’ve got to see if your analysis is correct and that you’re actually coming out ahead and also, quite honestly, some of the suppliers you might be buying from have better rates that you could ever get.” Those experiences with smaller suppliers provide information what adjustments need to be made and when it’s best to back off.
So, what about distributors who are ready to lower their freight costs but don’t want to perform the analysis on their own?
That’s where GLI comes in with an offer to evaluate shipping programs, benchmarked to the current market, free of charge.
It’s an excellent opportunity to see how a fourth-party logistics team can improve your company’s bottom line. “It’s a check-up from the neck up,” Joe says. “You have a group of outside people with over 235 years of experience...looking at your program and signing off on it or letting you know what it needs.”
Want to learn more about how you can negotiate with your suppliers? Interested in how labor shortages are impacting your freight costs? Want to know when driverless freight will hit the road? Listen in!
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
This episode was edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Joe on LinkedIn.
Get a free evaluation with GLI.
“Any organization that wants to create a sustainable future, if they’re not spending a lot of energy and time as leaders on culture - defining it, refining it, enhancing it - in my book, they’re missing the mark.” ~John Wiborg
John Wiborg, president and founder of Stellar Industrial Supply, believes there’s only one thing separating your distributorship from the competition. It isn’t price or fulfillment time or service. It’s your company’s culture.
John and I discuss the intangible qualities that are the bedrock of his business.
“Every team has a culture. But how do you really get intentional about institutionalizing it?” That’s the question John posed to his management team several years ago during one of Stallar’s multi-day management advances. He’s resolute in his use of the word advance when describing these sessions over the ubiquitous retreat. “We don’t retreat so we’re not going to go on a retreat,” he says.
Stellar took advantage of a program offered through Affiliated Distributors to help them identify elements of culture already present at the company and outline practices they wanted to adopt.
The coursework eventually became the framework for The Stellar Way, a booklet of twenty-six fundamentals that help his employees live successfully within the company’s culture. John ran with the list and shared his insights with followers on LinkedIn in once-weekly posts entitled Fundamental of the Week until he’d addressed all twenty-six. Then he went further, minimizing any potential fade in enthusiasm by instituting a simple practice.
“In the middle of the week, we’d have a little quiz around it and then every single meeting, whether its with outside parties or not...when we have two or more Stellar people in the meeting, we start the meeting in the Stellar Way. We read the fundamental of the week and we talk about it. It’s really been powerful for us.”
John’s ability to foster the company’s culture inside and out has strengthened Stellar’s relationships and its bottom line. “What I’m finding is, the execution of these fundamentals and the conversations we’re having around them really are greasing the skids in many ways where things would get stuck before,” he says.
Beyond that, by institutionalizing the culture, he’s able to take big steps back from the day-to-day operations and focus on scaling the business, secure in the knowledge that his team is living and promoting The Stellar Way.
For John, that’s the mark of a good servant-leader -- someone who stays focused on the essentials and advances the organization so the team can succeed and thrive in their roles. “I’m not there to play big boss and bark out orders,” he says. Nor is he in business to promote his ego. “I decided I wanted to be part of a team, building something that’s a good thing.” With Stellar, he’s done just that.
For an episode clocking in at just thirty minutes, John and I go deep into company mindset! It’s a fascinating topic with some surprisingly simple principles you can implement now.
Listen in for some of The Stellar Way fundamentals and another book recommendation for your management ed bookshelf.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with John on LinkedIn.
Follow Stellar Industrial Supply on LinkedIn.
“It was a line-of-duty death that created this business,” says John Tragiai, former owner of Keeprs, a law enforcement supply company based out of St. Cloud, MN. A
s origins stories go, Keeprs stands as the most heartbreaking ever featured on Distribution Talk. John’s arc within that history - from broadcasting major to police office to successful businessman - is one of the most inspiring.
“It gives me goosebumps right now when I’m sitting here talking about it,” John says while relaying the events that eventually lead to the creation of Keeprs.
“Like a lot of entrepreneurs, planning isn’t always part of the process when you get into a business.” And failure is rarely an option - especially when you’ve set out to serve those who protect and serve.
