Shows
Distribution TalkHow to Protect Your Company from Internal Theft: Revisiting Kelly Paxton, Workplace Fraud ExpertHot on the heels of a real life internal fraud disaster for one of his clients, this episode is top of mind for Jason. Listen for actions you can take right now to protect your business. Movies portray embezzlement as a big-money, high-flying romp. Fact is decidedly different than fiction—and surprisingly common! Jason dives into the realities of pink-collar crime with Kelly Paxton, a workplace dishonesty expert, fraud educator, and host of the Fraudish podcast. The pair offer case studies that expose the motives behind the misconduct, company culture's role in fostering opportunities for the...2025-05-2839 min
Distribution TalkEmbracing Adventure in Your Business Routine: Revisiting Jason Bader’s Unexpected DestinationWhen was the last time curiosity got the better of you on a business trip? In this rare solo episode, Jason explores roads less traveled. Literally. Calling on clients is what business travel is all about, but is there room in your schedule for unexpected experiences? Are you open to making mundane travel more magical this time around? CONNECT WITH JASON LinkedIn *** For full show notes and services visit: https://www.distributionteam.com Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to h...2025-04-1620 min
Distribution TalkGrowing the Family Business by Focusing on Talent and Culture: Revisiting Dick and Jordan Bader Part 2Welcome back for part 2 with the Bader boys, Jason’s in-depth look at his family’s distribution business with patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and younger brother Jordan, the company’s current president and CEO. As they wrap up their visit, Dick and Jordan reveal the fundamental principles that have supported Acme’s thriving culture and growth initiatives. They also share the rewards of trade organization participation in this “revisited” episode. CONNECT WITH JASON LinkedIn CONNECT WITH DICK LinkedIn CONNECT WITH JORDAN LinkedIn2024-08-1433 min
Distribution TalkInside the Bader Family’s Distribution Origin Story: Revisiting Dick and Jordan Bader Part 1Jason corrals family patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and little brother Jordan, current president and CEO, for an insider’s look at the family business. Like all epic tales, this one comes complete with plot twists, sibling rivalry (of the genial kind), and a cliffhanger. CONNECT WITH JASON LinkedIn CONNECT WITH DICK LinkedIn CONNECT WITH JORDAN LinkedIn *** For full show notes and services visit: https://www.distributionteam.com Distribution Talk is produced by The Distribution Te...2024-08-0733 min
Distribution TalkBuilding AI Technology for Distribution with the Human Mind in Mind with Jason Sullivan of DistroThere's a reason for all the chatter around artificial intelligence on Distribution Talk: early adopters gain a competitive edge that's hard to beat. Jason Bader welcomes Jason Sullivan, founder and CEO of Distro AI, to expand on the AI conversation. They discuss Distro AI’s process for leveraging vast amounts of raw data (think: key industry insights and thousands of product SKUs) to create rep-friendly, real-time recommendations that boost sales and customer satisfaction. The pair also preview AskA2L, Distro's intuitive AI chat feature purpose-built for HARDI. CONNECT WITH JASON BADER LinkedIn 2024-05-2936 min
Distribution TalkAn Unconventional Career Path from Engineering to Business Ownership With Jason Mattinson Of Riverside Steel, IncSearch for a list of soft skills, and you’ll come across essentials like reliability, resilience, and creativity. But there’s one character trait that list-makers should put at or near the top: curiosity. Jason Mattinson, president of Riverside Steel, Inc., credits his inquisitive streak for repeatedly placing him in the right place at the right time. Jason met the Ohio-based engineer-turned-steel-fabricator at an industry event and knew that his story––and attitude––would resonate across verticals. The Jasons discuss the benefits of early-career training within a large multinational corporation, taking calculated career risks, and fostering a relentlessly...2024-05-2239 min
Distribution TalkAI as Your Competitive Edge in Distribution With Jonathan Bein and Ian Heller, Distribution Strategy GroupDistribution Talk fans already know that Jason’s a big proponent of artificial intelligence. If you’re still on the fence regarding the benefits of AI for distribution, it’s time to transition away from shock and awe and into fearless adoption. A great place to start is Applied AI For Distributors, the only annual conference with sessions for both AI aficionados and the AI curious of the distribution industry. Jason chats with Ian Heller and Jonathan Bein, PhD., co-founders of Distribution Strategy Group and creators of the event. They discuss the astounding evolution of AI from both a...2024-05-0834 min
Distribution TalkAttract Next-Gen Talent With a Well-Crafted Tiered Progression Plan for Your Distribution Company“Distribution has a PR problem.” Fans of Distribution Talk will recognize that quote as one of Jason Bader’s favorite industry laments. It’s more than a pithy soundbite, however. The phrase is shorthand for the talent acquisition and development issues facing most small-to-mid-sized wholesale distributors. One answer? A tiered progression plan. On this rare solo episode, Jason discusses strategies for attracting next-generation new hires and offers tips on creating a tiered progression plan that will energize your entire staff. CONNECT WITH JASON LinkedIn *** For full show notes and...2024-04-2421 min
Distribution TalkTrust But Verify: Safeguard Your Business Against Pink Collar Crime With Kelly Paxton, Workplace Fraud ExpertMovies portray embezzlement as a big-money, high-flying romp. Fact is decidedly different than fiction––and surprisingly common! Jason dives into the realities of pink-collar crime with Kelly Paxton, a workplace dishonesty expert, fraud educator, and host of the Fraudish podcast. The pair offer case studies (including Jason’s personal experience) that expose the motives behind the misconduct, company culture's role in fostering opportunities for theft, and how small withdrawals add up to big financial headaches. Kelly also provides straightforward steps to keep your company safe from embezzlement schemes. CONNECT WITH JASON LinkedIn CONN...2024-02-1438 min
Distribution TalkIncrease Your E-Com Visibility Without the SEO Struggle With Mike Franz of iNSUPPLiMike Franz wants small and mid-sized distributors to win more business in the e-com space. As founder and CEO of iNSUPPLi, the fastest-growing mobile app for sourcing industrial and MRO supplies, he believes that “the little guys” can beat goliaths like Grainger and Amazon all day long in the local marketplace––with the right tool. Jason chats with Mike about his app’s ability to forge B2B connections without compromising buyer or seller value, the shifting purchasing habits of younger procurement managers, and the merits of providing list prices upfront. CONNECT WITH JASON LinkedIn...2023-05-3145 min
Distribution TalkHow to Turn Data Into Actionable Strategies for Distribution: Revisiting David GordonDavid Gordon turns insights into actionable strategies for his distribution and manufacturing clients. With data at the ready and a wealth of experience to draw from, the founder of Channel Marketing Group shares his views on how COVID-19 is reshaping everything from C-suite occupancy to acquisition game plans to loyalty programs. Jason chats with David about early-career successes, the impact of the dot-com bust, and trends tracked by Channel Marketing’s recent rep of the future study. Gordon: “The mother of necessity is invention.” CONNECT WITH JASON LinkedIn CONNECT WITH GORDON 2023-05-2450 min
Distribution TalkAttracting a New Wave of Leaders in Distribution: Revisiting Steve DeistDistribution has a PR problem. Longtime listeners will no doubt recognize that phrase as one of Jason's favorites. The lament takes aim at the industry's lackluster attempts to attract fresh talent, anyone who hasn't grown up in a family business and, therefore, remains clueless to all that distribution offers. Steve Deist, chief operating officer of Ewing Irrigation, agrees. He chats with Jason about the math that makes distribution work, the industry's noble mission, and, of course, the value proposition about which more young people should know. CONNECT WITH JASON LinkedIn CONNECT WI...2023-05-1744 min
Distribution TalkHow to Manage the Generational Divide: Revisiting Kathryne NewtonHow do you manage the generational divide within your company? Kathryne A. Newton, Ph.D., may not have all the answers, but she does possess more than enough intel to coax groups toward more productive communication. Whether those conversations happen face-to-face, through email, or via text is another matter. Self-professed generation geek Jason invites Kathryne to bust the cohort myths that get in the way of innovation. She also shares insights from her career as associate dean of Purdue University’s Polytechnic Institute and her tenure with the University of Innovative Distribution. CONNECT WITH JASON...2023-05-1043 min
