Explorez tous les épisodes du podcast The Wholesale Change Show

With Ian Heller out this week, Mark Brohan welcomes guest co-host Lindsay Young of 3 Aspens Media, a longtime B2B journalist and distribution analyst, to break down a packed week of Q3 earnings and AI headlines. We start at Amazon Business’ Reshape event in Nashville, where Amazon Business rolled out new AI tools for procurement. Then we dig into MSC Industrial’s 10% sales growth and its decision to write off $48 million of a digital commerce overhaul in favor of AI tools. On the electrical side, we cover Sonepar’s $563 million AI investment and Rexel’s 14.6% sales growth on data center demand. We also look at Genuine Parts’ Motion and its coming spinoff, plus a Simon-Kucher survey in which 76% of distributors expect their growth outlook to improve, and why pricing and near-$7 diesel still have executives on edge. Our lightning round covers national account price wars, big-bang ERP projects, AI-generated quotes, cost-plus pricing and whether Motion is worth more on its own. It was a big week in distribution. We break down what matters and why.

Fastenal just posted a 15.5% quarter, but where did the growth come from? Ian Heller and Mark Brohan dig into the early earnings season, from Fastenal’s reliance on big enterprise accounts and its trimmed digital sales target to what AI is doing to inventory ordering times. Amazon Business, Walmart for Business, Home Depot, Grainger and AD all figure into the competitive picture. Then we look at DigiKey, which is investing $100 million in automation and says it’s on pace to grow more than 50% this year. We also cover Medline’s latest distribution center expansion and why automation is so much easier in a sealed-box warehouse than a broken-box one. We also unpack Winsupply’s push into Greater Philadelphia with a former Ferguson executive, and what inflation and diesel nearing $7 a gallon mean for distributors trying to pass costs through to customers. Finally, RNDC and Ascendant are winding down, and the stories behind them are a warning for the industry. Plus, a lightning round on Fastenal’s small customers, vending versus AI, fuel surcharges and who’s next to go in 2027. It was a big week in distribution. We break down what matters and why.

Earnings season is about to kick off, and the deal scorecard is already coming into focus. Ian Heller and Mark Brohan break down what the latest M&A data says about why investors keep piling into MRO, fasteners and HVAC while construction supplies, where White Cap has the field largely to itself, gets overlooked. Fastenal, Watsco, Home Depot, Lowe’s and QXO all figure into the conversation. Then we turn to the robots. McLane’s pilot with Aurora puts driverless trucks on the road for a Berkshire Hathaway foodservice distributor, while warehouse robotics keep spreading through First Supply, NAPA and Southern Glazer’s, with Amazon’s robotic hand and Figure’s humanoids on the horizon. We also look at a Reshape Automation study that put ChatGPT, Claude and Gemini through industrial supply ordering (the top score was just 52%), and what a steady jobs report says about hiring, wages and the frontline workforce in wholesale distribution. Plus, a lightning round on private equity, driverless trucks, clean product data and whether distributors will employ fewer people by 2028. It was a big week in distribution. We break down what matters and why.

Distribution Strategy Group's "Wholesale Change" dives into Home Depot's aggressive branch expansion plan, which includes up to 50 new SRS locations as it pushes deeper into plumbing and HVAC behind its Mingledorf acquisition. We also unpack branch strategy across the industry, from Grainger's and Johnstone's dense branch networks to Winsupply's unique entrepreneurial, locally-owned model — now closing in on $10 billion in sales and backed by a fresh investment in AI. Then we turn to the frontline: why 60% or more of a typical distributor's workforce is deskless, and the real cost of ignoring them, with a look back at how Coke built commission incentives into its e-commerce rollout to win over its sales reps. Plus, our lightning round tackles whether SRS will out-build Ferguson, Watsco and Carrier to become HVAC's biggest branch network within five years. It was a big week in distribution. We break down what matters and why.

Distribution's buying-group wars are heating up again. Ian Heller and Mark Brohan dig into AD's reacquisition of SupplyForce, the national-accounts platform AD spun out decades ago and is now folding back in-house — its 18th acquisition to date — and what that means for independents trying to compete with the likes of Grainger for big national contracts. From there, it's another chapter in the data-center land grab, as Rexel agrees to pay $1.4 billion for Chicago-based GCC, putting it in direct competition with Sonepar for a construction wave that may be slower to materialize than expected. We also look at Lowe's testing drone delivery straight to the job site, regional plumbing and HVAC distributor Hills Distribution's national e-commerce push with Pex Universe, and why Walmart — quietly building out Walmart for Business and automating its distribution centers — may be the most underestimated competitor in wholesale distribution. Plus, our lightning round tackles whether Walmart-level automation will force mid-market distributors to catch up or fall behind. It was a big week in distribution. We break down what matters and why.