If you’re like me, you probably assume that all law enforcement agencies outfit their members with the gear they need to do the job. More often than not, however, officers are given a stipend to purchase their own supplies. Like any gear-heavy industry (think restaurant chefs or construction workers), they’re motivated to supplement the basics with customized items.
Enter Keeprs, the shop created by law enforcement pros for law enforcement pros. They sold everything from boots to holsters to body armour and they did so with a highly personal customer service ethos.
The company expanded beyond individual consumers to become a multi-state business. Eventually, their clients included whole agencies looking for a supplier who could reliably deliver bespoke uniform and patch combinations in bulk.
Although Keeprs operated within an uncommon niche, John faced challenges inherent to most distributorships. At one point, he found himself at the helm of a growing company but with little experience combatting bloated inventory, outdated software, and non-existent cash reserves.
“I was a cop that was supposed to be a broadcaster,” he laughs. John’s solution was to lean into his vulnerability and rely on trade organizations for guidance. “I don’t mind being vulnerable and asking for help. When I came onto Keeprs, I didn’t know the difference between AR and AP!”
That changed with assistance from the National Association of Police Equipment Distributors and the National Shooting and Sports Foundation. “You know, you have to be vulnerable so you can go out there and just learn. Find the resources and learn. That’s it.”
Two decades later (and wiser), John successfully sold Keeprs to a motivated buyer. Looking back on his wild ride as he puts it, would he do anything differently? You’ll have to listen in to find out.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with John on LinkedIn.
Thank you to our sponsor, INxSQL, software built for distribution. Learn more at http://www.inxsql.com.
“Every business has to change.” That’s what Brenda Puckett, president at West-Lite Supply Co. says when asked about navigating turning points in the wholesale lighting industry.
West-Lite Supply was founded in Los Angeles, CA in 1981 with the purpose of becoming America’s premier distributor of lighting products. What was then a commodity based business selling lamps and fixtures, has now transformed into a rapidly changing electronics-driven service specialization.
“Now we're not even in the lighting business. I tell all my customers and my sales reps that we're in electronics now. Think about it -- LEDs… we're controlling these things with our phones. We're controlling the colors of them. We're controlling how we interact with them… lighting really is turned into an experience rather than a commodity.”
Being ahead of the curve at West-Lite is important to Brenda. The challenge lies in how you manage inventory when you are selling less of a particular item and you don’t want to get stuck with cases of outdated product, yet you have to balance that with keeping items in stock for your best customers and contractors.
In order to compete with the bigger companies in lighting, Brenda coaches her sales force to focus on the consultative side, providing a high level of customer service. She says, “Don't go in looking for an order. Don't go in wondering what they need. You have to go in and educate them and show them and give them the options.”
Another big challenge is recruiting top talent. Lighting isn’t historically the industry that students are coming out of school and running toward. But that is shifting a bit as the industry becomes more electronics-driven. The concept of engineering environments with customized lighting for particular events or moods is appealing to the younger generation.
In terms of hires, Brenda’s looking for people with a little bit of experience and a lot of willingness to get out there and help customers. Sales isn’t just about going out to see customers -- it’s about doing your research, pre-qualifying and finding out exactly what they need.
Of course, it wouldn’t be an episode about wholesale lighting distribution without a discussion on SPAs, or special pricing agreements, which Brenda says can be both a nemesis and also an opportunity for companies like hers. (And we gather that Jason really isn’t a fan!)
Brenda also shares her personal journey from college, to the New York Times, back to the family business at West-Lite. She surprises us with the story behind why her son does NOT work in the family business and shares what’s lighting her up most about the future of the industry.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Brenda on LinkedIn.
Thank you to our sponsor, The Distribution Team’s seminar: Turning Branch Managers Into Business Managers. November 14-15, 2019 in Atlanta, GA. Get details & register: http://www.distributionteam.com/training
Carolyn Quinn never wanted to be known as a child employed by the owner of a business -- she wanted to be the chief executive officer.
Now president at Pike Systems, Inc, a cleaning supply and equipment company based in Illinois, Carolyn leads an effective sales team that is intensely focused on providing value for their clients. From support tools to on-site training, Pike Systems is committed to find the proper program for the proper client to ensure their ongoing success.
