Disrupting Distribution by MDM

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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.

Modern Distribution Management


    • May 14, 2025 LATEST EPISODE
    • every other week NEW EPISODES
    • 26m AVG DURATION
    • 203 EPISODES


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    Latest episodes from Disrupting Distribution by MDM

    S12E11: Breaking Down QXO's Beacon Acquisition and its Impact

    Play Episode Listen Later May 14, 2025 25:51


    QXO and Beacon frequented MDM's headlines during the first five months of 2025, culminating with QXO's $11 billion purchase of the distributor. With the landmark deal now completed, Craig Webb and Mike Hockett analyze how it happened and what it means for the building materials sector as QXO is poised to continue its ambitious, acquisitive growth strategy.

    S12E10: Unlocking the Secrets of Sales Compensation

    Play Episode Listen Later Apr 16, 2025 25:33


    SHIFT 2025 speaker Donya Rose joins to discuss the intricacies of sales compensation plans, particularly in the B2B sector. We tackle the evolution of sales compensation, recent trends post-pandemic and common challenges and questions that companies are pursuing solutions for. Our discussion also emphasizes the role of analytics and human motivation in designing effective compensation strategies.

    S12E9: Be the Steve Irwin of Distribution and Rethink Team Dynamics

    Play Episode Listen Later Apr 7, 2025 17:29


    Contrary to popular belief, culture isn't a soft skill. It's a competitive advantage, says executive leadership consultant Darcy Blessing-Williams, who is set to speak at MDM's SHIFT conference in May. She joins the podcast to discuss a zookeeper framework geared for understanding and fostering team behavior. This framework simplifies complex behavioral science.

    S12E8: Why Tech Fails Salespeople & How to Leverage it

    Play Episode Listen Later Apr 1, 2025 16:31


    Former Wesco leader Ben Albu shares why so many sales tools end up in the "technology graveyard" in this preview to his SHIFT Conference session on leveraging sales technology for success.

    MDM Amplify: How to Navigate the Tariff Paradigm

    Play Episode Listen Later Mar 27, 2025 39:28


    Amid a rapidly changing tariffs environment, a trio of experts from Grant Thornton stop by to discuss the strategic moves distributors and transporation providers can make to best position themselves to protect margins and supply chain operations no matter what comes next.

    S12E7: Imperatives Amid Evolving Go-to-Market Strategies

    Play Episode Listen Later Mar 25, 2025 22:27


    Ahead of speaking at MDM's May SHIFT conference, Redwood Advisors' John Nantz stops by to discuss major industry changes driven by market forces, technology advancements and changing customer expectations. He outlines five key imperatives that high-performing distributors are using to stay competitive and differentiate themselves.

    S12E6: MDM Podcast: Talent Talk with Dr. Bharani

    Play Episode Listen Later Mar 19, 2025 19:57


    We chat with talent recruitment and retention guru Dr. Bharani Nagarathnam - who leads Texas A&M's Master of Industrial Distribution program - about a range of vital talent topics and to preview his culture-focused roundtable discussions at our May SHIFT conference and a standalone session there based around fostering an environment where diverse teams can thrive.

    S12E5: MDM Podcast: An AI Research Primer Ahead of SHIFT

    Play Episode Listen Later Mar 11, 2025 29:54


    Kevin Reid-Morris has led much of MDM's qualitative AI industry research over the past few years, and he's set to share the results of his major two-year project at our SHIFT conference. Here, he and Tom Gale discuss the transformative impact of AI in distribution and that project which identified over 50 practical AI use cases that distributors can implement to enhance operational efficiency and gain a competitive edge.

    S12E4: Scaling Smart - How an Industrial Distributor Grows From its Roots

    Play Episode Listen Later Feb 26, 2025 29:06


    From Wall Street to the warehouse — twice. Two executives from A&M Industrial's leadership team share their parallel journeys back to their (now third generation) family-owned distribution business. Hear how innovation, value-added sales and market expansion are built on the foundation of deep company values that forged its reputation in industrial distribution.

    S12E3: Voices of NAW's 2025 Executive Summit

    Play Episode Listen Later Feb 5, 2025 33:05


    At NAW's marquee annual event, we had mini-interviews with 10 different distributor executives about their company's biggest initiatives in 2025; the industry's top challenges and reasons for optimism; and what they get out of the event.

