Created with Sketch.
41 minutes | 6 days ago
Rich 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, industrial products might be the edge your company needs to boost its bottom line. “We design programs to fit the needs of the distributors that we work with.” That’s Rich with a Cliff’s Notes version of Trinity’s focus, but his swift delivery doesn’t do the products justice. Trinity provides comprehensive warranty programs to contractors who install and maintain heavy equipment - think HVAC, refrigeration, LED lighting, and even pool equipment. The offering can provide wholesale distributors with a good income source without the pesky burden of cash tied up in depreciating physical inventory. For the contractor, Trinity’s warranties remove the friction associated with so many service calls, allowing them to repair equipment and receive payment aligned with their market and business model while not costing the consumer anything at the service time. So, how do warranties help the distributor side of the relationship? Coverage is the perfect tie-in for what they’re already doing, and, as Rich points out, with Trinity, distributors can select one warranty company to cover everything, regardless of manufacturer. “I like to say we are brand agnostic,” he laughs. It’s profitable peace of mind any way you look at it. Trinity also provides extensive training to distributors who want to provide comprehensive educational support to contractors as part of their value-add. Alternatively, these warranty programs can simply provide passive revenue streams, depending on a distributor’s goals. Finally - and crucially - Trinity’s ability to customize private label coverage is yet another reason to consider adding warranty options to the menu. A company-branded program can differentiate distributors in tight marketplaces by going above and beyond a manufacturer’s primary offering. As Rich says, it’s a great way to become known as a more innovative distributor than your competitors. CONNECT WITH RICH DANCHISIN Trinity Warranty firstname.lastname@example.org CONNECT WITH JASON BADER Jason Bader on LinkedIn Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. http://www.distributionteam.com
43 minutes | 13 days ago
Gordon 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 treat for fans of Gordon’s work for those who’re unfamiliar with his revolutionary approach. It seems ridiculous now, in an age of specialized systems, but, back in the dark ages of inventory management software packages, distributors struggled to make standard manufacturing programs work within their own verticals. You can thank Gordon for solving the issue. “One of the things that I developed was the way to handle the line-buying problem.” He drew on his previous trials-and-errors to write a common-sense approach entitled Distribution Inventory Management For The 1990s. Gordon’s appeal spread with the book’s publication. Software companies that incorporated his methodology received his endorsement, a gold standard that distributors sought when installing or upgrading their management systems. Those that didn’t receive Gordon’s seal of approval got angry and tried to get even. Gordon refused to cave to the economic blackmail. As a result, he’s still the trusted voice of authority and reason three decades later. Gordon saw the value in simplification. “That was one of the reasons I never did care much for the real high math approaches to inventory control,” he says, “because, not that they don't get good answers, it's just that the people using the system generally will not understand how that computer got an answer.” Still, as broadly appealing as his ideas were, and as much as he wanted to share them, Gordon knew when to bow out. “I had to admit that a lot of my stuff didn't work everywhere. And one of the things I had to be real careful was not trying to force it into where it didn't go.” That speaks to Gordon’s integrity and ability to remain humble enough to learn from his encounters with new systems or formats. Now 87, Gordon trades conference speaking war stories with Jason and remains keenly aware of how important it is to live life by your word and aligned with your faith. MENTIONED IN THIS EPISODE UID - University of Innovative Distribution CONNECT WITH JASON BADER: Jason Bader on LinkedIn Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. http://www.distributionteam.com Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
46 minutes | 20 days ago
John 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 his participation in AHTD - the Association for High Technology Distribution. “Early on, I decided on Marty and Suzy because it was something that would make me stand out less,” John says, recalling the mundane but tricky situation every kid who’s grown up in the family business has had to address. “If I called them mom and dad, I'd be the different one.” Choosing to stand out at holiday family gatherings rather than at the office has worked out well for John. Although Jo-Kell deal primarily in circuit breakers, they’re known extensively for an ability to source everything from sand to altars. Non-stock procurement is an underrated part of distribution but, as John points out, “There's a reason why [your customers] go to you for that, and there's a value to that.” Before the Navy can ask for anything, their suppliers must meet layers of requisite processes and certifications. “Getting that set up and then, going through the