“I've read all of the materials on inside sales teams and how that should function and our janitorial supply industry is just not there yet… people still don't know how to use our products and until they know how to use them, we have to be out in the field.”
Listen in to hear how Pike divides their sales process into three distinct roles, the importance of building strategic bonds both within and outside of the industry, and how Carolyn believes in contributing to the success of her customers through education every single day.
“We have to know more than the manufacturer does and not only know that, but know how to integrate one manufacturer’s products with another… the amount of satisfaction in knowing that program that you put together is producing results, saving money, in some cases saving lives, and just making things easier for people is really rare.”
Get the full show notes at distributiontalk.com.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Carolyn on LinkedIn.
Thank you to our sponsor, The Distribution Team’s seminar: Turning Branch Managers Into Business Managers. November 14-15, 2019 in Atlanta, GA. Get details & register: http://www.distributionteam.com/training
Third-generation leaders face challenges -- if the business survives long enough for them take the helm at all.
Lauren Roberts, president of cfm Distributors, Inc. of Kansas City, is one such leader who’s applying digital native solutions to her company’s customer experience challenges. But she’s not stopping there. She sits down with me to discuss why it’s good for everyone in the industry succeed -- and what she’s doing to make that happen.
What Lauren’s good at is dovetailing old with new, melding tech with legacy, and serving her peers. To that end, she’s on the board of directors for Women in HVACR and is an active member of HARDI. “I’m passionate about giving back. I also believe that if we all improve, all the companies in our industry collectively, we will all succeed together.”
Listen in to hear more from this remarkable leader including how this employee-owned company weathers potentially contentious decisions and what it’s like to operate out of a hundred-year-old, seven-story building.
Get the full show notes at distributiontalk.com.
“When I first joined the company… it was always, you know, you’re the boss’s daughter and… you’re just here to hang out and you’re going to have an easy ride. I had to work very hard to prove to everyone that I was here to work and I was going to add value.” ~Lauren Roberts
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Lauren on LinkedIn.
I caught up with Gian Marco Palazio, a serial entrepreneur, author, and business leader based in Managua, Nicaragua. Our conversation is packed with insight into measuring success and learning through failure, creating rituals that invite growth, and nurturing a legacy that honors the past while serving the future.
“[It’s] a lot of trial and error, you know? University doesn't teach you how to be an entrepreneur, at least they didn't back then. They taught you how to solve problems but you had to get into [those] problems on your own.”
Gian Marco laughs now, decades after graduating from Georgia Tech. And why not? He’s built several successful businesses, written a book, and is an active part of a family legacy.
In 1997, however, he found himself headed back home to a country he hadn’t lived in since he was an infant to work in his father’s agricultural business. Enter an uncle with a duffle bag full of safety gloves and a need for a distributor and Gian Marco’s vision for what is today CASCO Safety took off.
He’s also proud of the legacy he and his family have created with Café Las Flores, a coffee farm, roaster, and eco-tourism business.
Vulnerability is not a word that you hear often on Distribution Talk. Gian Marco says it’s the key to his success.
Listen in as Gian Marco delivers distribution life lessons, including candid talk about his personal struggles and the steps he took to get where he is today.
Get the full show notes at distributiontalk.com.
“I highly recommend if you don't have a morning ritual that takes you to a place of gratitude...and also be able to find spaces for your darkness of your fears of your doubts of whatever holds you back, I highly recommend you start finding a process to do that. It's never too late.” ~Gian Marco Palazio
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Gian Marco on LinkedIn.
Think your DIY customer survey produced the data you needed? Are you confident in your ability to analyze that information and implement those client recommendations?
I sat down with Martha Brooke, chief customer experience analyst and founder of InterAction Metrics, to find out how better questions translate into meaningful customer insights.
“Just because you have a platform like SurveyMonkey doesn’t mean you have a good survey.” Take Martha’s word on that; she’s been in the business of creating customer listening mechanisms since 2004. She’s also used her LinkedIn blog to call out some of the biggest companies in the world for their abysmal client questionnaires.
Beyond the questions, there’s the mechanism; not all businesses benefit from surveys.