Hosts Ian Heller and Mark Brohan dig into a busy week in wholesale distribution and what it means for industry leaders. We start with Fastenal's quiet acquisition of Rampp.ai, an agentic AI platform the industrial distributor has never formally announced, and what it signals about building AI capability in-house rather than waiting on ERP vendors. We also break down Watsco's move to acquire The Granite Group, a $500 million Northeast plumbing and HVAC distributor, its second major deal of the year following Jackson Supply Co. Then we get into diesel prices, which hit a record $6.285 a gallon, and how Builders FirstSource, Grainger, MSC Industrial, Ferguson, Sysco, Performance Food Group and US Foods are each absorbing the hit differently. Plus, a new ransomware report shows midmarket distributors are the real targets, and Office Depot retires the ODP name nine months after Atlas Holdings took the company private. It was a big week in distribution. We break down what matters and why.

Distribution Strategy Group’s “Wholesale Change” is back! Hosts Ian Heller and Mark Brohan are joined by Brian Hopkins to break down a busy week in wholesale distribution and what it means for industry leaders. We start with customer service in the age of AI agents, then dig into Sysco’s plan to cut at least $500 million in costs by fiscal 2029 through automation and agentic AI. We also look at Genuine Parts Company’s Motion and the leadership team that will take the industrial distributor forward after its planned spinoff, plus a rapid series of CEO transitions at Crescent Electric Supply Company, Air Hydro Power and ABC Supply Co. Inc. Then we get into the numbers: wholesale sales, inventory ratios, freight costs and manufacturer demand. What are they telling distributors about where the market is headed? Plus, our lightning round covers Uline, Core & Main, Franklin Electric and Continental Battery Systems. It was a big week in distribution. We break down what matters and why.

Distribution Strategy Group's "Wholesale Change" is back! Hosts Ian Heller and Mark Brohan dig into a busy week in wholesale distribution and what it means for industry leaders. We start with Home Depot, Lowe's and Sysco all formalizing a chief AI officer role, and ask whether that title actually matters for mid-sized distributors or is just a headline grab for the giants. We also break down what the latest manufacturing and services PMI readings are really telling distributors about inventory planning, plus Grainger's $210 million investment in automating customer site inventory management. Then we turn to M&A: Ferguson's $1.6 billion acquisition of Flowworks, Winsupply's plan to add 1.6 million square feet of capacity across Ohio, Oklahoma and Georgia, and whether private equity is playing too big a role in distribution deals. Plus, our lightning round covers Amazon's robotic-hand fulfillment tech, the Lowe's Foundation's quarter-billion-dollar trades investment, and whether Ferguson itself could become an acquisition target. It was a big week in distribution. We break down what matters and why

Wholesale Change is a weekly live news show for the distribution industry, hosted by Ian Heller and Mark Brohan. Each episode dives into the stories that actually matter to distributors—earnings reports, M&A, AD and buying group developments, Amazon Business, AI, and the strategies behind the headlines. This isn’t a neutral recap; it’s a news + analysis + opinion program. Ian and Mark bring decades of distribution and B2B expertise to: Explain what’s really driving the numbers behind public and private distributors Connect quarter‑to‑quarter trends across leading players Call out who’s talking about AI vs. who’s actually doing it Explore what industry shifts mean for mid‑market distributors trying to compete at scale

This episode of The Wholesale Change Show features Mark Chadwell, who shares how Chadwell Supply became the largest privately owned multifamily maintenance supplier in the US. With a faith-driven, employee-focused culture and advanced technology, they serve over 50,000 customers across 36 locations. The show also highlights Tornet’s AI solutions for distributors and the Customer Experience RX program that boosts satisfaction and loyalty. It's a must-listen for anyone in distribution looking to excel in customer service and growth.

