The Wholesale Change Show

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.