Martha says that companies with inside sales, tech support, or customer service find call recordings or client interviews more helpful. “That’s a great way...because the customer will drop little clues about what they’re looking for.”
Interested in eliminating bias from your DIY surveys?
Looking for simple ways to encourage worthwhile feedback from your best customers?
Martha shares more tips and tricks in our conversation so listen in.
Get the full show notes at distributiontalk.com.
"Honestly, without getting those kinds of insights...you're sort of running rudderless... you're in the dark and it's hard to steer the ship.” ~Martha Brooke
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Martha on LinkedIn.
When things go badly, rest assured the situation can always get worse. That’s what happened to Steve Cohn, president of Premier Beauty Supply.
If you think salon sales has nothing in common with your distribution business, hang with this episode. My conversation with Steve yields some great advice for everyone, regardless of industry, about resilience and reinvention -- especially when things go from bad to worse.
It’s impossible to hear Steve talk about the challenges his company faced in 2007 without feeling retroactively panicked for Premier. “We had one manufacturer that wound up selling [their] business to another and, at the end of the year, that manufacturer told us they were gonna go with their own distribution chain.”
The situation at Premier was difficult at best; a disaster at worst. But challenges are a part of doing business. “You know, things happen,” says Steve. “We didn’t do anything wrong here and I just felt we had another one left in us.”
With that mindset, he and his wife set out to start from scratch again, rebuilding on top of the hard lessons of that year and a strong foundation of twenty years in business.
Steve shares tips, talks letting go of staff (78 team members in one day!), and what he loves best about having a kid in the business.
Get the full show notes at http://www.distributiontalk.com
Thank you to our sponsor INxSQL, software built for distribution.
“At the end of the day, the salesperson’s role is to sit with the customer and really help them grow their business. We know the more we can help them grow...the more they want to do business with us.” ~Steve Cohn
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Steve on LinkedIn.
What have you done to secure your company’s future?
Beyond upgrades to your tech, your warehouse space, and your fleet, what investments have you made in your people? Michael Meier, VP and COO of Meier Supply Company, discusses how his own professional growth has translated into a passion for training company talent and clientele.
Michael laughs when he tells his origin story and it probably resonates for a lot of listeners. He spent his post-college years as an HVAC tech, happily turning wrenches for six years when... “My dad offered me a position at the company. I took the job - and a $2 an hour pay cut!”
After six months, the then 26-year old Michael told his father he needed to get back out into the field and turned in his two week notice. A week later, his brother had convinced him to stay.
Since then, he’s been a champion of professional development. “I realize the importance of coaching this next generation, this wave of employees,” he says, pointing to his own challenges as the impetus for his drive to educate the future.
“I originally struggled calling on customers and that wasn’t my specialty. I really had to learn to talk and to deal with people.”
Get the full show notes at http://www.distributiontalk.com
Thank you to our sponsor INxSQL, software built for distribution.
“The better we make our contractors, our customers, the better it’s going to be for us and, of course, for them...It’s about what can we do to make a contractor more profitable, what can we do for them?” ~Michael Meier
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Michael on LinkedIn.
Want to know the secrets to a successful expansion? For Dan Esch of Esch Construction Supply based in St. Paul, Minnesota, a company’s mission is just as important as the advanced field work and the financial analysis.
“This business is all about service.” That’s a sentiment you’ll hear Dan repeat throughout our conversation. He’s positioned Esch within the concrete cutting niche as a key collaborator, the customer’s go-to source for products, service, and information.
“We go out and solve problems and ask contractors how we can help them. That deep knowledge of that niche is where you can really add value and that’s really where the fun of this business is.”
Service may be one of Dan’s guiding principles but he’d never intended to make his mark in distribution.
Listen in to find out how low unemployment is affecting Dan’s future recruitment plans and why the company’s successful rapid fulfillment service is a bit of a dual-edged sword.
Get the full show notes at http://www.distributiontalk.com
Thank you to our sponsor INxSQL, software built for distribution.
"That deep knowledge of that niche is where you can really add value and that’s really where the fun of this business is." ~Dan Esch
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Dan on LinkedIn.