Watch on-demand for an exclusive pre-conference conversation with Don Sarno, Senior Vice President of Digital Enterprise Americas at Sonepar, as he shared insights ahead of his session at the Applied AI for Distributors Conference in June. In this engaging discussion, Don explored the transformative role of AI in distribution, how Sonepar is leveraging AI to drive digital innovation, and what the future holds for AI-powered supply chain and customer experience strategies. Get a sneak peek into the key themes and takeaways from his upcoming presentation at the AI conference. Key Takeaways: * How AI is reshaping the distribution landscape * Sonepar’s approach to digital transformation and AI adoption *Practical AI applications that enhance operational efficiency and customer engagement *What to expect from Don’s session at the Applied AI for Distributors Conference in June Don’t miss this opportunity to hear from one of the industry’s leading voices on AI and digital transformation. Register now to gain early insights into AI’s impact on distribution and prepare for the conference in June!

Listen to this episode of The Wholesale Change Show, featuring special guest Brendan Breen, CEO of the Industrial Supply Association (ISA). ISA’s annual convention, ISA25, starts March 31 in Nashville. The organization – which serves distributors, manufacturer reps and manufacturers – continues to introduce new initiatives to drive growth and support members in the industrial channel. The conversation dug into: The importance of building and maintaining strong channel partnerships How ISA members are tackling the challenges the industry faces today The role ISA is playing in educating and engaging with the channel around critical issues such as tariffs and the talent gap ISA’s newest initiatives, including the building of a veteran network How distributors can leverage ISA's resources and insights Don't miss this opportunity to gain actionable insights from Brendan, who because of his role, brings a holistic view of the industry to the table.

Voomi is an ecommerce HVAC distributor that works with OEMs and other distributors to provide an extremely wide assortment of products to customers across the U.S. The company gives their supply partners access to new customer segments and regions so they can expand their markets. Listen now to hear Voomi CEO RJ Cilley discuss the company’s unique value proposition. As distribution channels and partnerships continue to evolve, it’s essential to hear from the leaders building new business models that meet customers’ increasingly demanding requirements.

Over the past four years, The Wholesale Change Show has featured CEOs from MSC Industrial, Global Industrial, Zoro, Lawson Products, Johnstone Supply and dozens of other leading distributors. It’s the most informative and entertaining webcast and podcast in distribution! Watch on-demand for a special milestone event as we celebrated our 100th episode! We looked back on what we’ve learned and talked about the state of the distribution industry today and where it’s going. Distribution Strategy Group’s own Ian Heller, Jonathan Bein and Brian Hopkins were joined by long-time distribution executives and frequent guests Ron Paulson, who spent decades at Grainger, Eric Wessinger of Richards Supply and Dirk Beveridge, Executive Producer of We Supply America. Whether you’re a longtime listener or new to the series, this event is a must-watch.

The second half of 2024 has been defined by uncertainty, with the election looming and economic indicators wavering. Alex Chausovsky, a highly experienced market researcher and analyst, clarified the murky forecast when he joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about what distributors can expect in the rest of 2024 and beyond. He provided practical and actionable advice to help you chart a course in the new year. We discussed: The impact of the U.S. presidential election Economic growth projections The impact of interest rate fluctuations Labor market trends The supply chain outlook Sector-specific insights And more You won’t want to miss this. Listen now!

Watch on-demand as hosts Ian Heller and Jonathan Bein sit down with Wes Smith, the president and CEO of the National Association of Electrical Distributors (NAED). Wes started his current position in January 2024, but he’s no stranger to the electrical industry or the association. He spent more than 34 years with Mayer Electric, including 14+ years as president before they were acquired by Rexel. At Rexel, he served as Chief Strategy and Growth Officer. After three decades in the industry, he was named NAED’s chairman from 2020-2022 and remained on the executive committee until he was appointed to lead the association. We talked with Wes about: *NAED’s mission in the electrical industry *What’s driving the electrical distribution industry, including challenges and opportunities *How NAED collaborates with other groups in the channel *How NAED is tackling key issues, including energy policy, workforce development, supply chain transparency, data standards and more *The future role of organizations like NAED in the distribution industry

On this episode of The Wholesale Change Show, we welcomed Zoro President Sandy Mattinson. Zoro is an ecommerce platform that helps businesses thrive by offering an endless assortment of products for every business need. Launched in 2011, the Grainger subsidiary has grown rapidly to over 600 team members and over $1 billion in annual revenues.  Sandy joined Zoro in 2019 as the company’s first female vice president and established its business development, category management and digital merchandising capabilities, which were instrumental in expanding Zoro’s assortment to more than 13 million products. Sandy continues to invest in the culture that has seen Zoro recognized repeatedly as a great place to work. “My ‘North Star’ is helping people in businesses thrive,” she says. “Our business customers, our distributor partners and our team members. That’s how Zoro thrives, too.” In this conversation, we explored the company’s value proposition and how Sandy is helping build on its success by investing in the success of other distributors.

