In this episode, Al Bates, principal of Distribution Performance Project and guru of financial performance benchmarking, shares three factors for how smaller distributors can gain competitive advantage against larger competitors as he sees high-touch customer opportunities developing. He also discusses why he wrote his latest book, Profit Guide for the Small Distributor, where he details a profit-first methodology and playbook.

In this podcast, Tracy Buelow, senior director of business development at Zoro, talks about the business elements that are essential to the success of e-commerce platforms and the pandemic’s lasting effect on distributors’ approach to e-commerce.

What separates businesses that are successful at recouping inflationary pressures versus those that aren’t? Drawing from more than a decade of experience in B2B pricing, sales and strategy consulting, Will Humsi, partner at consultancy Simon-Kucher, shares ways distributors can be strategic about their pricing strategy to combat inflation and other margin-reducing factors.

A lot has changed in distribution training best practices in the decade-plus since Jinny Kcehowski took over internal employee training at Curbell Plastics. And that was before the pandemic sent everything virtual. In this podcast, Kcehowski discusses how to use training as a retention technique, pitfalls to avoid and the future of employee development.

Distribution sales strategist Mark Roberts has one question for you: Do you really need more sales people? Perhaps the real question should be: How can I make the most out of my existing sales team? Roberts breaks down the latest thinking on distribution sales team effectiveness, including how to determine who might be better placed in another position.

In this podcast, Motion President Randy Breaux talks about the lessons learned last year and this year, and what he sees coming down the pipe in 2022. There has been an abundance of lessons learned by distributors ever since the pandemic hit last year, but Motion President Randy Breaux says some of the biggest include a better human touch with employees and keeping a laser focus on what customers want.

In the latest MDM Podcast, Dave Flitman, president and CEO of Builders FirstSource, discusses on a wide range of topics, including where the company sees organic growth white space, how M&A — most notably the 2020 merger with BMC Stock Holdings but other smaller deals, too — is reshaping the company and how it views technology as a differentiator.

Sustainability is more than a buzzword at Ferguson. It’s an integral part of the distributor’s business practices that touches on all areas of company operation. It’s also key to the organization’s community outreach efforts. Hear Kelsey Bergan, director of sustainability, and Denise Vaughn, SVP of sustainability and communications, address their key focus areas and share advice for other distributors who want to improve environmental efforts.  

In the latest MDM Podcast, Dan Tinker, president and CEO of McKinney, Texas-based building materials distributor SRS Distribution, dishes on a wide range of topics, including the company’s private equity backing, its unique and aggressive acquisition strategy that complements SRS’s greenfield approach, and what’s been driving growth since the company was formed in 2008.

In this podcast, Winsupply President John McKenzie talks about how his company is addressing supply chain constraints, the labor shortage and hybrid training, as well as how Winsupply is driving more of its business to digital.

Jon Schreibfeder has received more calls in the last six months from distributors looking for inventory management consulting than at any other time in his 40+ years in the field. Listen in as the Schreibfeders share their insider tips on practical, data-based solutions to handle today’s supply chain disruptions.

There are many elements in life and business that we cannot control. But when it comes to tackling talent management challenges like recruiting and retention, board-certified coach Will Matthews explains how we can adjust our behavior in order to play to the strengths of our best employees and recruits. Matthews shares simple ways for distributors to create a rapport that builds on working relationships and increases job satisfaction on all sides.

Harry Dochelli has both experienced and orchestrated plenty of change at Essendant, the Deerfield, Illinois-based wholesaler of office products, furniture, breakroom, JanSan and Safety product categories. In addition to navigating the disruption of the last 18 months, Dochelli has guided the company through new ownership and other organizational shifts in recent years. In this MDM Podcast, Dochelli discusses lessons learned during COVID-19 and how Essendant is well-positioned for the post-pandemic economy.