Ankit Sharma, CEO of Kitply Industries LTD. in Vancouver, British Columbia, didn’t just take a leap of faith when he started his distribution business a decade ago; he set fire to all of his bridges for good measure.
I caught up with Ankit to find out what motivates this award-winning entrepreneur and why he’s on a mission to make wood sexy.
His strategy to attract the same employees that typically head into consumer marketing and high-end tech companies is to operate more like those businesses - inside and out.
His blog, makewoodsexy.com,is a modern hub for woodworkers and way to connect with young people in colleges and high schools, to reach them in a style that they can relate to.
Ankit’s working on scaling his business, seeking out areas for expansion and opportunities where he might purchase existing distribution companies, all while adhering to the core values that got him here. “Everyday’s a journey of gratefulness.”
Want to know why he’s an advocate for professional organization membership?
How recruiting scorecards can help your hiring process?
What punching above your (business) weight class can do for your business? Listen in!
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Ankit on LinkedIn.
What are you selling? Beyond the parts and pieces, what differentiates you from your competitors?
Don’t answer, at least not until you’ve listened to my conversation with Paul Reilly, president of Tom Reilly Training.
His company has been on a 40 year mission to show sales teams that value-driven conversations can help them sell more profitably. The message has never been more relevant than in today’s market.
“My father Tom started the company back in the early 80s. What really got us started was that value-added selling message and, in distribution, it’s all about finding unique ways to add value, create value for your customers.”
Technology has changed many of the physical elements required to make a sale since Tom Reilly wrote the first edition of Value-Added Selling. But tech hasn’t gone so far as to disrupt the general principles outlined in the book and taught at Reilly Training seminars.
“People try to convince you that things have changed,” Paul says. “They’re stirring the pot a little, saying that everything’s changed in sales and you can’t go to market the same way.” He doesn’t buy it.
Distributorships have faced pricing pressures since the beginning and the companies that have survived make relationships their goal, not price.
Paul put that value-driven principle into practice before joining the family business. He worked at Hilti for six years, selling products priced 20 to 30 percent higher than the competition’s. “You have to learn how to communicate that message of value and translate not only the product and services and what they do, but you have to translate that into meaningful impact to the customer.”
The fourth edition of Value-Added Selling blends Paul’s fresh experiences with new insights and ideas developed through Reilly training seminars.
As with previous editions, however, the company aims to move sales teams past price. How? “I would say the first tip is to just have better conversations with your customers.” he says. For instance, make a point of showing your clients how you can help them reduce their total costs, be they logistical, labor, time, etc. “Cost is a much better conversation to have than price.”
Paul shares a few more tips in the episode including strategies for shifting a customer’s short-term gain mentality to one where the long-term solution benefits both you and your client. “Asking these questions gets the customer thinking bigger, thinking long-term and all the while they’re taking the focus off price.”
Ready to experience the bottom-line benefits of value-added sales for yourself?
Then you’ve got to listen in!
We talk about the number one attribute customers look for in their sales people as ranked by Reilly’s internal research, what Aristotle had to say about Millennials (yes, Aristotle), and add two authors to your summer reading list: Mike Weinberg and Daniel Pink.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Paul on LinkedIn.
What does your sales force look like in five years? In ten? If you don’t have an answer yet, my chat with Eric Wessinger, president of Richards Supply, will definitely spark some ideas.
Officially, he’s lead the company for a little over six years. Unofficially, Eric’s been in and around the distribution business since childhood. As a second generation leader, he’s drawing on his decade of outside work experience as well as his lifetime of insider knowledge to tackle the company’s million-dollar sales question.
“We’ve talked about it a ton with both the leadership and the management team,” Eric says regarding the future of sales and service.
Challenges inherent to smaller businesses can thwart creative problem solving, especially when overshadowed by the seemingly limitless reach of the national brands. In search of guidance, Eric looked to Richards Supply’s core values. “We’ve been around for eighty-five years so we’re doing something right already. So how do we take that foundation and move it forward?”
Communication has always been key for the company. “I think outside sales, and face-to-face relationships, is still a differentiator for us.” To that end, Eric and his sales force check in with its customers and refine the partnership by asking clients how they want to interact with the company.