Watch as Distribution Strategy Group’s Ian Heller is joined by some of the technology leaders who participated in our recent conference, Applied AI for Distributors. During an information-filled, action-packed event, attendees spent two and a half days immersed in the latest information and education on AI and how it can help distributors grow sales, drive productivity, improve CX and provide better services. During this discussion, panelists reviewed: General session speakers: Zack Kass was at OpenAI when they launched ChatGPT and now he’s a futurist with an inspiring and profound message about the future of AI. Theresa Payton is a former White House CIO who spoke on how AI impacts cybersecurity threats. Brooks Hamilton spoke on how AI can drive profitability and Jonathan Bein gave an overview of AI applications for distributors. We’ll also talk about the eyebrow-raising presentation Grainger’s Chief Product Officer Brian Walker. Networking: Always the best part of a great conference, the networking was amazing at the Applied AI event. The starry-eyed looks we saw at the last event are gone; now, distributors are in the market for applications to help them run better businesses – now. Breakout sessions. Dozens of technology companies demonstrated existing AI applications or offered sneak peaks about what’s coming soon. Learn about the conference if you couldn’t attend or participate in a review discussion to refresh your memory if you were there.

Can AI truly make a real-world difference, today, in a mid-sized distribution company? The answer is yes and Millcraft is one company who did it by focusing on adopting the latest technology and recruiting and training a workforce that understands how to use it. Among other solutions the company has implemented AI tools for order automation that has increased touchless ordering to 60%. Watch the Wholesale Change Show on-demand with hosts Ian Heller and Jonathan Bein, Ph.D. as we welcomed our guest Travis Mlakar, president of Millcraft. Learn how Travis incorporated AI to make a significant difference, freeing up employee time to focus on what is truly valuable to the customer. Travis also discussed the next steps for the company. Using advanced analytics along with AI, Travis will be optimizing cross selling, supply, and other areas for ready for advancement.

On this episode we welcomed Tim Brooks, CEO and co-owner of Lohmiller & Company, an HVAC distributor in Denver, Colorado. Tim has built a highly successful company based on extensive employee training, aggressive expansion of value-added services, a willingness to invest in new technologies and a focus on building an exceptional culture. These capabilities offer customers the best high-touch experiences with personal interactions but also top-notch digital tools that resulted in 27% of sales coming through electronically in 2023. Listen now to hear from the CEO of a fast-growing, privately-held HVAC distributor who shares his tips for success.

We welcomed Renata Morgan to this episode of the Wholesale Change show. Renata was recently promoted to President of Rheem Northeast Distribution, which is a combination of four previously independent distributors: United Supply Company, P&N Distribution, Mechanical Supply and MCN Distributors. The new division will incorporate 32 branches selling both Rheem and Ruud products across Eastern Pennsylvania, all of New Jersey, and parts of New York and Connecticut. Renata will be tasked with defining core values and setting a vision for the combined enterprise to make the whole greater than the sum of its parts. As in any merging of companies, establishing a new culture that takes in the best aspects of each individual organization will be a key challenge. An HVAC industry veteran with experience driving organizational change and leading diverse cross-functional teams, Renata’s leadership has been recognized by being named a Top 20 Woman in HVAC in 2021 along with a HARDI 40 Under 40 honor in 2016. Renata received a Master of Industrial Distribution degree from Texas A&M University, where she currently serves as a member of the MID Advisory Board, along with a Bachelor of Science in Psychology from the University of Houston.

BradyIFS + Envoy Solutions, a national distributor of janitorial-sanitation, foodservice disposables and industrial packaging products, just unveiled their new name: BradyPLUS. The new corporate identity follows the October 2023 merger of the two companies and is a step toward realizing the company’s priority of operating as one.  Get an inside view of the rebranded distributor’s story as we welcomed BradyPLUS Chief Marketing Officer Ian Gresham to the Wholesale Change show. His specialty in marketing, omnichannel strategy and corporate communications is critical in a time of transformation for the merged organization. Hosts Ian Heller and Jonathan Bein talked with Gresham about: *The power of the combined distributors and their member companies *How BradyPLUS will leverage data to understand customers better *Building a digital experience to enable more efficient buying *How the distributor balances digital with in-person expertise and value-added services

Traditional and emerging competitors make it more difficult than ever for distributors to hold on to their role as manufacturers’ primary partners in going to market. Marketplaces, large retailers and even options for selling direct to end-users become more tempting to manufacturers when distributors offer poor digital capabilities or are weak at marketing. In this episode of Wholesale Change, representatives from two major manufacturers – ABB and Signify – shared how distributors can become more important to them. Instead of taking defensive action to hold onto existing market share, we discussed how distributors can go on offense and take share from other channels. Watch on-demand for a unique opportunity to hear directly from major manufacturers on how you can become more important in the channel.

