The 2020 Mid-Year Economic Update_long

People Development Key Element of Lawson Products’ Strategy

Move from independent sales reps to employee sales reps creates opportunity for better investment.

Lawson Products has been looking for a way to revitalize the company. Declining sales, leadership changes and a relocation all contributed to the recognition that something had to change.

After several years of implementing new standards, the company finds itself on a growth trajectory once again, according to President and CEO Michael DeCata in a recent interview with MDM.

"A lot has happened over the last several years to revitalize the company, and we feel very good about where we are today," DeCata says.

One of the key pieces behind the revitalization was the redefinition of expectations for sales reps. In 2013, the company converted all of its U.S. independent sales agents to sales employees. The move, according to DeCata, allows the company to invest more in the sales reps, from training to technology.

"Across the board, whether it’s an investment in training or an investment in giving sales reps tools that we know they’ll use, all of those things are easier when the people you’re associated with are employees versus independent agents – and I want to emphasize that word independent," DeCata says. "Now we’re more interdependent, with the sales team and the headquarters all pulling in the same direction."

Read more from the interview with Lawson Products' Michael DeCata here.

About the Author
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

By subscribing, you are agreeing to MDM’s Privacy Policy.


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events


articles left

This is your last free article

Subscribe to MDM Premium today and get:

  • Unlimited access to
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.