audits every year and having not just our company's approved, [but] we have individual people that are approved to be these inspectors...it's a lot of work,” John says. Contrary to popular opinion, that $500 toilet seat earmarked for a Navy destroyer isn’t the same as a $10 item at the local home store. Testing and traceability make up the cost differential - a lead most news stories miss in favor of a headline denouncing the high price tag. Over the years, however, John’s learned to take news cycle and government budgets in stride. No matter who’s in control in Washington there’s always s level of consternation when it comes to when and how much the Navy can spend. John says his energy is better spent on meeting performance benchmarks and overseeing an upcoming acquisition, his first-ever. He’s grateful to his fellow AHTD members - his competitors - for their wisdom and support. “Everybody wants to see other people succeed,” he says, busting the myth that competitors can’t share best practices or help each other out. CONNECT WITH JOHN KELLY: John Kelly on LinkedIn CONNECT WITH JASON BADER: Jason Bader on LinkedIn Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. http://www.distributionteam.com
45 minutes | a month ago
Mark 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 you really need to focus on expanding the footprint.” Since joining the company ten years ago as (COO and CFO), that’s precisely what Colony has done: 40 locations in close to a dozen states, all east of the Mississippi except for their Texas outposts. The company’s success has a lot to do with Mark’s keen financial acumen. Earlier in his career, he completed GE’s financial management training program and, later, his MBA. He’s quick to cite a robust talent development track as another reason for the organization’s success. “When we're interviewing for the training program, we kind of use a panel approach; it's just so important to get that good cultural fit.” The importance of good cultural fit extends to every aspect of Colony’s operation, including newly-merged entities. “We always do a fairly significant onboarding event [for ERP migration, for example] when we have a new group.” That transparency eases fear of the unknown amongst new members and fosters goodwill throughout the acquired organization. And when it comes to acquisitions, Mark prefers them to greenfield startups, even though he’s enjoyed success at Colony with both. “I love doing acquisitions,” he says, adding, “we probably pass on as many acquisitions as we actually consummate because it has to be a really good cultural fit.” In fact, a company’s culture - not necessarily its price - can mean the difference between proceeding with an acquisition or establishing a start-up instead. As for private equity relationships, here too, Mark aims for the right fit. “I think 15 % or more of the US economy now is controlled by private equity,” he says, “so, there, our relationship is they are a shareholder.” Good financial partners bring a valuable perspective to the company. They also hold management accountable. While that may sour some owners against private equity, Mark speaks the truth: capital ultimately drives expansion. “You got to borrow it, you got to invest it yourself, you got to earn it, or you have to go get other partners and shareholders.” MENTIONED IN THIS EPISODE Predictive Index CONNECT WITH MARK PATTON: Mark Patton on LinkedIn CONNECT WITH JASON BADER: Jason Bader on LinkedIn Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. http://www.distributionteam.com Special thanks to our sponsor for this episode: HMI Performance Incentives, providing innovative, data-driven B2B incentive solutions.
50 minutes | a month ago
Ward 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 crash course in humility and enviable timing for his second chance at success. Jason chats with Ward about his unusual origin story, what he’s learned about acquisitions from the school of life, and the mantra that’s fueled his entrepreneurial spirit from day one. “Help people get what they want, and you will always have what you need,” Ward says, reciting his father’s oft-repeated advice. “I just never forgot that.” His dad knew of what he spoke. The senior Bassett founded Bassett Racing. At age 19, Ward’s future in the high-octane sport of motocross was bright. Then, his father’s untimely death set Ward adrift. “Any money left behind, I blew,” he admits. Broke and carrying a massive chip on his shoulder, Ward found himself in a karate dojo, far from college-bound but somehow on the right path. The circuitous journey from hair model to successful salon products distributor has a lot in common with Ward’s early days in motocross. He applied himself to both pursuits and took advantage of his access to the industry’s smartest people. Those connections provided him with a better education than any college program. To this day, he recommends owners surround themselves with people outside their business and even their industry, like a CFO coach, to provide unbiased support. Still, no matter how much he’d learned on that job, life teaches new lessons—case in point, Bassett’s one and, so far, only industry acquisition. Before setting up his own operation, Ward had sat in on multiple buyouts, but it wasn’t until he drove the entire process from the owner’s that he realized all the little things he didn’t know. “We certainly had some ego going in,” he admits. No regrets, though. He’d do it all over again, only wiser about it next time. Humility and an uncomplicated approach—what some might still call luck—are the critical ingredients of Ward’s success. Now, he’s paying it forward by supporting causes near to his heart. Check out his motocross-themed video for ChildHelp USA, then visit the foundation’s page for more information. CONNECT WITH WARD BASSETT Bassett Salon Solutions LinkedIn CONNECT WITH JASON BADER: Connect with Jason Bader on LinkedIn. Join Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. http://www.distributionteam.com Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
