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Disrupting Distribution Podcast

Subscribe or listen to the disrupting distribution podcast on iTunes or Google Play Music. 

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Latest Podcast 


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 and grow new accounts for Kaeser’s 100-person distribution sales force in the U.S. We also hear from Steve Meyer, president and CEO of Rapid Learning Institute, a provider of sales and leadership micro-training, on how micro-training is different.


Past Podcasts 

Episode 10: Interview with Justin King, B2X Partners

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.


Episode 9: Interview with Mark Dancer, Network for Channel Innovation

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.


Episode 8: Interview with Michael DeCata, Lawson Products

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

Distributor transforms its traditional inside/outsides sales structure. 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.


Episode 6: An Insider's View on Working with Amazon

Former Amazon team member and Amazon seller consultant Alan Adams speaks with Tom Gale on Amazon Business from an insider's perspective. This podcast references MDM's Amazon Business Forum conference, held in December 2018, that explored strategy and effective tactics for both partnering with and competing with Amazon Business.


Episode 5: Interview with Brent Grover

Disruption, distribution M&A and shifting value propositions. After selling his family's paper distribution business 20 years ago, Brent Grover has been a consultant and prolific author on pricing, M&A and creating value in wholesale distribution businesses. Brent talks with MDM's Tom Gale on the next phase of his career and his take on the current challenges in the industry.


Episode 4: Tariffs, Amazon, and Jobs 

MDM's Ian Heller and John Gunderson talk shop. What's on the minds of distribution executives? In spite of a record year for most sectors of wholesale distribution in 2018, there is a growing sense of volatility across many areas – pricing, inflation, global trade, tariffs and an increasingly tough labor market. Industry veterans and MDM President Ian Heller and MDM VP of Analytics John Gunderson discuss what they're hearing from the front lines of distribution.


Episode 3: Interview with Dan Hill, President of Newark element14

Dan Hill, President of Newark element14 and Becky McMorrow, Director of Marketing Newark element14 speak with MDM's John Gunderson about how to build an Omni Channel experience to take share and grow business.

The information contained in the podcast is for general information purposes only. Newark element14, part of the Premier Farnell Group, assumes no responsibility for errors or omissions in the contents of this podcast. This podcast is for information and illustrative purposes only. It is not, and should not be regarded as “investment advice” or as a “recommendation” regarding a course of action, including without limitation as those terms are used in any applicable law or regulation.


Episode 2: Interview with Mike Marks, Indian River Consulting Group

Mike Marks, Managing Partner of Indian River Consulting Group (IRCG) talks with MDM's Tom Gale about the ways 2018 is being defined as the tipping point for digital transformation in distribution across all aspects of distribution organizations.


Episode 1: Interview with Prentis Wilson, Amazon Business

MDM's exclusive interview reveals many facets of Amazon's customer-first strategy. Prentis Wilson, VP of Amazon Business, speaks with MDM's Tom Gale about Amazon Business's value proposition for distributors, current strategic initiatives and how he sees the customer defining the future of supply chains.


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