Distribution TalkNiche Market Success and Remote Team Building With Gabriel Curry of Fuelbox IndustrialOne of the best pieces of advice for finding success in any industry is to drill down into a niche. Gabriel Curry has supersized that axiom, creating several highly successful distribution businesses (Fuelbox Industrial, Authorify, Green Dynamix) to support smaller, often overlooked verticals. Jason chatted with Gabe about his approach to researching new entrepreneurial endeavors, delivering customer value through private-label offerings, and utilizing remote associates to build a global network of motivated, loyal employees. CONNECT WITH JASON LinkedIn CONNECT WITH GABRIEL LinkedIn *** For full show...2023-05-0342 min
Distribution TalkRevisiting Selling Through Tough Times With Paul Reilly of The Q and A Sales PodcastWhether you’re in the C-suite or the cold-call trenches, there’s no question that the economic challenges we are facing are extensive––and exhaustive. It’s an excellent opportunity to visit Jason’s conversation with Paul Reilly, speaker, trainer, author, and host of The Q and A Sales Podcast. Paul breaks down six exercises you can implement to improve mental resilience, regardless of your company role, industry, or location. CONNECT WITH PAUL LinkedIn CONNECT WITH JASON LinkedIn *** For full show notes and services visit: https://www.di...2023-04-1938 min
Distribution TalkRemote Hiring Strategies to Optimize Your Time, Energy, and Money With Anna Shcherbyna of RemotivateThe way teams work has certainly changed since 2020. Even legacy distributors now rely on modes of project planning and communication that seemed unthinkable just a few years ago. Where in the world that talent works might be the next frontier worth exploring. Anna Shcherbyna, founder and CEO of Remotivate LLC, helps companies cast a wide net to attract A-list remote hires, saving her clients time, energy, and money––all of which could be better spent elsewhere. Jason chats with Anna about Remotivate’s proprietary vetting process, how distributors can scale their businesses more efficiently by incorporating a global...2023-04-0537 min
Distribution TalkModern Management Lessons From a Hundred-Year-Old Family Business With Doug Young of Behler-Young HVACNot many privately-held wholesale distributorships last long enough to welcome a fourth generation into the fold. Doug Young, CEO and chairman of Behler-Young, an HVAC distributor based in Grand Rapids, MI, doesn’t take that longevity or the organization’s future for granted. He’s landed on a formula to translate century-old core values into a roadmap for 21st-century excellence. Jason caught up with Doug to discuss his passion for encouraging employee development, the benefits of an outside board of directors, and the transformative power of the Entrepreneurial Operating System (EOS). CONNECT WITH JASON Link...2023-03-2942 min
Distribution TalkImplementing Next-Gen Development Programs and Brand Strategies With Bill Ward of Evergreen Supply NetworkYou better come prepared when tapped to refresh a stalwart cooperative of independent distributors in the industrial and construction supply channel. Good thing Bill Ward, CEO of Evergreen Supply Network (formerly Evergreen Marketing Group), has a game plan loaded with offense. But like any good coach, he’s careful not to reveal his best plays all in one go. Jason chats with Bill about the exciting changes in store at Evergreen, including a major rebranding effort, as indicated by the name change, and strategic initiatives that will fortify the organization’s already impressive menu of support services. 2023-03-2242 min
Distribution TalkResponsible, Revolutionary Tech – The AI Discussion With Nelson Valderrama of IntuilizeReady for the AI revolution? That question seems quaint in the wake of apocalyptic scenarios flooding our social feeds. Like it or not, the pin had already been pulled from this grenade long before ChatGPT and BARD AI made headlines. So now what? Nelson Valderrama says there’s no need to run for cover. Instead, the founder of Intuilize has a message for distributors: ditch the dread and embrace artificial intelligence before your competitors do. Jason invited Nelson back to the podcast to expand on their original AI discussion, sort fact from fiction, and provide practical, proactive adv...2023-03-1548 min
Distribution TalkSecond Acts and the ROI of Networking With Yates Hudson of Phoenix Fastener & SupplyYates Hudson wasn’t looking for a second act. After 32 years with the same company, he got one anyway. Yates owes his successful pivot to general manager at Phoenix Fastener & Supply, a division of Birmingham Fastener, to an interest in roles beyond the IT department for which he was hired fresh after graduation and networking outside the company. Jason chats with Yates about building a career in distribution one position at a time and cultivating meaningful relationships along the way. CONNECT WITH JASON LinkedIn CONNECT WITH YATES LinkedIn ...2023-03-0836 min
Distribution TalkHow To Strengthen Trust In Client-Facing Relationships With Natalie Doyle OldfieldTrust. It's a quality that's difficult to quantify but impossible to do business without. What differentiates good from truly great distributors is their ability to cultivate trust on a sales call, at the counter, and anywhere there's a customer-centric interaction. Natalie Doyle Oldfield specializes in helping organizations build, manage, and protect their trust equity. Her book The Power Of Trust and companion programs are essential guides for creating a culture of integrity. Jason caught up with Natalie to discuss the impact that authenticity and empathy have on a distributor's bottom line, plus best practices for improving trust a...2023-03-0139 min
Distribution TalkInnovative Strategies for Maintaining Customer Stickiness With Cory Anderson of M & A SupplyCory Anderson cracked the code on customer stickiness by writing his own rules. As president of M&A Supply based out of Nashville, this third-generation leader has gone all-in on providing a peak customer experience in the hyper-competitive HVAC vertical. Jason caught up with Cory to discuss his company’s technology journey, the goal-setting tool it relies on to manage growth, and why M&A invests in large-scale incentive trips, even when the bottom-line returns are difficult to quantify. CONNECT WITH JASON LinkedIn CONNECT WITH CORY LinkedIn ***...2023-02-2236 min
Distribution TalkPowerful Pricing for Profitability With Scott Sinning of Pricing for DistributorsImplementing a new pricing strategy takes work. That’s probably why many distributors avoid the project altogether. Worse, executives might invest big money in a pricing tool only to cut back on (or omit completely) supportive change management initiatives that ensure organizational endorsement. Scott Sinning, CEO of Pricing For Distributors, has parlayed his corporate success into an entrepreneurial career designing custom pricing objectives to help wholesale distributors increase profitability. Jason and Scott met to discuss the philosophy behind creating tailored pricing advice and ensuring staff buy-in. CONNECT WITH JASON LinkedIn CONNECT WIT...2023-02-1541 min
Distribution TalkDitching Antiquated Sales Processes and Realizing Productivity With Chris Van Ittersum Of SupplyMoverRaise your hand if your sales team still relies on spreadsheets to organize tasks, treating CRMs like glorified Rolodexes, and tracking changes to a client’s buying pattern from memory. You’re not alone. Too many distributors are in the stone ages regarding their sales process, says Chris Van Ittersum, CEO of Workd, a cloud-based distribution software platform. Jason chatted with Chris about empowering sales teams and optimizing the client relationship via a single (and simple) data-driven management solution. CONNECT WITH JASON LinkedIn CONNECT WITH CHRIS LinkedIn *** 2023-02-0849 min
Distribution TalkTransformative Tech to Facilitate Market Growth With Zac Jones of PartsClubLike many next-gen trailblazers in the distribution space, Zac Jones, founder and CEO of PartsClub, grew up in the family business, surrounded by its potential and pain points. But rather than keep his success in-house, he’s now offering an e-commerce platform for all, helping buyers and sellers connect virtually over quotes and orders without revenue-costing delays. Jason caught up with Zac to learn more about how this transformative marketplace solution leverages the power of often insurmountable SKU data to enhance a distributor’s reach and foster genuine customer interaction. CONNECT WITH JASON Linke...2023-02-0155 min