    S12E2: PT/MC Market Evolution and Product Information Sharing

    Play Episode Listen Later Jan 29, 2025 35:14


    Two longtime power transmission/motion control industry veterans, Brian Short and Bill Shepard, join to discuss career retrospection; what's changed in the market over the past four decades; their thoughts on AI; and the role of product information management, including how two leading associations are driving it forward.

    S12E1: Debriefing Our Ferguson & Watsco Case Studies

    Play Episode Listen Later Jan 14, 2025 28:04


    Our MDM Case Study series rolled out finished reports on Ferguson and Watsco down the stretch of 2024, with plenty more to come in 2025. Here, the author of those case studies, John Gunderson, joins to debrief on his key takeaways from researching those two companies and a preview of his next deep dive on MSC Industrial Supply.

    S11E11: How Distribution Solutions Group Arrived, and Where it's Going

    Play Episode Listen Later Nov 20, 2024 31:43


    With the dust settled on the merger of Lawson Products, TestEquity and GexPro Services to form Distribution Solutions Group, it's time for a then-and-now investigation. LKCM Headwater Investment's Brad Wallace — a DSG board member who helped spearhead that transaction — joins to discuss the rationale behind the company's creation, what's ahead for DSG and why distribution is so attractive for PE investment.

    S11E10: A Career Retrospective with Mike DeCata

    Play Episode Listen Later Nov 13, 2024 50:42


    As one of the most recognizable figures in industrial distribution, Mike DeCata joins to reflect on his career in the channel, of which the first 18 years were spent at General Electric and the last 10 at Lawson Products. We cover what he misses about day-to-day CEO life (and what he doesn't); the biggest changes in the industry in his tenure; what he's most proud of; and what he's keeping an eye on today.

    S11E9: Unraveling the Port Standoff

    Play Episode Listen Later Oct 16, 2024 21:59


    Port operators and the union representing U.S. East and Gulf Coast dockworkers reached a tentative labor deal, but the underlying issues remain. Here, the MDM Editors and NAW's CEO share their perspectives and how distributors are navigating the situation.

    S11E8: Unpacking SHIFT 2024

    Play Episode Listen Later Sep 25, 2024 23:06


    With our marquee thought leadership event fresh in mind, MDM Editors Mike Hockett and Vesna Brajkovic debrief the messages, themes and anecdotes from the event that stood out to them and take a look forward to SHIFT 2025 next May.

    S11E7: Wesco Case Study Debrief

    Play Episode Listen Later Sep 4, 2024 26:06


    During July, MDM published a three-part article series that profiled electrical distributor Wesco and its transformative strength. That series culminated with a more robust case study report that is now in the MDM Store. Here, the author of that series and case study, John Gunderson, joins to discuss key takeaways from his research into Wesco and what stood out to him.

    S11E6: How One Distributor Leverages Sales Rep Freedom

    Play Episode Listen Later Aug 28, 2024 40:44


    1st Ayd Corp. continues to see success with its field-based sales model that centers on providing its staff with the tools and entrepreneurial freedom to pursue the earnings potential they desire. We chat with company President Tommy Schreiner on what that looks like for the 50-year-old, family-owned MRO and JanSan distributor, and what it takes for reps to thrive in that environment.

    S11E05: What's on the Safety Product Horizon?

    Play Episode Listen Later Aug 21, 2024 28:38


    Safety equipment is an evolving product category that touches every distribution vertical. ISEA CEO Cam Mackey joins the MDM Podcast to take us through the safety standards and regulations that will inform future product demand.

    S11E4: Everything to Know about SHIFT 2024

    Play Episode Listen Later Aug 14, 2024 21:14


    You've seen our promotions for it, but here, MDM Editors Mike Hockett and Vesna Brajkovic break down the extensive value that this year's SHIFT conference provides; recap their biggest takeaways from the 2023 version; highlight our 2024 agenda items; and discuss why you should be there.

    S11E3: The Keys to Wesco's Digital Initiatives

    Play Episode Listen Later Aug 6, 2024 22:29


    Wesco's "all things digital" leader Akash Khurana joins us to discuss what digital transformation has meant for the electrical distributor, which ramped up its initiatives on that front upon its 2020 landmark acquisition of Anixter. He also sheds light on Wesco's AI use and other recent investments.