36 minutes | a month ago
Paul 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 to reflect, I'm calling b***s*** on considering 2020 as a throw-away year!” If you caught Paul’s last appearance on this podcast, then you already know he’s the definition of dynamic. He’s also knowledgeable, and he’s watched the status quo kill bottom lines more thoroughly than any pandemic. “In the times of good, we develop really bad habits,” he says - as individuals and organizations. Cast your memory back a decade or so. Although not without their hardships, the last 8-10 years have corrected much of the subprime crisis of 2008. Sure, innovation remained a big-picture buzzword, but the day-to-day? We’ve all gotten comfortable with our processes, as humans are wont to do after such a massive collapse. And then... 2020 served up a once-in-a-lifetime disruption with vast potential - and a limited shelf-life. “The chaos is yours to take advantage of,” Paul says, referencing the title of his latest webinar. Thanks to the pandemic, most companies already have a head start at an organizational renaissance. From the warehouse to the C-suite, employees have proven their adaptability. Even those steadfastly reluctant to change in the past have mastered new tech and rigorous safety regulations. “How about if we build on that by saying you've shown me that you have the ability to do more,” Paul says. “And...reward that! Help them grow!” Now the big question: How? Paul suggests crafting a thoughtful plan that considers ground-level processes as well as sky-high wishes. Just remember that the status quo is always lurking, ready to derail best intentions with bad habits. The next normal, he says, requires both forward-thinking and hindsight. “We have such a tendency to want to rush to the future. But you can't leave that experience behind.” Bring those lessons with you and pay 2020 the respect it deserves. Two ways to get ahead of the next normal: Join Paul’s next webinar The COVID Crisis Would Be A Terrible Thing To Waste and Jason’s professionally moderated, industry-specific peer-to-peer forums at Connected Peers. *All points of view are relative, of course. Our intent is not to diminish anyone’s personal suffering or disregard genuine struggles that business owners have faced since the pandemic began. We wish only to provide some positive context. CONNECT WITH PAUL GLOVER The No BS Work Performance Coach LinkedIn Twitter Facebook CONNECT WITH JASON BADER: Connect with Jason Bader on LinkedIn. MENTIONED IN THIS EPISODE: DT041 - Paul Glover DT013- Martha Brooke DT054 - Martha Brooke Herb Kelleher *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. http://www.distributionteam.com
41 minutes | 2 months ago
Jason 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 on peer support. If you're ready to commit to 2021's promise or simply looking to banish a few overexposed phrases, Marshall and Jason have you covered. Last year's silver lining is easy to find - if you know how to look. Instead of searching for a considerable gain, Marshall urges owners and management to add up their small wins instead, then build upon them. "Everyone that survived this  walks away with a really strong sense of accomplishment. They've learned a lot about themselves and their teams and their strengths and what they're capable of doing." But what should leaders do with that information? How do they transform 2020 hindsight into 2021 insight? And who can they turn to address the challenges that lay ahead? Peers. Connected Peers, to be precise, our professionally moderated, industry-specific peer-to-peer forums. Our new concept fosters growth for members and their companies by harnessing the power of experience sharing. "These peer to peer networks have been fantastic," Marshall says. "They really create an opportunity for professionals within the distribution industry that really are often alone in their companies." With Connected Peers, leaders can interact with their counterparts in other companies and even in different verticals to share best practices, exchange ideas, and fend off stagnation in an environment of inclusive collaboration Thanks to last year, members of Connected Peers forums have an entirely new catalog of professional experiences from which to share and learn. Masterful pivots, tech triumphs, quick-changes. The pandemic hastened in months transformations that, historically, have taken years to complete. "In the past, for us to find these innovations," Marshall says, "we've had to have a recession or a depression to get us to make these changes." Not this time. Distribution adapted to incredible pressures in months or, in some instances, weeks. That's the kind of in-the-trenches expertise Connected Peers aims to harness. Listen in to learn more about this incredible forum as well as the words Jason hopes to banish in 2021. CONNECTED PEERS *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Marshall Jones on LinkedIn. http://www.distributionteam.com
