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MDM INTERVIEWS WITH KEY INDUSTRY PLAYERS
MDM Interview: Now Is the Time for Sales Discipline With sales low across the industry, many companies are fighting just to break-even. However, there may be more opportunities for improving your sales than you expect. Jim Ambrose, president of BranchManagerCEO.com and founder of Jim Ambrose’s Workshop, says now is a great time to retrain and reenergize your sales force to find new ways to gain market share. 
MDM Interview: Partnering with Private Equity Former Anixter CEO Bob Grubbs speaks with MDM about his new role working with private equity firm Irving Place Capital, and how the firm is looking to increase its focus on investments in distribution companies.
MDM Interview: Helping Employees Find New Work Skip DeVilling, president of DeVilling & Associates, LLC, a Sarasota, FL-based executive employment search firm, talks about how companies can help laid-off employees through outplacement programs.
MDM Interview: Grainger's Global View After being tapped by Grainger to a newly created post of president of international businesses, former Acklands-Grainger President Court Carruthers spoke with MDM about globally, business improvements at Acklands-Grainger, and how the distributor views talent recruitment and retention.
MDM Interview, Part 2: Graybar - The People Factor CFO Beatty D’Alessandro talks about how Graybar is addressing the recruitment, retention and training of its employees.
MDM Interview, Part 1: Growth in a Difficult Climate Graybar CFO Beatty D’Alessandro discusses current market conditions and Graybar’s traditionally conservative approach to growth. The Graybar veteran also addressed the electrical distributor’s M&A strategy, recent drops in commodity prices, plans for technology and global opportunities.
MDM Interview: Creating a 'Sense of Urgency' Harvard Professor John Kotter, author of a leading series of change management books, says that one of the biggest mistakes organizations make when pursuing change is not creating a high enough sense of urgency among employees to spark the needed shift in direction.
MDM Interview, Part 2: Motion Industries' Focus in 2009 Motion Industries President and CEO Bill Stevens delves deeper into trends he is seeing in Motion’s core markets, as well as issues distributors face going into 2009.
MDM Interview, Part 1: Motion's Growth in Industrial Supplies MDM sat down with Motion Industries President and CEO Bill Stevens at the recent Power Transmission Distributors Association annual Industry Summit, to find out about Motion’s recent market moves, including its recent acquisition of Drago Supply Company, Port Arthur, TX.
MDM Interview: Updating Legacy Systems Luke Bucklin, president of Sierra Bravo Corp., has worked with distributors for more than two decades, most recently in updating legacy systems using Service Oriented Architecture (SOA). Bucklin shares his thoughts on the current market for SOA and what distributors should expect.
MDM Interview: Take Strategy to the Front Lines Many leaders understand the importance of matching strategy with operations, but few companies have systems in place to actually do so, according to Robert Kaplan and David Norton. In this interview, Kaplan talks about the challenges inherent with effective strategy implementation in a wholesale distribution company.
MDM Interview: Lean Catching On With Distributors Dr. Perry Daneshgari, president of MCA Inc. and co-author of Lean Operations in Wholesale Distribution, talks about how the distributor mindset is changing with regards to lean operations. 
MDM Interview: Challenges, Opportunity in E-Commerce Industry veteran Bill Snyder, vice president of channel development for Palatine, IL-based manufacturer Square D – Schneider Electric’s North American operating division – talks about the development of electronic data standards in electrical channels and pushing standards through its own supply chain to develop greater efficiencies and visibility with its partners.
MDM Interview: Mexico or China? Dr. Barry Lawrence, director of the industrial distribution program at Texas A&M University, spoke with MDM recently about the critical factors affecting trade and growth in Mexico, why he thinks labor costs are losing out to logistics, why China and other low-cost countries across the ocean may not always be a viable No. 1 option for production, and business opportunities on the other side of the U.S. border for U.S. manufacturers and distributors.
Q&A with Tony Burr: The Economy, Commodity Prices and Finding Talent Sonepar USA CEO Tony Burr provides his view on the state of the economy, the impact of copper and fuel prices on the electrical distributor’s business, and attracting new talent to the industry.
Busting Profit Myths in Distribution Al Bates, founder and chairman of Profit Planning Group, Boulder, CO, wants to change how distribution executives think about their business. In this interview, he addresses dysfunctional behavior, alternatives to typical mindsets and ways that distributors can manage better in a turbulent economy.
HD Supply: After the Deal HD Supply’s CEO Joe DeAngelo spoke recently with MDM on the distributor’s plans to stay on the acquisition trail, the company’s strategy for integrating acquired companies, its plans for private label and green, and how he views the current economic situation.
The Role of the Master Distributor United Stationers' CEO Dick Gochnauer recently spoke about the master distributor's move into the industrial sector through ORS Nasco. Gochnauer also spoke about value-added initiatives to strengthen United's position in the market.
United Stationers On Private Label & Data-Sharing MDM spoke with United Stationers CEO Dick Gochnauer recently about the company’s move into the industrial sector as well as the role it plays as a master distributor. In Part II of this interview, Gochnauer addresses private label, recruiting and retaining employees and data-sharing.
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Distribution IT in Transition In this interview, the former executive vice president of Prophet 21 software company, who sold a lot of technology systems, urges distributors to optimize current systems first.
SKF’s View of Global Distribution SKF Service Division President Phil Knights speaks about how the global manufacturer views the distribution marketplace.
Clean-Up of a Roll-Up: IDG CEO Charlie Lingenfelter
From Strategic Player to Financial Buyer: Former Wolseley CEO Charles Banks
Wolseley CEO: Chip Hornsby, Part 1: Wolseley's Localized Strategy
Wolseley CEO: Chip Hornsby, Part 2: Wolseley's European Ambitions
New Leadership at Acklands: Court Carruthers
Cross-Border Collaboration: A founding member of the European Power Transmission Distributors Association discusses challenges of forming an association across borders when every country approaches business a little differently.
Richard Worthy of US Electrical Servicesspeaks about his new company's business model, consolidation in distribution, and the goals of private investors.
Steve Petock, vice president for Wolseley North America's Residential Business Group, speaks about Ferguson's showroom strategies and new XPress stores targeting contractors for plumbing and HVAC supplies.
Distribution Functions are
Shifting: Bill Moore, VP, Sales
Development & Channel Management, SKF Service Division, offers a unique
perspective on some of the shifts taking place in industrial distribution
channels. SKF Service Division is a part of SKF USA Inc., a provider of rotating
equipment technology
Shifts in Alcohol Distribution
Channels: Tim Horan of Indian
River Consulting Group speaks about consolidation and transition in alcohol
(liquor and wine) distribution channels. This interview provides a perspective
on the alcohol beverage distribution industry – its history, unique
characteristics and challenges. There are lessons here for all distribution
channels in the similarities and contrasts.
Ferguson & Full Service Supply: MDM asked Jim Feltman,
Shearer outlines
IDG's plan for restructuring in this interview in January 2002.
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