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

Disrupting Distribution by MDM

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Interview with Will Matthews of Matthews Performance Group on talent management

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

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

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

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

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

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

Hundreds of e-commerce marketplaces have popped up in the last few years. How can a distributor distinguish those that are more likely to last? Digital platform consultancy CEO Alex Moazed addresses the details behind his company’s top marketplaces ranking and how he sees distributors using such platforms to compete with Amazon and other online giants.

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

Klaus Werner, the chief marketing officer at Global Industrial Co., was named one of MDM’s Digital Innovator Award winners because of the numerous initiatives he has helped drive at the industrial distributor in this last pandemic-plagued year. In addition to leading the company’s rebranding efforts, including a website redesign, Werner oversaw the creation of a Knowledge Center that provides customers with expert advice and product info. He also managed a new social media campaign that saw Global Industrial venturing into the unlikeliest of channels for a distributor — TikTok. In this edition of the MDM Podcast, Senior Editor Eric Smith speaks with Werner about the busy year for him and his team, and how their initiatives resulted in measurable improvement for Global Industrial’s bottom line.

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

Palmer-Donavin CEO Robyn Pollina talks about some of the challenges her company has faced this year as the company works its way through labor shortages and supply constraints. Despite those obstacles, 2021 has been a banner year for Palmer-Donavin. Robyn Pollina was named as Palmer-Donavin’s sixth CEO in August of last year. Pollina started out in 1995 as an assistant controller for building materials distributor Palmer-Donavin, which is based in Grove City, Ohio, before spending 23 years as the company’s CFO. All told, Pollina has been with the company for 26 years.

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

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

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

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

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Disrupting Distribution by MDM

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