22 minutes | 2 months ago
Jason 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 leagues to embrace economic algorithms as a tool for uncovering value - in his case, underrated and, therefore, underpriced players. The gut instincts of seasoned field scouts couldn’t override empirical evidence: intelligent analysis saves money and wins games. In baseball, the data begins with an analysis of past performance. In distribution, past transactional data provides the foundation upon which to build new customer avatars and expand current client profiles. T his data allows businesses to grow sales by understanding what people are currently doing versus what they could be doing in the future. Business intelligence prompts smarter questions and provides more precise answers. That information translates into more efficient and more profitable sales teams. If COVID has taught us anything, it’s that the old ways of courting and calling on customers are dead. And good riddance, too. The worldwide reset has forced companies to address wasted time and energy, own up to mediocrity in their sales process, and get serious about their survival. All distributors have to do is extract (and use!) the data they’ve already collected. Just like Beane did with his 2002 Oakland A’s. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. If you need any help out there in your distribution business, reach out to Jason. Thank you for helping drive this podcast over the year. Have a safe and happy holiday. And, hey, let's look forward to 2021. Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
55 minutes | 3 months ago
Franke 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 entire business. “The people I work with are people that add some value to everything that they sell.” Frank dubs these clients knowledge-based distributors, men and women who trade in more than just boxes of stuff. They’re product specialists, and it’s beyond time to stop giving away that knowledge for free, in essence, devaluing the customer service they bring to the table. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Franke Hurtte on LinkedIn. *** “The small guys got to do something to differentiate themselves,” Frank says. He suggests the best way to survive amidst the big players in the industry is through product information and customer service - two benefits Amazon isn’t interested in providing. The trick, of course, is to know when, how, and who to extend the value to - and at what cost. Frank counters pushback from those who balk at charging for expertise with trademark earnestness. “Unless you get a handle on that, you’re going to be a former, really-popular-but-out-of-business distributor.” Far less controversial a topic, but equally important to a company’s success, is participation in distribution associations. Frank champions active membership, citing engagement as one of the best ways to cultivate resilience in yourself and the industry as a whole. “Somebody’s [within the group] going to have a solution out there, and it’s good to build that network of friends that can help you through those situations.” Frank sees the knowledge shared among members as a real difference-maker to a company’s culture and its bottom line. “That’s the trade secret.” Listen in for more of Frank’s trade secrets, including his favorite resources: Value-Added Selling by Tom Reilly and Paul Reilly; and Dr. Albert D. Bates of Distribution Performance Project CONNECT WITH FRANK HURTTE: The Distribution Channel The Distributor’s Fee Based Services Manifesto on Amazon email@example.com
36 minutes | 3 months ago
Ed 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); and promoting value at both ends of the supply chain. “There's a variety of components that add value to the distribution chain.” Ed works every component, twice. First, from his post as president of both PCS, Inc., the family business he married into over thirty years ago. Second, on behalf of WINDO Group, Inc, the Wholesale Independent National Distributors Organization of which he is also president. Each position benefits significantly from his master’s degree in finance - an ace in the hole where bankers are concerned. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Ed Flemmons on LinkedIn. *** Ultimately, Ed says real satisfaction comes from fostering relationships, whether with contractor clients, manufacturers, or group members. “I'm generally concerned about our group members, and I think that shows to them too. It's something that I just take personally because I feel like I'm going to do everything in my power to make sure everybody's successful and make sure the group’s successful.” Family businesses like PCS often stand (or fall) on the relationships forged between generations. With his brother-in-law’s recent retirement, Ed found himself a new partner: his nephew. “I had to back off and do some real soul searching because anytime I'm in a partnership, I want somebody that is the polar opposite of myself.” The “opposites” idea didn’t go precisely according to Ed’s plan, however. “It's difficult when you...we didn't get to choose each other; we were family first and business partner second.” The pair have since settled into their complimentary C-suite roles, underscoring Ed’s commitment to strengthening relationships across the board.
