The power of AI as a competitive differentiator is far from being defined. In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability.

Fairfield, Ohio-based AFC Industries has burst onto MDM’s Top Industrial Distributors scene, charting for the first time this year at No. 34 after several years of frequent acquisitions. We chat with AFC CEO Kevin Godin on how the company has successfully managed all of its recent growth and what’s on the horizon.

Teams that pivoted faster and managed disruption, change and transition to get to transformation have out-performed competitors over the past three years. Tom Gale and Mike Marks channel the movie City Slickers as they discuss how to assess your team’s transformational capabilities across the dimensions of sales process, technology, data analytics and people.

We chat with former MSC Industrial Supply veteran Steve Gettleman on the topic of category management, for which he says a formal plan is severely lacking across the distribution sector. We cover the ins and outs of category management and how distributors of all kinds can leverage such a plan.

In May, Mike Marks and Tom Gale talked about what the shift from a gen-one to gen-two distributor looks like. This conversation goes into the deeper dimensions of a larger business model transformation this industry is navigating, and where share and competitive advantage is being won and lost.  

“Why didn’t we make budget and how can we fix it?” The volatility of recent years has made budget variance a demanding challenge for all distributors. Jonathan Byrnes of Profit Isle discusses the profitability concepts he developed – with better detail and real-time information – that are helping management teams make better decisions, more accurately meet budget, and achieve step changes in profitability.

Distribution consultant and serial entrepreneur Brent Grover joins MDM’s Tom Gale to discuss customer immersion as a best practice for developing breakthrough products and services. He also gives us a look into a very different distribution business model led by a Millennial and run by Gen Z managers and shares his take on distribution’s M&A landscape.

Electrical distribution veteran executive Scott Schuenke discusses Sonepar North America’s growth in his 16 years with the company, which culminate with his retirement this month as VP of Strategic Development. He touches on how the company has evolved and continuously innovated during his tenure.

We condense the guest interviews and analysis from our Top Distributors webcast into a compilation podcast about the economic and industry factors that dictated who appeared where on our 17 different rankings lists. Guest voices include Grainger’s Paige Robbins, BlackHawk Industrial’s John Mark, Kimball Midwest’s Patrick McCurdy III, Channel Marketing Group’s David Gordon, Webb Analytics’ Craig Webb and MDM’s Tom Gale.

James Dorn and Tom Gale explore how to collect qualitative data to ensure distribution associates are in tune with what their end customers most value.

While ChatGPT is all the rage, MDM’s Tom Gale and Indian River Consulting Group’s Mike Marks tackle the broader applications that AI-backed software can make more efficient and soon become widespread in distribution.

MRO parts distributor Kimball Midwest isn’t slowing down upon achieving 100 years in business. President Patrick McCurdy III stops by to discuss the company’s training and development efforts, digital initiatives and business performance so far in 2023.

One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools of thought on how distributors look at the ROI equation for their eCommerce revenues.

Mike Hockett asks Consight Marketing Group’s Alan Hale about what grinds his gears in distribution marketing, and it’s a lot. Their discussion covers how marketing is a point of channel conflict, and how the situation can be improved. They also explore social media do’s and don’ts, as well as the vital role of customer insights.

Mike Hockett interviews a handful of industry executives at NAHAD’s recent 2023 Convention in the Bahamas. Amid the tropical weather and island vibes, attendees were happy to discuss the the state of industry demand and give updates on the labor and supply chain situation.

The industry is in a disruptive business model revolution with traditional (gen-one) distributors threatened by new competitors with radically different financial and go-to-market models. IRCG’s Mike Marks shares thoughts on how distributors can build a next-generation distributor that can grow profitably and take share from the new competitors.

Customers are experiencing price increase fatigue and looking for new ways to reduce costs in their operations. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically to protect margins going forward as supply chains normalize. 

Mike Hockett interviewed a handful of industry executives on the expo floor of ISA23 in Phoenix, where a focus on networking events was the talk of the show. The resulting series of brief interviews also touched what those are hearing on the product demand front, supply chain and labor situation.

This week Tom Gale and IRCG’s Mike Marks debrief on the Industrial Supply Association Summit, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models. Key question: What year will inside sales outnumber outside sales industrywide?

Katie Poehling Seymour might be the busiest executive in distribution. But she made time to stop by and discuss her path to leading family-owned First Supply, the progress on women’s representation in distribution and why “this is distribution’s moment.”