Distribution TalkMixing Sales and STEM Into the Perfect Customer Solutions With Ed Boss of Riteks, Inc.Childhood interests don’t often fuel “grown-up” careers. Enter Edward Boss, founder and CEO of Riteks, Inc., a chemical distributor in Houston, who parlayed his passion for chemistry into lucrative corporate positions and, eventually, a string of successful entrepreneurial endeavors. Jason chats with Ed about the influence mentors have made throughout his career, the benefits of association membership, and the importance of encouraging the next generation of distribution leaders to explore STEM-related studies. CONNECT WITH JASON LinkedIn CONNECT WITH ED LinkedIn *** Distribution Talk is produced by The...2023-01-2537 min
Distribution TalkHot E-Commerce Strategies to Convert Your Cold Leads With Digital Sales and Marketing Specialist Susan MerloYou're not alone if you’re having a tough time competing against the e-commerce giants. Susan Merlo, digital sales and marketing pioneer and creator of The Digital Distributor, urges CEOs to try a different tact: craft a relationship-focused persona online and power up the e-commerce and CRM assets they already have. The shift can transform basic online selling into an engine for lead generation and customer loyalty. Jason chats with Susan about what distributors get wrong in marketing and sales, the risk-free rewards of automation, and creating a content-rich selling environment. Susan Merlo is a Dig...2023-01-1850 min
Distribution TalkFrom Entry-Level Job to C-Suite Success With Robert Mayhew of Mayhew Marketing GroupRobert Mayhew’s success story is a case study for younger folks eager to create meaningful careers. As president of Mayhew Marketing Group, he’s created a rep agency with a footprint that spans the entire Southwest. Jason chats with Robert about his enthusiasm for entry-level jobs, introducing the next wave of innovators to wholesale distribution’s entrepreneurial opportunities, and the mentors who guided him to where he is today. Robert encountered in the distribution world “some of the purest forms of entrepreneurship.” This praise is from the “elder Millennial” innovator who made pizzas to pay for college before...2023-01-1143 min
Distribution TalkCreating a Culture of Continuous Improvement With Jennifer Murphy of NetPlus Alliance Buying GroupIf change is the only constant, why do some leaders resist it at all costs? Jennifer Murphy, president of NetPlus Alliance, an industrial buying group based in Lockport, NY, embraces the transformative process, ditching long-standing methods to ensure the future health of her multi-generational family business. Jason caught up with Jennifer to learn more about NetPlus’ culture of continuous improvement and how membership in a buying group benefits both the distributor and supplier. Jennifer’s exposure to the family business at an early age informs her attitude toward taking risks. “I saw how important it was to embrac...2022-11-1638 min
Distribution TalkRepping Products and Winning the Warehouse Game With Richard Lawless of The Lawless GroupYou can call Richard Lawless many things––trailblazer, communicator, innovator. Just don’t call him ready to retire. This easy-going founder and president is still having too much fun growing the Lawless Group, his decades-old Dallas-based product rep agency. Jason caught up with Richard to uncover the secrets to his industry longevity, smart talent acquisitions, and successful expansion strategies. While moving products for manufacturers of construction, electrical, industrial, and safety products efficiently takes more than physical space, having 600,000 sq ft of dedicated warehouse in which to stock said items doesn’t hurt. Add to that the 18 ad...2022-10-1236 min
Distribution TalkBoosting Margins and Optimizing Inventory Control Via AI With Nelson Valderrama of IntuilizeHollywood loves to cast artificial intelligence as the villain. In reality, AI is more likely to win best supporting character accolades from those in the c-suite, says Nelson Valderrama, founder of Intuilize, the AI-driven firm specializing in helping distributors use analytics to optimize pricing, purchasing, and inventory management. Jason chats with Nelson about AI’s ability to sift through reams of data to unlock profitability, strengthen B2B relationships, and enhance employee productivity, not overtake humans. If only folks in senior distribution roles embraced the tech as readily as their Millennial and GenZ team members, says Nelson, the...2022-10-0544 min
Distribution TalkOutsourcing Delivery, Increasing Profits With Matt Lafferty Of CurriOn-demand local delivery isn’t just for burgers or beer. Matt Lafferty turned a remodeling project a-ha! moment into Curri, a nationwide all-in-one logistics platform best described as the Uber of construction supplies. Jason chats with Curri’s energetic co-founder and CEO about the company’s serendipitous start, impressive growth, and cost-effective delivery solutions for building materials distributors. Curri is a network of on-demand delivery drivers with appropriate vehicles (think: lift gates, flatbeds, bobtails) that could pick up and deliver materials wherever, whenever needed. Today, Curri operates in 49 states, making a delivery every 10 seconds. Each shipment comes with th...2022-09-0737 min
Distribution TalkResisting Predictability, Embracing Entrepreneurship with Jeff Peterson of Geneva Supply AND Interstate MusicIf entrepreneurs are known for marching to a different beat, then Jeff Peterson is an improvisational maestro. DT fans may remember Jason’s conversation with the CEO of Geneva Supply in episode 21, in which the two discussed growing and expanding that company’s footprint. And did he ever! Just as that business started to get predictable, Jeff stumbled upon his next entrepreneurial challenge: Interstate Music. The opportunity to turn around a 75-year-old music retailer proved irresistible, and Jeff went all in — even though the company languished in bankruptcy and the world paused for a pandemic. He applied his ex...2022-08-3151 min
Distribution TalkCultivating A Global Growth Mindset To Support HVACR Distributors with HARDI Mexico’s Guitze Messina“I like to say that I was able to put the dot on the “I” of HARDI, which is international,” laughs Guitze Messina. When HARDI, the premiere HVACR distribution association in North America, decided to expand its membership into Mexico, they tasked Guitze with the job. Jason chats with the dynamic executive director of HARDI Mexico about surpassing the organization’s boldest growth projections and fostering greater support for the two-step distribution model across Central America, South America, and Europe. In Guitze’s five years at the helm, the organization has made tremendous headway within the Mexican m...2022-08-1041 min
Distribution TalkFostering Innovation Through Transparency with John Cain of Wiseway SupplyPrivately held distributors often stifle growth by confining information to the C-suite. John Cain, president of Wiseway Supply, a plumbing and electrical supplier based out of the Greater Cincinnati-Northern Kentucky area, is passionate about sharing intelligence with folks inside his organization and out. Jason chats with John about transparency as a precursor to innovation, the value of external perspectives, and punching above the company’s weight class. John can thank his outside experience for Wiseway’s success. After college, he opted for a stint with Proctor & Gamble rather than a job in the family biz. That opportunity infor...2022-07-0633 min
Distribution TalkLook Beyond Your Business Itinerary To Roads Less TraveledWhen was the last time curiosity got the better of you on a business trip? In this rare solo episode, Jason explores roads less traveled. Literally. The world has reopened. Airports are busier than ever. Calling on clients is what business travel is all about, but is there room in your schedule for unexpected experiences? It doesn’t take much (if any) planning to get off the beaten path for a few hours, as Jason discovered on a recent trip to Salt Lake City. When a wonky gap in the schedule left him with some time to kil...2022-06-2919 min
Distribution TalkHow Master Wholesalers Drive Channel Optimization and Increase Distributor Profits with Larry Davis of AgoNow, LLCThe last few years have tested even the strongest links in our supply chains. Increasingly, master wholesalers have stepped in to reinforce weakened networks, acting as inventory buffers and partners in category optimization. Larry Davis, CEO and founder of AgoNow LLC, chats with Jason about his role as an industrial master wholesaler and channel solutions provider. Master distribution was born out of market inefficiencies, giving distributors access to extensive inventories without needing to meet the high minimums set by many brands and manufacturers. Master distributors take on the risks associated with those transactions, so distributors are free t...2022-06-0841 min