37 minutes | 3 months ago
Get 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. It’s been a while since I appeared as guest number one on their show; now, Mike and Greg are here to return the favor, shedding light on how they keep these interconnected parts running smoothly. “I have a couple of different angles. I love distribution, I love contracting, and all these things dovetail together,” says Mike of the businesses he runs when not behind the mic - although he’s often managing business even while recording. The show he created and that he and Greg now co-host, is the official podcast of The National Association of Innovative Lighting Distributors (NAILD). It’s a great fit, not least because Mike and Greg embody what it means to innovate in all areas. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Michael Colligan on LinkedIn. Connect with Greg Ehrich on LinkedIn. *** Through their individual companies, each had championed advanced lighting technologies like CFL and LED, getting on board when cool lighting was just getting hot, paving the way for their collectively bright future endeavors. “It's kind of like your card in the door everywhere because everybody needs lighting,” Greg says. Even during the pandemic, the pair continue to innovate. Connection is key for both men. Separately, each is driven to find the best fit for their customers and the planet. Together, Mike and Greg have committed to giving back to an industry that has provided an abundance of opportunity to forge relationships. Podcasting and live streaming trade show events (remember those?) are two of their activities. The other is participation in the industry’s trade organization. Participation is probably too soft a word for what Mike and Greg do. Rather than stopping at board participation, they signed on to oversee the organization’s interests and advance its standing. And they created an entire management company to tackle the job. “We wanted to bring it to the next level,” Greg says, and they’ve done just that, with enhanced education options and a fresh appeal to the next generation of industry leaders. With all they’ve accomplished to date, it’s hard to believe that Mike and Greg have the same twenty-four hours in a day as the rest of us. It’s not magic; it’s time-management. MENTIONED IN THIS EPISODE: Distribution Talk e17 - Commodity vs Consultation w/ Brenda Puckett Get A Grip On Lighting e1 - w/ Jason Bader Get A Grip On Lighting e45 - Women In Lighting w/ Brenda Puckett Get A Grip On Lighting e132 - Disrupt Or Die w/ Brenda Pucket CONNECT WITH MICHAEL COLLIGAN & GREG EHRICH: Atlas Lighting Premier Lighting Get A Grip Studios Podcasts Get A Grip On Lighting NAILD Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.
51 minutes | 4 months ago
Martha 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, so, this is just a great time to find out: how do we set new strategies that continue to raise the bar on sales and on employee performance?” While some businesses are suffering through pandemic fatigue, Martha and her team are busy compiling data-driven answers for companies willing to ask the correct questions. She, like her clients, is after evidence; details not spilt over cordial lunches (remember those?) or friendly customer service calls. No one’s going to provide the intel your business needs to thrive in today’s climate over lunch, no matter how honest the conversation. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Martha Brooke on LinkedIn. *** Candor comes from open-ended inquiries and double-blind collection instead; well crafted, expertly analyzed information, organized by an unbiased third party. “One of the reasons to work with a customer experience research company like mine is, we don’t give a damn,” says Martha. “We’re just there to report the evidence.” Too often, owners shy away from the kind of evidence Martha uncovers. They fear answers that require complicated solutions. Sure, customers do come back with pie-in-the-sky requests (“create an app!” “open a branch closer to me!”). More often, Martha says the feedback leads to small tweaks companies can undertake in hours, not months. Additionally, she points out that customers will only continue wanting more from you, a byproduct of the information-rich times in which we live. Best to implement low-hanging changes and get ahead of the curve while planning for those long-term improvements. Owners looking at this year’s bottom line for excuses to delay customer intelligence-gathering might want to rethink that game plan. Martha suggests repurposing survey information to extend the cost benefits. The data, she says, has myriad uses: on marketing collateral, your website, and social media channels. “Not all data is worth gathering but... surveys are not expensive.” And the investment can establish essential baselines for post-COVID strategies. Listen in to Martha’s first appearance on Distribution Talk here. Get Interaction Metric’s Five Standards For Excellent Customer Listening here. MENTIONED IN THIS EPISODE: Peter Drucker Five Standards for Excellent Customer Listening CONNECT WITH MARTHA BROOKE: Interaction Metrics firstname.lastname@example.org LinkedIn
40 minutes | 4 months ago