During his two-decade tenure with Grainger companies, Kevin Weadick demonstrated his versatility across multiple countries and diverse divisions including supply chain, marketing and product management. However, the pinnacle of his Grainger career was the role of president for the company’s B2B marketplace, Zoro. Given his remarkable track record, it’s no surprise that when FleetPride embarked on its quest for a new CEO, Kevin emerged as an exceptional candidate. Few can boast of extensive experience within a prominent branch-based distribution business coupled with a history of accomplishments in digital commerce, exemplified by his achievements at Zoro, a 100% online company. At Zoro, it wasn’t just about sales growth; the company’s outstanding culture earned it accolades as an exemplary employer. Now CEO of FleetPride, Kevin is committed to replicating this culture success. He is also focused on strategically integrating digital solutions alongside FleetPride’s existing branch and sales strategy and expanding the company’s emerging service channel. All of this is in service to the company’s core purpose: “FleetPride keeps the country running.” Listen to this episode of the Wholesale Change show we talk to Kevin about what he’s learned over his long distribution career, how he’s adapting to a new industry, and how he plans to leverage his experience to achieve big goals at FleetPride.

AI is powering a new wave of applications in supply chain and warehouse, finance, HR, sales, marketing and customer service. These promise to deliver not just greater efficiency, but also greater effectiveness for distributors. The key, according to AI expert Brooks Hamilton, is to “understand where humans act like machines. That’s where the opportunities lie.” At the first-ever event on AI for distributors this month, Hamilton, who helps distributors build and implement AI strategies, gave our attendees the tools to get started with AI. Tapping into his extensive real-world experience, Brooks instructed distributors to embrace, educate and then expand their use of AI – building a solid foundation to reap the rewards of this game-changing technology. Hamilton joined Wholesale Change hosts Ian Heller and Jonathan Bein to share his takeaways from our Applied AI for Distributors event. They also dug into what comes next – after distributors decide to take their first steps.

Supply Chain Equity Partners (SCEP) is “North America’s only committed private equity firm focused exclusively on making investments in the distribution and logistics industry,” says Jay Greyson, the firm’s co-founder and partner. He joined hosts Ian Heller and Jonathan Bein, Ph.D. of Distribution Strategy Group to discuss industry trends in M&A, along with how distributors can prepare for an equity event. Jay, Ian and Jonathan discussed how factors like strategic vs. financial buyers, company size, and many other elements impact valuation. They discussed how a hot second quarter of distribution M&A activity was followed by the “summer doldrums” of fewer deals, as well as how positioning your company to be a “platform” player can help you acquire more effectively and be more valuable when it’s time to sell. Listen now to hear Ian and Jonathan spend time with one of the leading experts in distribution M&A.

Ian Heller and Jonathan Bein, Ph.D. were joined by distribution technology expert, Klaus Werner, on the Wholesale Change Show. Klaus is also preparing to deliver a keynote presentation, “AI Applications and Use Cases for Distribution," at our upcoming Applied AI for Distributors Conference. Klaus discussed how distributors can use AI to improve productivity, quality and profitability in areas like: > Customer service > Supply chain > Sales automation > Personalization > eCommerce Don’t miss this opportunity to learn from an early AI pioneer in distribution by watching now on-demand.

What does the increasing pace of M&A activity mean for distributors, manufacturers and reps? How will this change the ecosystem of the industry? * Will the role of manufacturers’ reps evolve so they’re more like VARs? * What happens to associations as distributors consolidate? * How will manufacturers adapt as M&A activity continues? In this episode of Wholesale Change our guest was distribution expert David Gordon. Outspoken, candid, expert and industry insider – David is all of these and more. He’s been the President of the Channel Marketing Group for more than 22 years and began publishing the leading independent blog in the electrical distribution industry, ElectricalTrends, 15 years ago. David also publishes US LightingTrends and, with Dorn Group, HVACRTrends. David joined Ian Heller and Jonathan Bein for another spirited, unscripted conversation.

