In the Mind of a Distributor
In the Mind of a Distributor
Podcast Description
No one teaches you how to run a distribution business. There’s no playbook for navigating shifting markets, growing sales, or making the right bets on technology. The best distributors figure it out by talking to the right people and learning from experience.That’s what In the Mind of a Distributor is all about. Each month, Benj Cohen—founder of Proton, the CRM built for distributors—sits down with industry leaders, from owners to operators to sales pros, to break down what’s working, what’s not, and where the industry is headed.If all goes well, listeners will leave each episode a little sharper, a little more informed, and a step ahead of the competition.
Podcast Insights
Content Themes
Covers various aspects of the distribution business including sales strategies, market trends, and technological advancements, with episodes like the one featuring Chuck Cohen discussing scaling a business from $85 million to over $1 billion, emphasizing long-term planning and customer-centric services.
No one teaches you how to run a distribution business. There’s no playbook for navigating shifting markets, growing sales, or making the right bets on technology. The best distributors figure it out by talking to the right people and learning from experience.
That’s what In the Mind of a Distributor is all about. Each month, Benj Cohen—founder of Proton, the CRM built for distributors—sits down with industry leaders, from owners to operators to sales pros, to break down what’s working, what’s not, and where the industry is headed.
If all goes well, listeners will leave each episode a little sharper, a little more informed, and a step ahead of the competition.
In this episode, Benj sits down with Kevin Weadick, CEO and President at TricorBraun, whose career runs through Grainger, Zoro, FleetPride, and more.
Kevin shares how he settled the oldest argument in distribution marketing: does any of it actually help the branches and the reps? At FleetPride he ran geo-paired market tests, shutting marketing off in one market and leaving it on in a matched one, then watched what happened to local sales. What he found gave the team the confidence to spend a lot more aggressively.
He also gets into why centralizing inventory and pricing has less to do with whether corporate can do it better and more to do with which branch manager you pick for your first pilot. If you're trying to figure out what your marketing is really doing for your sellers, where to do market tests, or how much autonomy to leave with your branches, this one's worth your time.
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