Mason 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 space we have,” says Mason about distribution in general and the foodservice vertical specifically. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Mason Greene. Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry. *** Throughout the conversation, Mason routinely circles back to the relational aspect, how much the business has given him and how much he enjoys paying that forward. In addition to overseeing a multi-showroom company known for quality service in sales, warehousing, and design-build, Mason currently serves as chairman of FEDA. He credits the industry organization afforded him space to gather intel and make long-lasting connections. “It’s definitely a phenomenal experience and I’m thankful to be able to serve in that way and grow in that way.” He’s incredibly proud of FEDA’s young leaders program, with its mission to develop talent and engage the next wave of professionals. Creating an environment in which young talent feels welcome is a win-win for the future of distribution. That said, attracting accomplished recruits requires commitment from leadership. Mason points out that generations often maligned as “job-hoppers” are merely looking for environments that value their tech-forward approach. “A young person can really come in and make an impact, you know when they bring in those skills and ideas.” Mason recently tapped new tech to streamline protocols from the office to the showroom, but he’s quick to point out that the systems upgrade was more than just a software improvement. “[It’s] an investment in our people.” Providing first-rate tools signaled to Mason’s team that they can continue to count on his support of their long-range goals, even now. That’s created a ripple effect. “I hear our customers saying we're counting on you,” Mason says. Vendors, too. He’s doing everything he can to strengthen relationships all along the chain and ensure mutual success as everyone in the industry rides out the storm together.
41 minutes | 5 months ago
Katie 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, and the more time that I understood the value that a business like ours brings to our community and our customers and our employees, I got hooked on wanting to make the business better.” Katie’s appreciation for the company her father and grandfather started in 1965 comes with a caveat: she didn’t get hooked immediately. Instead, she struck out to find success on her terms, away from Grand Junction. Twenty years later, her marketing career at a crossroad, Katie dialed up her dad to offer her services - if he’d have her. Or, she’d chart a new course elsewhere. “He was silent,” she laughs. “I want to say it was [for] two traffic lights.” Not only was he thrilled to have her but, from day one on the job, he introduced his daughter as the future head of Munro. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Katie Munro Powell on LinkedIn. *** His faith in Katie paid off. Her career achievements outside the company, coupled with her willingness to onboard so thoroughly upon her return to the family fold, has propelled Munro into the 21st century. She set ambitious goals, prompting employees to challenge their limiting beliefs and punch above their weight. Then she identified the key differentiators of each business and honed in on the needs of their distinct customers. Although the divisions complement each other, as separate entities, they offer Katie a unique perspective. “When I have my distributor hat on, it helps me to talk to my manufacturing partners in a different way because I also understand what they're after.” Double the business, double the challenges. As the market shifts away from natural gas and coal production, Munro’s distribution side has had to reevaluate. Still, Katie’s not about to abandon the rewards of leading with a learner’s mind. “Wherever you're coming into a new place, look for opportunities to get curious.”
43 minutes | 5 months ago
Dale 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 diverse and we sell into so many different marketplaces that when one thing is down, we can look at other avenues where we can sell that same product to a different vertical.” That’s the case with AIS’ foray into eBay, a marketplace that has served the company well, especially during the pandemic. With eBay, AIS has found a way to move closeout items, overstock, and niche products. The endeavor allows AIS to gather instant feedback which doesn’t happen on their general eComm site. That line of communication sits well with Dale, who believes that customer kindness promotes customer loyalty. To that end, when his customers began clamoring for hard hats, gloves, and vests AIS responded quickly, adding safety supplies to their extensive inventory of industrial and construction goods. “It’s probably the fastest-growing category of anything that we sell.” *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with Dale Hahs on LinkedIn. *** Pivoting to new product lines or managing sales expectations are daunting tasks even without a pandemic adding pressure to every decision. In times like these, Dale’s grateful for the camaraderie and peer knowledge he’s benefited from as a member of Affiliated Distributors. He credits the network for creating an arena where peers can support and challenge each other, where they can innovate and educate together. Dale urges others to get off the sidelines to reap maximum rewards of membership in groups like AD. “The best way that I learned was being able to be part of the executive committee,” Dale says of his stint as chairman of the network. These days, Dale’s excited to watch his son work his way through the ranks at AIS. Eventually, he says, things will open up enough for father and son to attend AD events, reestablishing in real life those peer relationships that make a career in distribution so rewarding.