“I talk to customers all the time,” he says. “If you looked at the top fifty, top one hundred customers, we do business with each one of them very differently. I think that’s been a strength for us...being able to ask the right questions and listen to the answer and try to adjust accordingly.”
Although customization looks vastly different today from when the company began, the principle has stayed the same: meet the customer where they are. “If you ask a customer how they want to be served, you better be ready to say ‘yes’ to whatever the answer to that question is.”
For Richards Supply, that means an omni-channel approach to service options: outside sales, counter service, and a newly revamped website with a robust presence all its own.
“You have to consider your website as an extension of your business, basically as a branch,” Eric says. “You would never open a branch without inventory in mind or a sales methodology or a plan.”
The company’s relationship driven, tech minded culture is a modern, practical approach to figuring out the future of sales. “It’s a massive challenge and exciting. And it’s fun but it’s definitely something that’s not snap of the fingers kind of thing.” It’s clear, however, that Eric and his staff have given Richards Supply a good head start.
Dive deeper into the company’s massive website overhaul and find out how Eric’s years as a recruiter have helped him bolster the company’s hiring process. Listen in!
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Eric on LinkedIn.
Yes! It’s possible to remain laid back and move your business forward. Bill Morse, former owner of Constar Supply out of Clovis, California, is proof. Bill sat down to discuss the philosophies that have lead him to create solid banking relationships, honor employee freedoms over management scrutiny, and find the right corporate fit for his company’s next chapter.
There’s a lot to learn from a guy who’s been around since the dinosaur years, when deals were made over coffee and a handshake and banks came calling with capital to lend. “We moved banks two or three times in the early years,” Bill says, “because banks were wooing us back then...and we wanted to keep the pace of growth going.”
It became apparent that building relationships with the people who greenlighted loans was crucial to avoiding the curse of a successful failure. Like many of us, Bill found that capitalizing on those relationships wasn’t one of his strengths. “If you don’t know it or if you’re not comfortable with it or you just don’t want to do it,” he says, “find somebody who does...because that’s essential!”
Regardless of how friendly you are with your banker, Bill admits that the Great Recession has changed the banker-business relationship. Still, some aspects of applying for funds have stayed the same. “In every business, whether you’re a doctor, a professional, or just a contractor, you really are in some part salesman and you have to sell your whole idea.”
To that end, Bill says that the work put into creating a forecast and outlining your vision comes down to selling yourself, otherwise, “they’re not going to buy into it. And banks these days are especially tough. You really have to give them a real argument.”
Personnel is another challenge that’s been a near constant since the beginning. When he started out, Bill says, “I had connections so I was able to pull some people away that had been in the industry for a long time.” But there’s a difference between finding an employee and finding the right employee.
Once found, Bill gives his outside sales team their independence. “I don’t put our salesmen on call reports. I don’t track them. I don’t give them too many barriers to making the sale.” The payoff for Constar has been staff loyalty and a healthy bottom line - as well as a successful corporate buyout.
If you’ve been in the industry for decades or are just starting out, give this episode a listen. It’s a quick half hour of amazing insight on what it takes to stick around and stay successful. There’s even a barista analogy.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Bill on LinkedIn.
If the prospect of business growth makes you uneasy, you’ll find a lot to relate to in this episode. Jason chats with Michelle St. John, owner and president of IBS Incorporated, a self-proclaimed risk-averse leader whose company continues to find creative solutions to industry challenges in spite of, or perhaps because of, her conservative mindset.
Maintenance, repair, and operational supply has proven to be an almost recession-proof market for IBS. “When there's a recession, people are maintaining their own equipment and we get business. When times are booming and people are building their breaking bolts and tearing up roads, we're making sales in that environment.”
But Michelle is acutely aware that when challenges arise, they may require solutions that exist beyond her comfort zone. “What we're experiencing right now is some growth to a degree that has caused us to sort of expand at a rate that is a little bit uncomfortable.”
It’s a space that IBS wants to be in, however. So Michelle, who shares leadership duties at IBS with her brother Derek, relies on the lessons learned while watching her parents who started the company in the family’s basement.