    S11E2: The 5 Fatal Flaws of Sales Transformation

    Play Episode Listen Later Jul 31, 2024 28:01


    Tom Gale and Mike Marks discuss the biggest challenges distributors face as they transition from a traditional outside-generalist sales process to a more adaptive digital-forward go-to-market model, with clearly-defined, team-based selling and service roles.

    S11E1: MDM's SHIFT Keynote to Focus on CX, Adaptation

    Play Episode Listen Later Jul 24, 2024 11:33


    With our September SHIFT event rapidly approaching, McKinsey & Company Senior Partner Kevin Sachs stops by to preview the keynote he will co-present with fellow McKinsey Partner Victoria Bough. We also re-visit last year's keynote takeaways and what the firm sees as the top underlying factors driving wholesale distribution in the year ahead.

    S10E18: Finding Focused Direction for Your Sales Team

    Play Episode Listen Later Jun 26, 2024 22:39


    Many distributors have spent the past several years re-structuring, re-sizing and re-tooling their sales teams. Here, Dorn Group's James Dorn and John Gunderson discuss how to optimize these refreshed sales teams and align them in a single direction toward high-level revenue performance.

    S10E17: Inside Venturi Supply's Cohesive Independence

    Play Episode Listen Later Jun 19, 2024 21:11


    New PVF distribution group Venturi Supply was formed in 2023 through the combination of six independent companies. CEO Michael DiMino stops by to discuss how the company has maintained those firms' independence while also fostering cohesiveness across the combined organization, and what the path forward looks like.

    S10E16: Ted Cowie Reflects on 40 Years in Industrial & Safety Sales

    Play Episode Listen Later Jun 5, 2024 26:44


    Ted Cowie retired at the end of May after four decades leading distribution and manufacturing sales teams, including at Motion, Safety Today and Barnes. He and Tom Gale examine how sales strategies evolved during his career, particularly during his 10+ years at Motion, and reflect on the relationships that made his time in the industry successful.

    S10E15: What's Tech Got to Do with It?

    Play Episode Listen Later May 29, 2024 34:14


    In advance of MDM's July 10 Virtual Sales Summit, Tom Gale, Tony Pericle and Nick Pericle dive into what high-performance distribution sales models look like in 2024 and the deeper challenges that sales reps face in the marketplace today. Their discussion covers changing roles and customer expectations and the ways in which technology, including AI, can help reps elevate their game.

    S10E14: Green Mountain Electric Doesn't Have an End Goal. Here's Why

    Play Episode Listen Later May 22, 2024 40:16


    Like for any distributor making frequent acquisitions and headcount additions, it takes a high degree of communication, strategic planning and integration coordination to ensure the train stays on the tracks. That's just what Vermont-based Green Mountain Electric Supply has done, with about a dozen bolt-on deals made since 2021. Two of its executives stop by to share how the distributor has made it work and share the company's story.

    S10E13: Cut Through the AI Noise

    Play Episode Listen Later May 15, 2024 41:43


    Artificial intelligence in distribution carries a combination of hype, hope, promise and peril. Long-time technology analyst Justin King, the Global Director and Analyst of the B2B eCommerce Association, helps cut through the noise to get more precise on the short- and long-term impact of how AI is being deployed in distribution. Hear real-world AI use cases from the industry and where he sees the technology going. 

    S10E12: Denver's AIS Exemplifies Small Distributor Innovation

    Play Episode Listen Later May 8, 2024 44:48


    AIS Industrial & Construction Supply is a single-location distributor, but its innovation in sales, marketing and eCommerce has outdone that of many larger industry counterparts. President & CEO Dale Hahs joins to discuss what AIS has been up to lately, what he's seen change in his 40 years with the company, and what he'd do differently in a career restart.

    S10E11: Inside Vallen's Aggressive Transformation

    Play Episode Listen Later May 1, 2024 23:27


    MRO supplies distributor Vallen has undergone major changes over the past few years, including its $350 million acquisition of Wesco Integrated Supply that closed April 1. But that deal is just the latest move. A former Sonepar subsidiary, Vallen became independent in 2022, has joined AD and NAW and was named ISA's 2023 Innovator of the Year. CEO Chuck Delph stops by to discuss the company's aggressive moves and the strategy behind them.

