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.

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.

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.

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.

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.

April 21, 2019: Update on Lawson's transformation journey. Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata gives MDM's Tom Gale a progress report on the company's service-intensive approach and talks about its SAP implementation, salesforce transformation and its unique go-to-market model.

Episode 7: Interview with Kirk Zehnder, CEO of Earnest Machine This 72-year-old fastener distribution company out of Cleveland disrupted its outside sales model, creating a team-based sales department structure that had an immediate impact on culture and revenue.