“Derek and I both watched our parents really closely and we took a lot of lessons away from my dad.” One of the most important was the 72-hour rule, the idea that if you haven’t implemented an idea within 72 hours of learning it, the tendency for it to produce any change at all become zero the longer time goes on. “So, by the end of the 72-hours,” she says, “chances are good It's not going to influence your culture your environment.”
The rule is a core value that IBS impresses upon its sales management team. “It’s really important that they’re in the field with our reps as soon as possible to reinforce that training.” To that end, IBS has committed to putting people in leadership positions who’ll challenge the status quo and help the company reach the next milestone.
Michelle says, “We’re challenged with making sure that we’re surrounded by people that can continually stretch us and expand us.”
Michelle recently wrapped up one of the greatest experiences of her life, a year-long tenure as president of STAFDA, Specialty Tool & Fasteners Distributors Association, proving that not all growth has to leave you feeling anxious. Trade associate participation has played a key role in her family’s professional development from the beginning.
“We devoured the education. We took advantage of all the consultative access.” That access and exposure are just two of the reasons why she’s enthusiastic about association membership. “I know for me, times are evolving so quickly and keeping pace is really important,” she says. “We need ideas from people who are in the trenches and figuring it out every day.”
Michelle has so much insight to share that you’ll definitely want to tune in! Find out how IBS private label products created customer loyalty, learn which assessments her team relies on to gage candidate potential, and how her experience in the corporate world enhanced her leadership abilities.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Michelle on LinkedIn.
“If you live by that example, those around you will do the same and the more people live that philosophy, the stronger your team becomes. And the stronger the team is, the stronger your business becomes.” ~Cameron Overacker
When it comes to the family business, there’s the clan you’re born into and the people that you surround yourself with. Jason talks with Cameron Overacker, president of Canadian flooring distributor Primco, to learn how DiSC assessment has helped his company get the very best from both.
It’s not easy to step into a family business. But, as Cam points out, many of the challenges that second or third generation leaders face come from self-doubt rather than external forces. “You always felt like you were being measured...because you were in the family business. Everybody expected you to be perfect.”
In truth, however, Cam says that he was probably harder on himself than anyone within the company. “That’s not the way most people were thinking [about you]. And those that were probably didn’t have good intentions for the relationship they had with you anyway.”
Still, he didn’t take the easy road back into his father’s company. He credits manual labor work for the oil and gas pipelines as well as the year he spent back-packing around the South Pacific for providing invaluable life lessons. The years he spent outside of Primco helped him develop his leadership style.
“Different people mature at different ages,” he says. And life experience has a lot to do with what someone brings to their role. “I don’t have a post-secondary degree. My father quit school at grade eleven yet he was very successful in setting up this company.”
Cam built upon his father’s success by facing challenges with honesty and humility. “The biggest thing is to surround yourself with good people and ensure that those people have your back and you have their backs.” But it can be tricky blending old-guard employees, those that have the experience in years, with fresh hires.
An executive coach has helped him better utilize the unique talents of each group by asking him to evaluate his own behaviors first. DiSC assessment helped Cam recognize his strengths and weaknesses and the effect they had on Primco’s culture. The exercise had such a profound effect on him that now everyone in the organization, not just the sales team, takes the assessment.
The DiSC profile doesn’t just highlight weaknesses. The questionnaire also helps participants understand how their skill set fits within the team dynamic and to appreciate the unique contributions of their fellow employees. “Always be humble and willing to learn from anybody and everybody, at any level of an organization,” Cam says. It’s a strategy that’s worked well for Primco.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Cameron on LinkedIn.
“Most business owners try to grow our way out of our problems. But the result is simply a bigger monster. You can't grow out in your profit problem. You need to fix the profit first, then you grow.” -Tully Brewer
In this episode, Jason and Tully Brewer, president of Littlejohn, Inc., chat about the profit first approach and planning for a healthy succession.
Littlejohn, Inc. began selling tank trailers in the 1930s but it wasn’t until the family firm opened its parts business in the late 80s that things really took off. Eventually, opportunities gave way to challenges and Tully admits to having had a myopic view when it came to finding solutions for his middling bottom-line. ”We try to grow our way out of problems, hinging salvation on the next big sale customer or investor.” He credits Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz for helping him refocus and post record profits. “You need to fix the profit first,” Tully says, “Then you grow.”
