Distribution Talk

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. CONNECT WITH JASON LinkedIn CONNECT WITH MICHAEL LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH DIRK LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH JEFF LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH CHARLTON LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH SETH LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH KEVIN LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH KELLY LinkedIn 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. CONNECT WITH JASON LinkedIn 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. CONNECT WITH JASON LinkedIn CONNECT WITH VINNY LinkedIn *** 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. CONNECT WITH JASON LinkedIn 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. CONNECT WITH JASON LinkedIn CONNECT WITH ROB LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH MARTHA LinkedIn *** 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." CONNECT WITH JASON LinkedIn CONNECT WITH ANDREW LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH IAN LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH JAMIE LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH ALISON LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH BOB LinkedIn CONNECT WITH DONNIE LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH RICHARD LinkedIn *** 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." CONNECT WITH JASON LinkedIn CONNECT WITH ROMAN LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH BRENDAN LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH CHRIS LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH CHRIS LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH MIKE LinkedIn *** 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." CONNECT WITH JASON LinkedIn CONNECT WITH GORDON LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH STEVE LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH KATHRYNE LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH GABRIEL LinkedIn *** 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. CONNECT WITH PAUL LinkedIn CONNECT WITH JASON LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH ANNA LinkedIn *** 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). CONNECT WITH JASON LinkedIn CONNECT WITH DOUG LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH BILL 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH NELSON 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH YATES 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH NATALIE 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH CORY 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH SCOTT 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH CHRIS 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH ZAC 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. 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. CONNECT WITH JASON LinkedIn CONNECT WITH ED 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. 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/. CONNECT WITH JASON LinkedIn CONNECT WITH SUSAN LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH ROBERT 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. 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." CONNECT WITH JASON LinkedIn CONNECT WITH JENNIFER LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH RICHARD LinkedIn *** 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." CONNECT WITH JASON LinkedIn CONNECT WITH NELSON LinkedIn *** 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." CONNECT WITH JASON LinkedIn CONNECT WITH MATT 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. 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." CONNECT WITH JASON LinkedIn CONNECT WITH JEFF LinkedIn *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH GUITZE LinkedIn 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." CONNECT WITH JASON LinkedIn CONNECT WITH JOHN 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 *** 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. CONNECT WITH JASON LinkedIn CONNECT WITH LARRY LinkedIn 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.