Distribution TalkThe Local-Global Advantages of Government Contracts with Rick Lamb of Frank’s SupplyGovernment contracts aren’t for the faint of heart. Rick Lamb, marketing manager with Frank’s Supply in Albuquerque, NM, understands the arduous truth of that statement better than most. Jason chats with Rick about the complexities inherent to General Services Administration (GSA) certification and why it might make sense for other suppliers to jump through those hoops. When Frank’s found itself in a position to bid for its first government contract in 1996 for Los Alamos National Lab, Rick found himself in the thick of it. “We had never even attempted something like that,” he says, but two Fr...2022-06-0141 min
Distribution TalkRecruitment, Retention, and Culture: Building from a Strong Foundation with Dick and Jordan Bader, Acme Construction SupplyWelcome back for part 2 with the Bader boys, Jason’s in-depth look at his family’s distribution business with patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and younger brother Jordan, the company’s current president and CEO. As they wrap up their visit, Dick and Jordan reveal the fundamental principles that have supported Acme’s thriving culture and growth initiatives. They also share their motivations for and the rewards of trade organization participation. Anyone involved in a family business knows that it's often a thin line between circus and success. One of the fa...2022-05-2532 min
Distribution TalkCelebrating 100 Episodes! Legacy and Leadership with Dick and Jordan Bader of Acme Construction SupplyMilestones are a part of the distribution business and, as it turns out, podcasting. What better way to celebrate Distribution Talk’s 100th episode than with a combo of sorts––equal parts company case study and oral history. Jason corrals family patriarch and founder of Acme Construction Supply Co, Inc., Dick Bader, and little brother Jordan, current president and CEO, for an insider’s look at the family business. Like all epic tales, this one comes complete with plot twists, sibling rivalry (of the genial kind), and a cliffhanger. “I'll admit, the first time I saw you speak right...2022-05-1833 min
Distribution TalkMeet Next Gen Customers Where They Are Via Mobile Engagement With Pierre Barbeau of Moblico SolutionsCustomer messaging has always been a numbers race––and distributors that use 21st-century strategies to connect with and convert their target markets occupy pole position. Pierre Barbeau, president and co-founder of Moblico Solutions, says it's never too late to implement a mobile engagement plan specific to your vertical. Jason caught up with Pierre to discuss adding value to inbound and outbound activities for independent distributors via mobile app communication. Pierre’s genius is in translating Moblico’s complex services into terms (and numbers) his clientele can relate to and utilize. Moblico products like targeted broadcast messaging...2022-05-1138 min
Distribution TalkLeveraging Legacy and Continual Learning with Jessica Yurgaitis of Industrial Supply CompanyThe past is always present at Industrial Supply Company, thanks to a treasure trove of historical documents dating back to 1915. While the Utah-based company’s 106-year heritage is impressive, Jessica Yurgaitis has no intention of dwelling in the dust of the organization’s bygone era, even if the history major in her loves posting those old handwritten letters and sales slips. Jason chats with this fourth-generation president about balancing respect for family legacy with a desire to launch the company into a thoroughly modern future. Initially, Jessica wanted no part in Industrial; she wanted a Maste...2022-05-0440 min
Distribution TalkMaintaining Consistency and Camaraderie During a Transition in Ownership with Ben Whitlock Of Mobile FixtureContinuity is an underappreciated aspect of ownership transition. Ben Whitlock, president of Mobile Fixture, a kitchen and restaurant supply wholesaler based in Mobile, AL, followed that game plan to the letter when he and three partners bought out the company's longtime owner. Jason caught up with Ben to discuss drafting a protracted transition process into the buyout deal, maintaining organization-wide confidence throughout the pandemic, and succeeding in the crowded hospitality space. Ben and his three partners, all members of the senior leadership team since approximately 2017, entered into a sale agreement with Mobile's longtime second-generation owner Walne Donald f...2022-04-2738 min
Distribution TalkAmplifying Company Culture to Attract and Retain Top Talent with Bill Condron, The Granite GroupWant to know the secret to promoting a vibrant, growth-oriented company culture? Forget about the pingpong table in the breakroom. Bill Condron, CEO of Boston-based The Granite Group, says it starts with doing right by your associates and customers––even when no one’s watching. Jason chats with Bill about his approach to bottom-up employee engagement, his company’s aggressive expansion strategy, and striking the balance between healthy growth and sound culture. Bill’s broader belief is that Granite’s enviable reputation as a service- and innovation-oriented supplier is shaped by the staffers who typically get relegated...2022-04-2038 min
Distribution TalkFostering Association Engagement With Molly Alton Mullins of SEVEN12 ManagementAssociations have long touted in-person events as a critical benefit of membership. However, in the wake of the pandemic, folks have grown more discerning about their time––and what they do with it. Molly Alton Mullins, CEO of SEVEN12 Management, helps these organizations amplify their impact through innovative engagement. Jason chats with Molly about how her company enhanced its value proposition during the live event hiatus, the dynamic interpersonal changes taking place as conferences resume, and inspiring long-term membership involvement. The Midwest in March isn’t everyone’s idea of a good time. Still, after two years of Zoom...2022-04-1334 min
Distribution TalkCreating a Culture of Innovation with Jameel Burkett, Burkett Restaurant Equipment And SupplyVisionary leaders chart a course to the C-suite with layovers in multiple departments, creating a culture of innovation throughout their organization along the way. Jason chats with Jameel Burkett, president and CEO of Burkett Restaurant Equipment & Supply in Toledo, OH, about supporting the pursuit of growth and learning, giving back to the industry through association advocacy, and revitalizing his family business amidst a global crisis. His passion for the food service supply industry is palpable, but he admits it wasn't always so. Like many next-generation owners, Jameel didn't think the family biz would satisfy his entrepreneurial aspirations. Twenty years later...2022-04-0633 min
Distribution TalkBuilding a Strong Organization Through Faith-Based Leadership with Troy Meachum, ACR Supply Co.Troy Meachum of ACR Supply isn’t afraid to share his religious beliefs. While some might consider such transparency a recipe for disaster, ACR’s chief encouragement officer makes a case for sincere faith-based leadership. Jason chats with Troy about integrating his religious convictions into everyday operations and how those beliefs have impacted employee morale, customer satisfaction, and the company’s bottom line. In fact, ACR has grown its revenue from $3m in 1997 to over $33m this past year. Perhaps it comes down to geography. While many business owners north of the Mason-Dixon line keep their religious beliefs private, those headqu...2022-03-2328 min
Distribution TalkSuccess And Social Responsibility In The Cannabis Industry with Joy Hudson, Nimble DistributionWhether you call it pot, grass, marijuana or nothing at all, it's impossible to ignore the cannabis industry's rapid transition from undercover operation to legitimate vertical, one with more conflicting regulatory statutes and distribution challenges than possibly any other. Joy Hudson, founder and CEO of Nimble Distribution in Portland, OR, parlayed her success in the traditional medical supply arena into a thriving cannabis distributorship, all while balancing profits with social impact. Jason chats with Joy about professionalizing the industry, advocating for better legislative considerations, and lending direct support to communities devastated by harmful drug policies of the past. 2022-03-0944 min
Distribution TalkSuccession Strategies Beyond The C-Suite With Jim Daniels Of Mid-State SalesHaving trouble finding a candidate to take over once you've left the business for good? You needn't confine succession planning to family members or fellow C-suite occupants. Jim Daniels, president and chief operating officer of Mid-State Sales in Columbus, OH, says the key to a successful strategy is to consider rising stars both in and outside your organization. Jason speaks with Jim about creating a succession roadmap for every key role and mentoring talent to take those positions forward. At Mid-State, Jim's following a similar blueprint to the one that brought him into leadership, providing a...2022-03-0238 min