On this episode we welcomed Ben Hensler, Chief Sales and Marketing Officer of Motion & Control Enterprises (MCE), to the Wholesale Change show. Ben joined MCE in 2021. During that time MCE has seen significant growth, including the acquisition of 10 businesses, enhancing their technical product and service offering. MCE’s ability to recognize the talents of acquired companies is a key strength of their business model. Beyond the consolidated buying power, optimized pricing and value-added services within MCE's platform, these acquisitions provide an abundance of talented individuals and innovative solutions. By fostering collaboration and synergies, MCE enables these talented teams to flourish, broadening their market reach and expanding their product lines for exciting cross-selling opportunities. This integrated approach not only adds value to MCE but also provides customers with comprehensive solutions throughout every stage of the product lifecycle. Ben has had executive roles at C.R. Lawrence, Test Equity, FCX Performance and Grainger.

Keller Logistics Group is killing it. The logistics and distribution business is targeting $165 million in sales this year, nearly double the sales of a decade ago. Their Big Hairy Audacious Goal (BHAG)? $1 billion by 2032. But for CEO Bryan Keller, his work isn’t just about revenue. It’s about how his company can give back to the communities in which they work. That’s what really drives him. Keller joined us for the June 28 episode of Wholesale Change. In addition to talking about the logistics and warehousing market landscape with our hosts, Keller shared his philosophy of delivering for employees, customers and communities. Keller Logistics Group invested $300,000 in sponsorships to community organizations last year, created a non-profit to help local veterans in crisis and collaborated with a local organization to help at-risk students find their purpose in life while learning skilled trades to prepare them for a successful future.

This episode of Wholesale Change featured Newton Sears, Managing Director at Greenhill & Co., an advisory-focused investment bank dedicated to M&A, restructurings, financings and capital raising. Newton and his firm work with many distribution firms and publish data about M&A activity within the industry. A frequent advisor to distributors, Greenhill offers expert insight executives can use to make better decisions about acquisition opportunities, recapitalizations, valuations and much more. In our conversation with Newton, we talked about: The state of the M&A market in distribution How industrial distribution is perceived in the capital markets What buyers of distribution markets focus on What sellers should be prepared for when they consider putting their companies on the market Whether you’re a buyer or a seller, a current or prospective investor or if you just want to know how an expert investment banker identifies what makes a distribution company great, you don’t want to miss this conversation.

On this episode of the Wholesale Change show, we welcomed Robyn Pollina, CEO of Palmer-Donavin. Robyn ascended to the CEO position in 2020 after 25 years at the building materials wholesale distributor, including serving as the company’s CFO. “I shifted from managing day-to-day tasks to establishing six growth initiatives,” she notes. As the head of a leading distributor of building materials and an ESOP, Robyn’s job is to meet and manage the expectation of its many employee-owners while adapting the company to succeed in an evolving channel. Some long-term investments can affect short-term profitability but will pay off over time. A key part of Robyn’s job is to enroll the whole company into these strategies to ensure Palmer-Donavin’s success for many years. Robyn views building a strong culture as fundamental to the success of the company. Her leadership team has distilled 28 “Purpose-Driven Principles” to serve the Palmer-Donavin’s mission “to deliver more and guide our everyday interactions with each other and our business partners.” As one of a small number of women in a CEO role in distribution, Robyn serves as a great example to others who aspire to leadership roles in what has been a male-dominated industry.

On this episode, we’re joined by Marty Daley, CEO of Marco Rubber. In two years, Marty’s team has tripled the size of the business – organically and through acquisitions. Whether it’s a $400 seal for a critical application or a tri clamp gasket a customer needs quickly, Marco Rubber offers the kind of service that brings in new customers and keeps existing accounts coming back. “Technology is woven into our DNA,” Daley notes. “Not just the front end, which is a source of technical information for serious buyers and engineers. We also aggregate supplier data, have an automated quoting tool for our internal team, interactive toolkits for customers and business intelligence tools to measure what we manage across all departments.” While Marco offers great digital capabilities, they’ll take the order how the customer wants to place it and work closely with customers on specific applications. Business development managers perform a sales engineer role, and a group of technical sales consultants service thousands of customers all over the world. After working for companies like Wesco, Sonepar, Interline Brands and True Value, Marty was ready to drive rapid growth in a smaller company by leveraging leading-edge technology in a technical business. He found that opportunity at Marco Rubber and he’s making the most of it. “All customers should be treated special, just not necessarily the same…” -Marty Daley, CEO, Marco Rubber

Watch the Wholesale Change show on-demand as distribution legend Dirk Beveridge shares talent strategies he has learned in decades of working with the world’s best distributors. You need the best team to surpass competitors – and meet customer expectations, especially in the dynamic world of distribution. As new challenges and opportunities arise, it’s crucial to evolve the way you lead. Dirk has compiled the top 10 human resource strategies for 2023: From solving the talent shortage to building a strong employer brand, adopting these principles will ensure you develop an energized, inspired and customer-focused team that wins in the market through an empowering, collaborative culture.

