Podcasts

• Season 3, Episode 2: Martin Supply's Doug Ruggles Interview

  While this privately-held industrial supplier with more than 300 employees may not be a Harvard Business School case study in management structure, the three-brother leadership team has managed to buck the odds of many third-generation businesses by nurturing an entrepreneurial culture in an 85-year-old company. Listen to Doug Ruggles share what’s worked to drive growth with a customer-centric solutions approach. Host: MDM CEO Tom Gale.

  February 17, 2020

• Season 3, Episode 1: The Value of Innovation, Part 1

  In the first of a three-part series, J Schneider, Vice President of Strategy for Dorn, a strategy and consulting firm located just outside Chicago, discusses how distributors and manufacturers can develop new innovations. In addition to outlining varieties of product, service and delivery innovations, he talks about how to drive growth by building a culture of innovation defined by customer needs. Host: MDM CEO Tom Gale.

  February 17, 2020

• Season 2, Episode 11: Better Prospecting - A Case Study in Sales Micro-Training

  Matt McCorkle, Manager of U.S. Branch Operations, Kaeser Compressors, discusses how he used a combination of conventional and micro- sales training methods to build a culture of prospecting.

  September 23, 2019

• Season 2, Episode 10: Interview with Justin King, B2X Partners

  June 11, 2019: Justin King of B2X Partners talks about how change management is one of the biggest challenges of any digital transformation project and the critical need to build digital experiences that are customer-first oriented. He also addresses how to leverage the knowledge and expertise in an organization to create better online experiences that drive revenue.

  September 23, 2019

• Season 2, Episode 9: Interview Mark Dancer, Channel Innovation

  May 20, 2019: Mark Dancer of the Network for Channel Innovation talks with Tom Gale about the challenges distributors are addressing as they undertake digital transformation programs. As author of the upcoming edition of the Facing the Forces of Change report series published by the National Association of Wholesaler-Distributors, Mark has been in research mode for more than a year and shares some that insight in this edition.

  September 23, 2019