To sustain that growth, Tully has cultivated a mindful, hands-off approach for developing the company’s next generation of leaders, which includes his son Zach, 31, and son-in-law Thomas, 29. He offers them guidance, support, and works through management books like Ego Is The Enemy by Ryan Holiday with them. For the most part, however, “they make decisions and move on,” he says. “It allows them to grow and develop and think strategically without me having to be there to tell them what to do.”
What would Tully do differently if he could go back to his early years at Little John, Inc? Listen in to find out.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.
Connect with Tully on LinkedIn.
"There are three things that we ask when we make a call: what should we start doing? What should we stop doing? What should we continue doing? What should we stop doing is usually some of the best feedback." ~Gabriel Curry
Jason sits down with Gabriel Curry, president of G&S Nursery and Impact Media, to discuss client retention, business expansion, and the myriad ways data informs decisions.
Gabriel credits The Ultimate Sales Machine by Chet Holmes with helping uncover his customer’s needs and focus on his niche market. Once identified, CRM technology like SalesForce and Microsoft Dynamics provides the data that allows him to take his business to the next level - so long as it’s used on a consistent basis. As he sees it, if a conversation isn’t logged into the CRM that you’ve invested time and money into, “It didn’t happen.”
Other advantages to using a CRM includes the ability to reconnect your sales team to clients who’ve gone dormant for one reason or another. “There’s no way greater to grow your business,” he says, “than reaching out to customers that have already worked with you.”
Gabriel also shares with Jason the role feedback has played in his success, whether from fellow professionals in the Young Presidents Organization or from clients. “These differences of opinion have really stretched my mind.”
Want to know which question has provided Gabriel with some of the best feedback? You might be surprised by his answer.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
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“I think salespeople do a fantastic job accomplishing the task that they’ve been given. That said, none of what they produce out there can really come to fruition without the support of a wide network of folks within the organization.” --Marshall Jones
Jason catches up with Marshall Jones, former owner of Marco Supply Company. They cover a lot of ground from life in and out of the family business to the merits of various talent assessment methods. And, if you’ve got kids of your own in the family business, you’ll want to hear Marshall’s views on sending them to gain experience elsewhere.
“I feel like I got a lot more out of the experience than they did,” Marshall says of his post-graduation gig with Omaha-based Carlson Systems (now SouthernCarlson Inc.). At a time when internships were few, even for graduates of the esteemed industrial distribution program at Texas A&M, Marshall credits Carlson for giving him a tremendous amount of flexibility to make mistakes and prove himself. “I had my work cut out for me and it was a great year of knocking on a lot of doors and learning a lot of lessons.”
Admittedly, not all of the ideas he brought back home worked. Still, Marshall says his time away prepared him to face the challenges. “It was incredibly valuable… to see some of the struggles that you’re going to encounter going back into the family business.”
One such struggle was learning how to overcome internal biases. No one wants to spend time or money setting up a good employee for failure in another department. “Not every individual...is cut out to be successful in every role,” says Marshall. Finding the right assessment method was key. “We learned lessons and they were painful lessons but we got better and better as we went along,” he says.
So which method produced better results: instinct or standardized testing? And how does Marshall make sure each department gets recognized for the value they add to the organization? Tune in to find out.
Thank you to our sponsor INxSQL, software built for distribution.
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
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Meet Jason Bader, executive coach, speaker, and owner of The Distribution Team, and find out the origin story of the Distribution Talk podcast (the idea for which came like a 2x4 to the back of the head.)
Get ready to hear stories, struggles and solutions from business owners and thought leaders in the wholesale distribution industry.
Thanks to Michael and Greg at Get a Grip on Lighting for helping to inspire this show, and to podcast coach/editor Andrea Klunder at The Creative Impostor Studios for her expert advice.
And thank you to our sponsor PeersOnDemand.com
Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.
Edited & mixed by The Creative Impostor Studios.
Connect with Jason on LinkedIn.