In this episode of Wholesale Change, host Ian Heller has a frank conversation with Kevin Short, President and CEO of master wholesaler ORS Nasco. He shares his take on the importance of trust in the distribution channel as it relates to better serving the end-customer. He also shares an update on ORS Nasco’s focus from 2023 onward, as they look to refine their value proposition to better support distributors of all types.

ConEquip Parts & Equipment is a rapidly growing B2B marketplace. They offer 500,000 parts, represent 3,000 suppliers and $52B in inventory – but you can’t order a thing online! How is this possible and why do they do it? We talked with Ryan Loos, Chief Financial Officer of ConEquip Parts & Equipment, about the construction equipment parts distributor’s go-to-market strategy – including a decision not to invest in a transactional ecommerce system. ConEquip has seen consistent growth over the past 10 years. Ryan shared their secrets, as well as lessons learned. It’s the perfect conversation to sit in on if you want to hear another point of view on channel strategy.

Watch on-demand as we’re joined by the CEO of COE Distributing, J.D. Ewing. J.D. grew the company to $100M+ in 13 years by building a company that creates terrific customer experiences. Most of this growth has been organic. J.D. described COE’s culture as “inclusive, open door, good at listening and gathering feedback from across the organization,” and “adept at implementing ideas and suggestions in real time.”

In only three years, CEO Eric Chernik has grown Building Controls & Solutions by 700% while retaining the entrepreneurial culture of each company BC&S has acquired. Eric knows that employee engagement drives customer engagement, so he enrolls his team in the company’s goals and strategy with transparency and a healthy culture. He embraces great internal communication and employee recognition. In this episode of Wholesale Change we talked with Eric about his path to becoming a CEO and the leadership principles he has applied to achieve fast growth and strong financial results.

Tony Harris, founder of THINC B2B, brought his energy and passion for growth to the Wholesale Change Show. He held nothing back in his conversation with hosts Ian Heller and Jonathan Bein on how and why distributors need to realign business intelligence, sales and marketing, finance and IT to drive growth in 2023. He’s a highly regarded CEO coach, senior executive mentor and thought leader. He’s also the author of “FADS Marketing: Food, Alcohol, Drugs, Sex and the New Marketing World Order.” His career includes providing executive counsel to some of the most recognized global brands. Harris also advises for private equity firms, investment firms, family offices, and venture capital entities, evaluating and preparing recommendations on the viability of potential acquisitions, divestitures and roll-ups.

Some inside sales programs produce marginal results, while others are veritable home runs. What is different in the execution of these home run programs? The superior performance happens in their day-to-day activities as inside sales reps contact customers and prospects, understand their needs, position your products against those needs, close sales and ultimately build strong long-term customer relationships. Hosts Ian Heller and Jonathan Bein welcome Mark Peck to discuss the following core elements in highly successful inside sales programs. Building and using a structured sales coverage model and plan • Allocate your most valuable asset • Apply the pareto principle • Set expectations with inside sales staff Managing with a systemic inside sales performance model • Manage the elements of sales rep performance that drive revenue performance • Develop an understanding of individual sales staff strengths and weaknesses • Use the performance model to coach to achievement of high sales goals Listen now to learn how these two business models can help drive superior execution in your inside sales program.

When done properly, proactive inside sales should: Grow midsize accounts 15% to 20% Increase gross profit through revenue in higher margin accounts Reduce sales comp for midsize accounts 30% to 40% Increase retention In our experience creating proactive inside sales programs, we have seen the best – and worst - practices for achieving these results. In this episode we look at six keys in creating a successful proactive inside sales program including organization design, management support, compensation, account selection, selecting the right people and technology support.