Distribution TalkBeyond Buzzwords: Activating Your Company Culture with Diane Dye Hansen, What Works Consultants, IncWant to optimize talent, foster innovation, and inspire loyalty amongst your staff? Diane Dye Hansen, chief management consultant at What Works Consultants, Inc., says the secret begins and ends with your company culture. Too often, however, companies settle for buzzwords rather than developing a vision statement with input from all. Diane joins Jason to discuss cultivating a healthy, productive work environment using research and data-driven assessment tools. She also shares one exercise guaranteed to help organizations define authentic company culture for themselves. Companies committed to recalibrating organizational integrity can begin by asking their employees to c...2022-02-2344 min
Distribution TalkPartnering with a Credit Union for Commercial Lending with Mark Ritter, Nu Direction LendingIf you haven’t considered a credit union as your next commercial lending partner, you're not considering all the options. Mark Ritter, CEO of Nu Direction Lending, specializes in bringing traditional business financing to the credit union market, keeping the focus and funds local. Jason chats with Mark about what makes the credit union relationship unique and how wholesale distributors can benefit by securing their lines of credit, real estate loans, or general financing with a community-based lender. In addition to keeping money flowing locally, credit unions offer their clients direct access to lending decision-makers. That...2022-02-1630 min
Distribution TalkActivity-Based Costing and Purpose-Driven Customer Engagement in the Safety industry with Dave WhiteCompanies in every vertical have become acquainted with safety distributors throughout the pandemic. But there’s more to this partnership than “just” PPE. Jason chats with Dave White, the purpose-driven co-owner of Quad City Safety in Davenport, IA, about back-to-basics accounting and why he favors educating customers at the expense of recording sales. “A lot of the world operates selfishly,” Dave says, explaining why Quad City Safety gives away so much of its expertise through both a YouTube channel and a podcast. “I think that through being unselfish, usually you're rewarded for being [so].” It’s doubtfu...2022-02-0931 min
Distribution TalkProfitability, expansion, and beneficial ownership with an ESOP in the hose and fittings industry with Mike MortensenLooking for a way to enhance company culture and boost revenue? Mike Mortensen, president and CEO of Alaska Rubber Group based in Anchorage, AK, has a proven solution: an employee stock ownership plan. Jason chats with Mike about his entry-level start in distribution, his company’s rapidly expanding physical and digital presence, and why owners of privately-held organizations should look to an ESOP when considering growth or exit strategies. For many independent distributors, the thought of turning company ownership over to employees is as intriguing as it is intimidating. But ESOP options are endless; owners can...2022-01-1240 min
Distribution TalkRevisiting Lincoln Smith on performance incentives, loyalty programs, and customer behaviorDuring this holiday season, we are taking the opportunity to re-release some of the most popular episodes of Distribution Talk. Jason recently caught up with Lincoln Smith, chief strategy officer at HMI Performance Incentives. Although most people associate loyalty incentives with customer programs, now would be a great time to look at shoring up the relationship with internal associates. Distributors are not immune to the “great resignation” going on in North America and we hate to see associates jump ship for a couple of bucks per hour when we could design non-monetary performance rewards to keep them engaged. Furt...2021-12-2934 min
Distribution TalkTalbot Gee on association member engagement, government advocacy and workforce development at HARDIIf a trade association is only as good as its leadership, then HARDI––the Heating, Air Conditioning, and Refrigeration Distributors International Association––is very good indeed, thanks to the energetic and innovative direction of CEO Talbot Gee. Jason chats with Talbot about his formula for providing consistent, top-notch value to HARDI members. The equation includes plenty of workforce development, government advocacy, and gratitude for the biggest little industry most folks know nothing about. “You could be a supremely educated college graduate, or you could be someone who never once even considered or wanted to go to college. Maybe [you...2021-11-2436 min
Distribution TalkMarc Beerman on understanding the finances and investing in talentIn order to compete in business, you need to be willing to change your ways. Jason talks about recruiting and retaining talent in the digital age with Marc Beerman, President and CEO of Beerman Precision in Beerman Precision is a New Orleans based rental, sales and service company focused on the industrial construction market. Marc learned the importance of understanding finances early on from his father, Ralph, who founded the company as a side hustle while working full time and raising a family. Quoting a lesson from his dad, Marc says, “Don’t let tax returns fool you...2021-11-1740 min
Distribution TalkBenj Cohen of Proton AI on Leveraging Sales Data with AI Designed for the Distribution IndustryThere’s no question that artificial intelligence is poised to revolutionize distribution, and incorporating this vital tool is a lot less daunting than it once seemed. Jason chats with Benj Cohen, founder and CEO of Proton AI, about extracting the gold that’s buried deep in our systems. From uncovering hidden sales opportunities to onboarding new reps quicker than ever before, AI’s ability to dig into data can help our legacy industry close more sales and meet future market challenges. “The median Proton AI customer sells 687,000 different skews,” says Benj. With all those items in play, it’s diffi...2021-11-1033 min
Distribution TalkCam Overacker & Tyler Yelland on highlighting industry trends & communicating company culture with Primco’s podcast, Know Where You StandWhen Tyler Yelland, vice president of sales and marketing at Primco, approached the company’s president, Cam Overacker, about starting a podcast, the pair quickly realized the show’s potential beyond sales. Jason chats with the Canada-based duo about telegraphing Primco’s company culture via Know Where You Stand (KWYS), their trendsetting podcast in the ordinarily conservative floor covering industry. From honest talk about podcasting’s ROI to its power as a vehicle for inspiring the next generation of distribution professionals, Cam, Tyler, and Jason share their experiences and insights with the pod-curious. There’s a simple explanatio...2021-10-2748 min
Distribution TalkDavid Stafford on navigating successful acquisitions and fostering employee loyalty among a majority Millennial workforceReports of massive employee turnover and dissatisfaction are everywhere––except at Stafford-Smith, Inc. Jason chats with David Stafford, third generation president and CEO of the Kalamazoo-based foodservice equipment distributor, about his company’s remarkable retention rate. With 19 locations across 11 states and an overwhelmingly Millennial workforce, Stafford-Smith’s culture of loyalty flourishes under David’s open-door policy, an office-wide environment of mutual respect, and a few well-timed pranks. “It's been a very good ride so far. We make money; we are very profitable. We work hard. [ ] I don't ask anybody ever to do anything I'm not willing to do myself or have not...2021-09-2245 min
Distribution TalkDirk Beveridge on capturing the humanity of distribution for We Supply AmericaWhy would anyone spend 97 days on the road visiting 34 privately-held distributors in the middle of a pandemic? To champion the noble cause of distribution, of course! Jason catches up with Dirk Beveridge, fresh from his We Supply America tour. Beyond the business strategies and innovation beats the heart of this industry: humanity. Dirk shares some of the people-powered stories he captured during this epic journey, offering his patented brand of inspiration and encouragement as well as resources to spark company-wide conversations. “Everybody in my business network tried to talk me out of it,” Dirk laughs as h...2021-09-1546 min
Distribution TalkPaul Reilly on mental strength and selling through tough timesLooking for concrete steps to ease the effects of languishing and regain mental fortitude? Jason and Paul Reilly, speaker, trainer, author, and host of the The Q and A Sales Podcast break down six exercises anyone can implement to improve mental resilience, regardless of company role, industry, or location. Whether you’re in the C-suite or the cold-call trenches, there’s no question that the challenges brought about by this pandemic are extensive––and exhaustive. It seems counterintuitive then that so many sales teams are crushing their goals from a commission standpoint. But take a closer look. Pro...2021-09-0838 min