50 minutes | 5 months ago
David 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 conversation concludes with a look at trends tracked by Channel Marketing’s recent rep of the future study. “My first job was with a company in the performance marketing and incentive industry...and a good chunk of our business was in distribution.” David parlayed early-career successes into a vice presidency. But his straightforward trajectory took a turn when the dotcom boom went bust. “The mother of necessity is invention,” he laughs, recalling the events that prompted him to open his consultancy. Twenty years later, Channel Marketing’s primary focus is on industrial construction trades, but insights in the areas of market engagement and strategic planning are applicable across many verticals. “Anything that can help companies gain information and develop strategies to help them accelerate profitable sales.” To that end, David’s expertise is readily available via Electrical Trends, a collaborative blog featuring over 1200 industry-related articles. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with David Gordon on LinkedIn. *** David has a lot of data at his disposal and a keen sense of how to interpret it. Take the growing number of COVD-related, or at least COVID-adjacent, retirements. He notes a rash of first-generation owners or senior leaders who’ve decided to bow out in 2020. The pandemic has hastened the ascent of many next-wave decision makers. Alternatively, this year has also prompted a lot of owners to try their hand at attracting buyers. “We've talked to a number of private equity companies who have all sorts of money who are looking for acquisitions.” But David cautions owners counting on that golden parachute. “It’s got to be something worthwhile for them to fund.” As for Channel Marketing’s rep of the future study, while the data was produced on behalf of NEMRA, the characteristics identified can impact a rep’s survival regardless of industry. “A very high percentage of companies and a slightly lower percentage of sales actually go through third-party sales organizations, manufacturer reps, whatever you want to term them.” You’ll have to listen in to catch David’s thorough explanation of each trait, however, and strategies to implement them. Want To Read What David Wrote? Start here: Make Sure You Don't Waste A Good Pandemic from the Electrical Trends blog. CONNECT WITH DAVID GORDON: Channel Marketing Group Dgordon@channelmkt.com LinkedIn Twitter Facebook
40 minutes | 6 months ago
PJ 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. Early on in PJ’s college career, he had to make the difficult choice. Should he stay the course and complete his structured education, or tend to the growing number of business calls interrupting his day? He chose the latter, pouring all of his energy, time, and money into a lock parts distributorship. In hindsight, the decision made perfect sense. After all, PJ started cutting keys in his father’s shop at six years old and sold his first business by age 12. He’s a hands-on kind of guy who collects (and implements!) suggestions from myriad sources to support his professional and personal improvement. “That's what I've tried to do is, just take the different knowledge and information,” he says. “I'm like, okay, how do I apply this to my life as an operating system to help keep my business and me personally, keep growing and going down the road?” Even the most voracious reader can’t post 20% growth per year on average with advice gleaned from books alone. For real-life strategic planning, PJ leans into a key management strength: vulnerability. PJ got the answers his earliest asks from other small business owners. They readily shared with him their knowledge on everything from website development to warehousing set-up, all for little more than the cost of breakfast. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn. Connect with PJ Slauson on LinkedIn. *** As you might expect from someone in his age bracket, PJ’s an expert at leveraging his social media presence, a relatively foreign concept in the world of distribution. “To me as a whole, you know...it's a transactional business, but that's not necessarily very fun, right?” With a robust library of how-to videos on YouTube and fun locksmith tips via Instagram, PJ is returning the favor to fellow entrepreneurs, offering his vast knowledge for free. At a time when the pandemic has sidelined tradeshows and limited face-to-face interaction, PJs authentic online customer connection is as strategic as it is fun. Interested in reading what PJ reads? Here are his suggestions from the episode: The Total Money Makeover by Dave Ramsey, The Millionaire Next Door by Thomas J. Stanley, and The E-Myth: Why Most Small Businesses Fail And What To Do About It by Michael E. Gerber. Interested in reading what PJ wrote? Lock Rekeying Made Simple CONNECT WITH PJ SLAUSON: CLK Supplies, LLC Aero Lock, LL YouTube Instagram LinkedIn
45 minutes | 6 months ago