    S10E10: Voices of ISA24

    Play Episode Listen Later Apr 24, 2024 16:50


    MDM brought a staff contingent to the Industrial Supply Association's annual spring convention, ISA24, held April 15-17 in Charlotte. This compilation podcast features eight mini interviews Executive Editor Mike Hockett conducted at ISA24, gathering perspectives from ISA's CEO, two distribution CEOs, three service providers and two college students. These attendees share their thoughts on the show, the business climate outlook, the biggest challenges facing the industrial supply channel, and more.

    S10E9: How Wajax Bulked Up its Product Offering with Service

    Play Episode Listen Later Apr 10, 2024 40:45


    Wajax Corp. has significantly expanded its Industrial Parts unit during the Iggy Domagalski's first two years as CEO, and he stopped by to discuss key drivers for that business. We also touch on Wajax's ongoing ERP rollout and technology initiatives, the company's PPE enhancements, and the tailwinds and headwinds for fellow Canadian industrial distributors.

    S10E8: A Home Depot-SRS Megadeal Breakdown

    Play Episode Listen Later Apr 3, 2024 41:52


    Distribution hasn't seen a deal the magnitude of Home Depot's pending $18.25 billion acquisition of SRS Distribution in quite some time — maybe ever. Mike Hockett and Craig Webb break down the key details of the combination, why it makes sense for Home Depot and why this was likely the long-term play for SRS all along.

    S10E7: Inventory Opportunities in Slower-Demand Markets

    Play Episode Listen Later Mar 27, 2024 23:04


    Customers continue to work down inventory levels into 2024. James Dorn and John Gunderson outline action items for optimizing inventory levels – in partnership with suppliers – to stay nimble and gain share as competitors stumble on A and B items.

    S10E6: Mars Supply Keeps Evolving 100 Years In

    Play Episode Listen Later Mar 20, 2024 36:28


    Industrial supplies distributor Mars Supply is celebrating 100 years in business throughout 2024, and it didn't achieve that milestone by happenstance. The company's President, Bob Mars, has been there for 47 of those years, giving him a wealth of perspective on what's changed in the industry, and what hasn't. We discuss Mars Supply's history and what it's up to today, how the company has eliminated hidden costs and why customers choose it over larger competitors.  

    S10E5: A Breakdown of Fastenal's Decade-Long "Big Pivot"

    Play Episode Listen Later Feb 21, 2024 22:39


    All three parts of John Gunderson's November series on Fastenal's "big pivot" — which examined the distributor's decade-long transformation from a distributor dependent upon nationwide branches to one that emphasizes embedded customer service — ended up in MDM's 10 most-read free blogs of 2023. That makes it well worth further discussion. So, we invited Gunderson onto the Podcast for an even deeper dive on Fastenal and what's led to its current state of success.

    S10E4: Voices of NAW's Executive Summit

    Play Episode Listen Later Feb 7, 2024 27:18


    The National Association of Wholesaler-Distributors' 2024 Executive Summit was its best-attended such event in years, and NAW's content lineup was ready for it. This compilation podcast features mini interviews with four distributors, one consultant and two NAW executives on what their biggest takeaway was from the summit and their top initiatives for this year.

    S10E3: How Singer Industrial Handled Several Years of Change

    Play Episode Listen Later Jan 31, 2024 18:57


    In the past two years, industrial rubber and fluid power products distributor Singer Industrial has sold off a business unit, rebranded and made over a dozen acquistiions alongside greenfield expansion. CEO Craig Osborne tells us how his company managed so many moving pieces. We also touch on distribution's labor situation, technology and AI, and what's on the horizon for Singer.

    S10E2: After a Huge 2023, What Does M&A Look Like in 2024?

    Play Episode Listen Later Jan 17, 2024 21:28


    MDM posted 403 news items in 2023 involving distributors, or manufacturers that sell into distribution. That blew away 2022 and 2021. So, how much M&A runway is still left, and what's driving it? We chat with Brown, Gibbons & Lang Managing Director Kevin Sargent on that, as well as why distribution M&A is running much hotter than the greater manufacturing sector.