Distribution TalkJason Bader & Marshall Jones on supporting organizational and personal mental healthHow honest have you been with your team about their mental health? How honest have you been with yourself? Jason joins business partner Marshall Jones to address mental well-being in the time of COVID from an organizational and personal standpoint. The pair discuss anecdotal evidence, offer insights from their conversations with clients, and provide tools leaders can use to create a more empathetic working environment. No matter what you take away from this episode, know that if you’re struggling, you’re not alone. The sooner we acknowledge our shared vulnerability, the better for all. Does i...2021-08-2531 min
Distribution TalkJeff New on buying groups, association leadership, and family legacyTo say Jeff New has earned his upcoming retirement after 40 years at the helm of Mid-City Supply out of Elkhart, IN, is an understatement. His legacy includes expanding the company from one location to nine and the staff from 35 employees to 130. Before he hands the keys to his sons, Jason chats with Jeff about the industry relationships that have helped Mid-City weather growing pains, multiple recessions, and that impending transition. “My first year of running this company, I took my father's company, which had never had a losing year [ ] and in the first year we lost $180,000,” says Jeff...2021-07-1433 min
Distribution TalkMike Adelizzi on supply chain, talent recruitment, and advocacy via the American Supply AssociationIt goes without saying that Mike Adelizzi, CEO of American Supply Association, hopes to never again face a test like the COVID-19 pandemic. Still, the crisis thrust distribution into the spotlight; Mike’s not about to let all that attention go to waste. Jason chats with this innovative association exec about serving the plumbing and PVF distribution community through advocacy, education, and planning. The pair also discuss D.Next, the organization’s ambitious program for solving supply chain issues and recruiting the brightest talent into industry careers. “You can’t out-Amazon Amazon. We don’t have the bu...2021-06-3042 min
Distribution TalkJason Bader and Marshall Jones on navigating the supply chain crisisNavigating the current supply chain crisis requires adaptability - and intelligent math. Jason’s friend and business partner Marshall Jones asks the questions this time around as the pair chat real-time challenges and opportunities. Jason’s simple equation for calculating customer profitability coupled with his tips for strengthening the relationships that matter will help distributors avoid costly missteps well into the future. “History does have a good strong track record of giving us, in normal times, a very good prediction of what to buy for our needs,” says Marshall before delivering a caveat. “In uncertain times like this, it's...2021-06-1632 min
Distribution TalkKathryne Newton on generational differences in the distribution workforce“You better be thinking towards the future, or you're going to get left behind.” -Kathryne A. Newton, Ph.D How do you manage the generational divide within your company? Kathryne A. Newton, Ph.D., may not have all the answers, but she does possess more than enough intel to coax groups toward more productive communication. Whether those conversations happen face-to-face, through email, or via text is another matter. Self-professed generation geek Jason invites Kathryne to bust the cohort myths that get in the way of innovation. She also shares insights from her career as associate dean o...2021-05-1943 min
Distribution TalkAndrew Hartman on tweaking team roles, buying group advantages, and leading by example“We started to create a strong bridge between inside and outside of the house; we were realizing that we needed to make both pieces great.” -Andrew Hartman Teams flourish under teachable leaders. For proof, look no further than Andrew Hartman, president of Hartman Independent Company based in Canonsburg, PA. As the third-generation decision-maker, his conscious efforts to remain open to new ideas and willingness to engage in challenging conversations have transformed this 70-year-old distributorship. Jason chats with Andrew about tweaking team roles, buying group advantages, and leading by example. “I actually had to apply to...2021-04-2143 min
Distribution TalkJamie Arguello on mastering mindset, trusting your team, and providing workforce re-entry opportunities“The answers don’t always come from me; I am asking you for the answers, and I’m asking you to find those answers and to drive change yourself.” -Jamie Arguello Could your team pass the litmus test? If you left your distribution business in their hands for four weeks, five, six, would the shop survive in your absence? Jamie Arguello has the real-life data to prove that her business wouldn’t simply survive; it would thrive. Jason chats with the CEO of Grady's Foodservice Equipment & Supplies in Pueblo, CO, about coming home to the family business, creating s...2021-04-1444 min
Jason Blackman's Newsletter (Working Title)Nobody Cares About Jason Blackman - Episode 2!Wowowow- can you believe I’ve already been doing this podcast for two whole weeks? A friend of mine sent me an interesting statistic that 26% of all Apple Podcasts only put out 1 episode. I guess that puts our show in the top 74%!In this episode I attempt to talk about a date I had this week, I make a very frustrating 911 call, I check in with my neurologist and ALSO do my first ever Best Friend Check In™ with my best friend, Jason Bader!If you like the podcast, PLEASE PLEASE PLEASE consider subscribing, leaving a comm...2021-04-0922 min
Distribution TalkSteve Deist on career paths and recruitment strategies in wholesale distribution“A distributor is very much about micro marketing; [ ] they win the battle one customer in one relationship at a time.” -Steve Deist Distribution has a PR problem. Longtime listeners will no doubt recognize that phrase as one of Jason's favorites. The lament takes aim at the industry's lackluster attempts to attract fresh talent, anyone who hasn't grown up in a family business and, therefore, remains clueless to all that distribution offers. Steve Deist, chief operating officer of Ewing Irrigation & Landscape Supply, agrees. He chats with Jason about the math that makes distribution work, the industry's nobl...2021-03-3144 min
Distribution TalkAJ Maloney on on systems migrations, association membership, and multi-generational business success“Pick the right system for yourself... At some point, you trust your judgment and whoever you’re working with that,’okay, this is gonna work.'” -AJ Maloney AJ Maloney has weathered a lot of changes - as has the family business he once guided. While this former vice president of Coburn Supply in Beaumont, TX, may have passed the baton onto the 4th generation of leaders, he still has plenty of sage advice to share. Jason chats with AJ about sustaining multi-generational success, the perils of large-scale systems migration, and the importance of association membership. “The fi...2021-03-2433 min
Distribution TalkJason on developing a day-end routine“One of my clients put it in a really great way. He said, ‘Get your arms around the day before it gets its arms around you.’” -Jason Bader Want to sleep better tonight? Sure, it’s an odd opener - until you think about all the nagging issues that keep managers (especially new ones) up at night. In this episode, Jason flies solo, sharing his favorite tips for building a solid day-end routine regardless of industry. Think of this episode as a coaching session with tangible action items. Anyone can finish their day implementing Jason’s foundationa...2021-03-1716 min
Distribution TalkPatricia Bible on leading through tough times in the restaurant supply and equipment industry“We’re always learning. Our customers are teaching us. They are tremendous professors.” -Patricia Bible Throughout the pandemic, restaurants have received much of the press. But what about the suppliers behind the pizza joints, Thai carry-outs, and doughnut shops? How are the distributors fairing? Well, at least one of them is thriving through tough times. Patricia Bible, owner and CEO of KaTom Restaurant Supply in Kodak, TN, joins Jason to discuss the other side of the hospitality industry. The company’s success is rooted in its dynamic leadership and service-oriented culture. “It’s been a very differe...2021-03-0349 min
Distribution TalkRich Danchisin from Trinity Warranty on extended warranty programs for distributors“Now you're able to offer your customers something that will financially protect them from what you know is a potential expense, but they view as a non-expense down the road.” -Rich Danchisin If you’ve listened to the podcast for a while, you know that distributors who can teach a contractor how to make more money foster loyalty for life. The challenge is finding opportunities that don’t squeeze already tight distributor margins. Enter Rich Danchisin of Trinity Warranty. His company offers creative extended warranty solutions across multiple verticals. These customizable programs on residential, commercial, industri...2021-02-2441 min