Ed Gerber, CEO of Summit Electric Supply, joins us on this episode of Wholesale Change. Before joining Summit Electric, Ed was the CEO of the Industrial Supply Association (ISA) after holding a number of senior executive roles for industrial distributors. We ask Ed what it was like to switch from the industrial industry to electrical. During our conversation, we explore topics like sales force optimization, digital transformation, value-added services and what it takes for a regional distributor to compete effectively against global players. Ed has been highly successful during his tenure at Summit, even though he joined the company less than a year ago. It’s his first CEO role with a distributor, so he’ll tell us what it’s like to be in the top seat compared to other senior executive roles he’s held.

Every distributor does an annual budget – but that’s not the same thing as formulating a strategy. The budget process is very tactical, focused on current operations and does not typically account for broad industry trends, disruptors or major technology changes. If you don’t want to get blindsided, you need a strategic plan. A strategic planning process will allow you to think about the positioning of your company and how you need to adapt your value proposition over time. On this episode of Wholesale Change, Ian Heller and Jonathan Bein, Ph.D., talk about the strategic planning process they’ve developed to help distributors formulate long-term plans. This feeds into the short-term budget process but also enables changes that empower a company to thrive in the long term.

In this episode of Wholesale Change we are joined by Alex Tomey, the Senior Vice President of Merchandising for Global Industrial. Global Industrial is a billion-dollar value-added industrial distributor. Global Industrial offers customers more than a million products — from material handling to packaging and supplies — including its own proprietary brands. Alex was previously the Co-Chief Merchandising Officer at Petco. Before that, he served as Senior Vice President and GMM of Merchandising at DICK'S Sporting Goods and has held merchandising leadership positions at major retailers including Kohl's and Walmart. We asked Alex about his transition from retail to B2B, how he developed merchandising strategies for industrial and commercial customers, and the role of value-added services in differentiating Global Industrial from competitors.

Most distributors we talk to are disappointed in the ROI of their ecommerce investments. When we dig into their complaints, we find that while they know their expenses, the sales attributed to their websites are way off because they only look at shopping-cart revenue. But the shopping cart is usually the smallest part of the direct revenue generated by your website. Customers must use purchase orders, so instead of checking out, they shop on your website and then buy through other channels – including “lights out” methods like email, EDI and punchout. Listen now as Distribution Strategy Group co-founders Ian Heller and Jonathan Bein, Ph.D., reveal how you can build a better website that drives more revenues and how you can do a better job measuring the return on your current investment. Your ROI is probably much better than you think, and we can show you how to increase it even more.

Conventional thinking claims that only distributors larger than a billion dollars can build successful marketplaces. Bay Supply is much smaller than that, but its fastener marketplace is taking off. Like most wholesalers, Bay Supply is facing new marketplace entrants supported by tech startups, national distributors, manufacturers and even software providers that are fighting to reach the buyer directly through these rapidly evolving platforms. Unlike other distributors, Bay Supply jumped into the marketplace competition itself. And they’re recruiting manufacturers and distributors to join their platform in a friendlier ecosystem than many of the alternatives. Mike Eichinger, Bay Supply COO, joined us on the Wholesale Change show on Aug. 31 at 9PT/12ET. He shared how Bay Supply is taking a collaborative approach to supporting distributors who want to reach sourcing professionals with an efficient solution while maintaining their brand and positioning as experts in the field.

In nearly 20 years with Specialty Building Products, Jeff has served as CFO, President and COO, and now CEO. Throughout his long career, which has included many acquisitions, a company name change (SBP was formerly known as U.S. LUMBER) and most recently, new ownership, Jeff has focused on building great teams. Jeff knows this means recruiting great new talent to go along with the experienced veterans. SBP has earned a reputation as a great place to work for Millennials and Generation Z employees – and not just because Jeff plays video games with them. In this episode Ian and Jonathan asked him about the part he has played in building such a successful company.

Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), joined us on this episode of Wholesale Change. He shared his take on key concerns and trends – including labor, supply chain disruption, digital transformation and more – based on his ongoing conversations with dozens of senior distribution company leaders. He also provided an update on NAW, including the work they are doing to support distributors in Washington D.C.

Alex Moazed shared his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers as they formulate their marketplace strategies. He updated us on the latest trends in B2B marketplaces and share some key lessons distributors need to know as they choose how to compete in the fast-changing competitive landscape.

Monte Salsman, President of the Winsupply Acquisitions Group shared principles he has used to foster a successful entrepreneurial culture at WinSupply including:

1. Take ownership.
2. Adopt an expertise habit.
3. Become a professional at developing relationships … especially with people who are difficult for you.
4. Get paid what you are worth (not more and not less).
5. Communication … beginning with mastering listening. 

Monte says, “I see those things in every successful business and individual.”