    S10E1: Cracking the New Leadership Code

    Play Episode Listen Later Jan 10, 2024 46:08


    Leadership has been a critical differentiator for how well a distribution firm has performed over the past three years of disruption. Leadership consultant, coach and author Alain Hunkins discusses the transition from old- to new-school leadership, employee-customer experience, and how to build an energized work culture.  

    S9E14: Jennifer Murphy Says Distribution's Diversity is a Beautiful Thing

    Play Episode Listen Later Dec 13, 2023 38:57


    NetPlus Alliance has served industrial distributors and suppliers as a buying group since 2002, but its roots date back nearly 200 years. Its Owner, President and CEO, Jennifer Murphy joins to discuss how that history has shaped the group and the role that buying groups play in distribution today. She had great perspective on the state of diversity throughout the industry supply space and why it continues to serve the channel well. The conversation also touched on the value of Women in Industry groups, what NetPlus has been up to lately and what Murphy is hearing from members for their 2024 outlook.

    Quicktake 12.08.23: Report Card on Distribution Business Models

    Play Episode Listen Later Dec 11, 2023 11:52


    Time for a check-up on the state of the industry as 2023 ends. Mike Marks and Tom Gale review the shifts – seismic and otherwise – that have shaped the competitive landscape across the dimensions of sales channels, digital, data analytics and culture.

    S9E13: BradyIFS + Envoy Solutions See Many Ways to Win

    Play Episode Listen Later Dec 6, 2023 17:42


    BradyIFS and Envoy Solutions are behind much of the consolidation in distribution's JanSan, foodservice and packaging supplies verticals, and they took it to another level with their landmark merger at the end of October. Chairman and CEO Ken Sweder joins to discuss the strategy behind that deal and its moving pieces, and why the combined company has no plans of slowing down its expansion. The conversation also touched on the demand outlook for those markets that the distributor serves.

    S9E12: How Kodiak Grows through Local Empowerment

    Play Episode Listen Later Nov 29, 2023 27:58


    In just a dozen years, Kodiak Building Partners has gone from inception to No. 11 on MDM's Top Building Materials Distributors List, acquiring over distribution 100 locations along the way and now has over 6,000 employees. CEO Steve Swinney details how enabling local autonomy has been crucial in the company's growth strategy.  

    Quicktake 11.17.23: Price is Now Priority for Customers

    Play Episode Listen Later Nov 20, 2023 14:01


    The relative importance customers assign to the equation of price, availability and support has shifted in Q3, with important implications for distributors. And now digital is in the mix. James Dorn summarizes Dorn Group's latest survey results with some surprising insights. 

    S9E11: Amazon Business is Just Getting Started

    Play Episode Listen Later Nov 8, 2023 23:39


    Amazon Business surpassed $35 billion in annualized sales in early 2023, and it has plenty of further expansion on its mind. The marketplace's worldwide director, Todd Heimes, joins us to discuss how Amazon Business is constantly innovating to cater to today's B2B buyer, and why it sees immense opportunity ahead.

    Quicktake 11.03.23: Fix Your Biggest Critical Constraint for 2024 Growth

    Play Episode Listen Later Nov 6, 2023 11:51


    It's strategy season, and even optimistic predictions are for flattish overall industry growth in 2024. Mike Marks and Tom Gale talk through the bottom-line impact of focus in dealing with whatever form your big gorilla(s) looks like.

    S9E10: The State of Innovation in Distribution

    Play Episode Listen Later Nov 1, 2023 34:48


    As distributors transform business models to stay competitive and close to customers, innovation has become a critical differentiator. NAW Chief Innovation Officer Bart Tessel and Applico CEO Alex Moazed share thoughts on where innovation is today in distribution, and where it's headed.

    Quicktake 10.27.23: Drive Profit with Active Category Management

    Play Episode Listen Later Oct 30, 2023 12:35


    In this continuing series on executing a Profitability Playbook, James Dorn outlines ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level, and capture every single dollar available before year end. 

    Quicktake 10.20.23: Playing Offense in Defensive Times

    Play Episode Listen Later Oct 23, 2023 10:28


    Mike Marks and Tom Gale discuss the data points from Q3 and what the front lines in distribution are saying about how the fourth quarter of 2023 is shaping. Plus five proactive things distributors can do now to grow faster than the single-digit growth forecast for 2024. 

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