Distribution TalkGordon Graham on distribution inventory management, speaking from the stage, and maintaining integrity"It's very hard to get them to go along with it, to try the new idea, the new way of doing it. Now, once they try it, generally, they'll say, gosh, this is good!" -Gordon Graham After years of using Gordon Graham’s methodology to power The Distribution Team, Jason finally sits down for a one-on-one with the man who revolutionized an industry. Known for his integrity and easy-to-understand logic, Gordon is the undisputed dean of distribution inventory management, having written the book on the subject in the late 80s. This conversation is as much a t...2021-02-1742 min
Distribution TalkJohn Kelly on high-tech distribution, government contracts, and non-stock procurement“I think there's plenty of conversations that can be had with competitors that are valuable and are productive - just not pricing.” -John Kelly Oh, the allure of those big government contracts! Not so fast… John Kelly, Chief Corporate Officer of Jo-Kell, a shipboard electrical and industrial automation specialist, sits down with Jason to discuss the great and the not-so-good aspects of working with the federal government. Jo-Kell has undoubtedly carved out a profitable niche for themselves with the US Navy. Still, as Jason learns, a lot of John’s success within the company is due to h...2021-02-1046 min
Distribution TalkMark Patton on talent development, mergers and acquisitions, and private equity partnerships“We try to live by the golden rule, not only in every day dealing with customers and vendors, but also in our acquisition processes.” -Mark Patton Want to know the secret to talent development, mergers and acquisitions, or working with private equity partners? It’s not classified information; it’s culture. In this episode, Jason speaks with Mark Patton, CEO of Colony Hardware, about managing the myriad relationships that fuel his company’s multi-territory success. “What we've really focused on is growing the business, and in order to grow and scale a distribution business like ours, I think...2021-02-0344 min
Distribution TalkWard Bassett on humility, perseverance, and helping people get what they want"And I'm in there -- the hat on backwards, t-shirt, and jeans ripped. I've got no job, but I'm keeping my word, right? That I was going to take care of this person no matter what." -Ward Bassett Ward Bassett understands how quickly one’s luck can run out -- and what it takes to persevere when everything goes sideways. Ward’s early life played out like a classic teen adventure film befitting someone born grasping a silver spoon. Then tragedy struck, leaving him to make sense of life. Today, Bassett Salon Solutions' CEO credits a cr...2021-01-2749 min
Distribution TalkPaul Glover on turning the hard lessons of 2020 into opportunities in the next normal“My theory is that “status quo” kills the future.” -Paul Glover In a rush to put distance between this year and the last, what opportunities have you left behind? Paul Glover, the “no BS” work performance coach, is back, with a new webinar and an urgent directive: stop referring to 2020 as the worst year ever!* He sits down with Jason to discuss keys to building more robust, engaged environments that will thrive in the next normal. “Well, obviously everybody is happy to see 2020 in the rearview mirror. But, after having lived it and taking some time...2021-01-2035 min
Distribution TalkJason and Marshall on harnessing the power of peer networks"By working together, you can really improve the quality of the solutions that you bring to bear against, you know, the problems that you deal with day in, day out." - Marshall Jones As years go, 2020 didn't leave much behind to recommend it...or did it? Amidst the difficult aspects of the last ten months, distributors managed to string together small but mighty bright spots. In this episode, Jason is joined by business partner Marshall Jones to discuss their favorite takeaways from the last year. The pair also debut an exciting new leadership forum focused o...2021-01-1341 min
Distribution TalkJason on Moneyball for Distribution“The old sales process is dead and, frankly, good riddance. ” ~Jason Bader Can a decade-old film about baseball provide fresh ideas for distribution? In this rare solo episode, Jason talks with you about driving company growth using the intelligence you already have at hand. As a self-professed data junkie, it’s no great leap for Jason to pull cues from Moneyball while discussing the lessons he’s learned at his day job as a consultant. The 2011 true story follows Billy Beane, the general manager of a middling baseball team, as he becomes first in the major le...2020-12-2321 min
Distribution TalkFranke Hurtte on fee based services and distribution association membership“Your best customers are subsidizing your worst customers.” ~Franke Hurtte Talking shop with Frank Hurtte is akin to auditing a masterclass in distribution longevity: no matter the vertical, he’s always ready with a personal anecdote and answers to some of today’s most challenging problems. Frank has successfully parlayed 28 years in direct distribution into a consultancy, as well as a byline on multiple books and hundreds of industry articles. He shares some of that expertise with DT listeners for free - a tactic he says distributors themselves should abandon now before it costs them their en...2020-12-0254 min
Distribution TalkEd Flemmons on distributor buying groups, finance, and fostering relationships“You just have to play the niche and work with what you can and take the good with the bad.” Ed Flemmons Ed Flemmons takes poolside particulars seriously. As president of Pool Contractors Supply, Inc. headquartered in Memphis, TN, he maintains a firm grip on the company’s financials as well as its future. Not one to lounge around, Ed’s responsibilities extend to his buying group, where he heads the largest cooperative of independent pool and spa distributors in North America. Jason and Ed discuss changes to the industry (hint: the faces are getting younger...2020-11-2535 min
Distribution TalkGet a Grip on Lighting with Michael Colligan and Greg Ehrich"I've always been about time management and efficiencies and finding ways to do the right thing quickly. ~Greg "In your career, there's 5% of your time in service to your industry. Period. End of the story. And people need to hear that. ~Mike How do two affable guys with several successful businesses between them find time to record three podcasts a week and run a leading trade organization? For Michael Colligan and Greg Ehrich, the duo behind Get A Grip On Lighting podcast, their secret sauce is a commitment to serving the lighting industry. I...2020-11-1836 min
Distribution TalkMartha Brooke on pandemic-era customer experience research"Clients are looking for meaningful information from their customers about what they expect and what they perceive and what’s going on in the world." ~Martha Brooke Martha Brooke is back with more sage advice for survey-wary CEOs. A lot has changed in the world since I last chatted with the founder of Interaction Metrics way back in 2019. This time, she’s sharing valuable insights around pandemic-era company reviews and translating data into actionable improvements. “[COVID19 is] just such a sea-change that will affect us forevermore. Some things, we’re not going back to and, s...2020-11-1150 min
Distribution TalkMason Greene on adapting and innovating during the pandemic in foodservice distribution"I think it’s just an apt message for this time, to share with our team, with each other that, hey, we're counting on you to just continue to grow.” ~Mason Greene Few industries have weathered more storms during the pandemic than foodservice. From restaurants to suppliers, the pressure on this vibrant vertical to provide will not ease any time soon. Jason chats with Mason Greene, third-generation president of Hotel & Restaurant Supply, about how he’s fostering responsibility and encouraging innovation amidst challenges. “When I stop and think about it...it's a great opportunity in the spac...2020-10-2140 min
Distribution TalkKatie Munro Powell on curiosity and balancing both manufacturing and distribution sides of the family business“Wherever you're coming into a new place, look for opportunities to get curious, to ask questions, to be a learner - maybe even before you're a contributor.” ~Katie Munro Powell Curiosity is the catalyst for Katie Powell. As president of Munro Companies, Inc. in Grand Junction, CO, she approaches leadership with an inquisitive attitude. Jason and Katie discuss the finer points of running both a distribution and a manufacturing division; as well her commitment to service, whether she’s in the C-suite or leading the Girl Scout troop. “The more time that I spent with the team...2020-10-1440 min
Distribution TalkDale Hahs on customer relationships, peer networks, and responding to the marketplace during a pandemic“I learned early on just being nice and kind to the customer can go a long way.” ~Dale Hahs Dale Hahs has initiated dozens of innovations throughout his career at AIS Industrial & Construction Supply in Denver - from system upgrades to expanded product lines. And while technology has allowed him to implement cool features such as 360º virtual warehouse views, Dale attributes his company’s success to strong customer relationships and peer networks. Jason chats with Dale about responding to the marketplace during COVID-19 and collaborating with Affiliated Distributors. “It's nice because we are so divers...2020-10-0742 min
Distribution TalkDavid Gordon on acquisition strategy, loyalty programs, and the rep of the future“So the agents are becoming more and more important within the manufacturer sales funnel… We have seen agents… do more marketing, do their own videos about the product, do much more in newsletters, do podcasts, do outdoor counter days, do tailgates.” ~David Gordon, Channel Marketing Group David Gordon turns insights into actionable strategies for his distribution and manufacturing clients. With data at the ready and a wealth of experience to draw from, the founder of Channel Marketing Group shares his views on how COVID-19 is reshaping everything from C-suite occupancy to acquisition game plans to loyalty programs. The conve...2020-09-1649 min
Distribution TalkPJ Slauson on self-guided education, mentorship, and leveraging social media“The best advice I can give you is that you can't compete with them on their strengths. You have to compete on your strengths and until you identify and figure out what those are, I mean, you're going to take a beating. ~PJ Slauson PJ Slauson, president and CEO of CLK Supplies, LLC and Aero Lock, LLC, has grown his business from promising side hustle to profitable distributorship on his own terms. Jason chats with the 35-year-old entrepreneur about the value of a self-guided education, the art of asking for help, and the power of social media. 2020-09-0940 min
Distribution TalkDave Roller on pricing strategy, client stratification, and turning data into profit“One of the most important assets any distributor owns is their transaction data and it could make them a lot more money.” ~Dave Roller, Profit2 If you haven’t addressed your company’s pricing plan in a while, Dave Roller says you’re leaving good money on the table. As president of Profit2, Dave has built his career helping distributors optimize their strategy - even against e-conn’s biggest names. Jason chats with Dave about the art and science of pricing as well as overcoming pricing challenges - even in challenging times. It’s an episode dense...2020-09-0244 min
Distribution TalkSydney Berry on pivoting to virtual, building relationships, and gaining trust in new territories in the beauty supply industry“This industry is built on relationships and being able to help foster that makes a much better strengthening of best practices with all of the salons versus seeing each other as competitors.” ~Sydney Berry, Salon Services Pro As with many distribution verticals, COVID-19 has altered the high-contact beauty supply industry seemingly overnight. But Sydney Berry sees possibilities in pivoting. In this episode, Jason chats with the founder and CEO of Salon Services Pro about her commitment to service and the company’s strategies for translating an exceptional in real life reputation to the virtual marketplace. Whether...2020-08-2636 min
Distribution TalkLisa Fiore on leading through crisis and optimizing a fragmented supply chain“I saw very clearly that this industry was the last bastion of this non-digitized space. I wanted to be the one that brought us into the new technological era.” ~Lisa Fiore, Landscape Hub Lisa Fiore left the family business behind to transform an industry. In this episode, Jason speaks with Lisa, founder and CEO of Landscape Hub, about the challenges that have shaped her management style and the tech she’s created to revolutionize a stodgy wholesale vertical. “Their version of the story is that I grabbed the business and took it from them. My version...2020-08-1235 min
Distribution TalkMike Marks on reinforcing your foundation and building market share during difficult times“Which is more important: do you want to be successful or do you want to be right?” ~Mike Marks Mike Marks has spent a lifetime in distribution and he’s got the battle scars to prove it. In this episode, Jason chats with Mike about lessons he's learned at the helm of Indian River Consulting Group. Mike also offers suggestions to proactive leaders keen to close out 2020 on solid footing even as the ground continues to shift around them. "People are being much more cautious now. It's a complex process but look at it this way, w...2020-08-0541 min
Distribution TalkJason and Marshall on adapting to opportunities in distribution during the crisis“We want to come out of this stronger, we absolutely do. And we want to, if we can, come out of this more connected, sharing of similar values, sharing of similar thoughts, and direction. I think that we do have a tremendous opportunity to change the paradigm going forward here.” -Jason Bader “There's so much trust that is required to have an effective buyer-seller relationship. It's still an open question mark. Can you develop that kind of trust virtually as opposed to physically?” -Marshall Jones There’s no question that a distributorship faces challenges from time to ti...2020-04-0829 min
Distribution TalkBrenda Puckett on commodity vs consultation, special pricing agreements, and recruiting new talent“Every business has to change.” That’s what Brenda Puckett, president at West-Lite Supply Co. says when asked about navigating turning points in the wholesale lighting industry. West-Lite Supply was founded in Los Angeles, CA in 1981 with the purpose of becoming America’s premier distributor of lighting products. What was then a commodity based business selling lamps and fixtures, has now transformed into a rapidly changing electronics-driven service specialization. “Now we're not even in the lighting business. I tell all my customers and my sales reps that we're in electronics now. Think about it -- LEDs… we're...2019-10-0931 min
Distribution TalkTully Brewer on the profit first approach and planning for a healthy succession“Most business owners try to grow our way out of our problems. But the result is simply a bigger monster. You can't grow out in your profit problem. You need to fix the profit first, then you grow.” -Tully Brewer In this episode, Jason and Tully Brewer, president of Littlejohn, Inc., chat about the profit first approach and planning for a healthy succession. Littlejohn, Inc. began selling tank trailers in the 1930s but it wasn’t until the family firm opened its parts business in the late 80s that things really took off. Eventually, opportunities gave w...2019-06-1929 min
Distribution TalkGabriel Curry on data, client retention, and business expansion"There are three things that we ask when we make a call: what should we start doing? What should we stop doing? What should we continue doing? What should we stop doing is usually some of the best feedback." ~Gabriel Curry Jason sits down with Gabriel Curry, president of G&S Nursery and Impact Media, to discuss client retention, business expansion, and the myriad ways data informs decisions. Gabriel credits The Ultimate Sales Machine by Chet Holmes with helping uncover his customer’s needs and focus on his niche market. Once identified, CRM technology like Sa...2019-06-1234 min
Distribution TalkMarshall Jones on taking over the family business, training and employee testing“I think salespeople do a fantastic job accomplishing the task that they’ve been given. That said, none of what they produce out there can really come to fruition without the support of a wide network of folks within the organization.” --Marshall Jones Jason catches up with Marshall Jones, former owner of Marco Supply Company. They cover a lot of ground from life in and out of the family business to the merits of various talent assessment methods. And, if you’ve got kids of your own in the family business, you’ll want to hear Marshall’s views on se...2019-05-2730 min
Distribution TalkJason Bader on the origin of Distribution TalkMeet Jason Bader, executive coach, speaker, and owner of The Distribution Team, and find out the origin story of the Distribution Talk podcast (the idea for which came like a 2x4 to the back of the head.) Get ready to hear stories, struggles and solutions from business owners and thought leaders in the wholesale distribution industry. Thanks to Michael and Greg at Get a Grip on Lighting for helping to inspire this show, and to podcast coach/editor Andrea Klunder at The Creative Impostor Studios for her expert advice. And thank you to our...2019-05-1704 min