Dave 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 with profitable information. There’s little wonder as to why distributors avoid picking through their pricing. “There are very few businesses that have the scale [or] the challenge we have.” To prove his point, Dave contrasts a restaurant’s few hundred pricing decisions or a manufacturer’s several thousand items against Profit2’s average distributor client who makes upwards of 300,000 pricing decisions annually. For many family-owned wholesalers, even those with shaky margins, the task seems too overwhelming to bother. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn, Connect with Dave Roller on LinkedIn. *** Much of the pushback is steeped in long-standing, first-generation traditions and ancient client relationships. But Dave sees a tidal shift happening as second- and third-generations take over decision-making duties. “When we start talking to the younger executives in distribution...there's a little bit different sensibility and a greater comfort with the concept of data mining and utilization.” That robust ERP data presents opportunities for distributors to sort out their chaotic pricing methodology and make solid gains. Dave points to client stratification as an example. “You can use transaction data and a few other metrics to be able to enrich your customer stratification for pricing that allows you to differentiate what you charge, one customer versus another.” Segmenting customers into groups based on various factors (such as profitability, revenue, loyalty, and cost-to-serve) minimizes the rote renewal of underperforming contracts. As for the importance of maintaining customer rapport, Dave says, “I think we all value the relationship, sure. but you have to also step back and take the bigger picture.” Ultimately, Profit2 sees their role as helping distributors utilize data tools to break out of the cookie cutter pricing approach. A more potent pricing model - one that fits seamlessly into a company’s culture - ultimately leads to better customer service. “That creates a profit annuity over time. It stays around. It keeps bringing you more over time.” And that’s a win-win on both sides of the sales counter. CONNECT WITH DAVE ROLLER: Profit2 Dave@profit2.com
36 minutes | 6 months ago
Sydney 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 it's teaming up with a competitor or her self-described over-communicating, Sydney Berry has built a successful, multi-state business on the strength of her relationships. “We've done a lot of outreach,” she says, explaining Salon Pro’s pandemic response. Doubling down on virtual sales calls is only part of the plan for this hands-on distribution vertical. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Connect with Jason Bader on LinkedIn, Connect with Sydney Berry on LinkedIn. *** While stylists are inventing unique scenarios to safely interact with their clients, Sydney and her team are amplifying the company’s online offerings to meet these hardworking entrepreneurs where they are. In addition to exploring avenues beyond B2B, Salon Pro is experimenting with coffee chats and happy hours, virtual connections to bridge the social distance gap. This unwavering dedication has made Salon Pro the go-to source for supplies, education, and business needs since 1997. Since taking over, Sydney has grown the company into 23 stores and two distribution sites across nine states. Gaining trust in new salon territories is not an easy task. The notoriously insular market requires the willingness and fortitude to learn local business customs. “You just think that you have an imprint and a reputation and people will understand that you are there for this purpose,” she says. Embedding senior Salon Pro talent into the areas of expansion has made all the difference in gaining client trust. As an added benefit, that hyper-local knowledge has informed the company’s COVID response. “It is amazing to watch because each and every state is unique in how they are as businesses.” Service doesn’t stop at the salon. Sydney is an avid, active member of professional organizations, having participated in programs with BBSI. As the recently elected chairwoman of the PBA, Sydney has found another way to continue her commitment. “I love our industry and I really want to see it thrive and I believe thriving can occur when we do connect in this way, because I've seen it. So that's why I stay involved.”
36 minutes | 7 months ago
Lisa 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 is they gave it to me,” Lisa laughs, recalling the series of events that ultimately lead to her taking over the family’s century-old landscape supply business in 2010 - at the height of the Great Recession. Throughout that crisis, Lisa maintained an honest dialogue with her staff and her family about the painful adjustments to come. Fostering that level transparency taught her a great deal about the value of vulnerability, an attribute that has prepared her for the current pandemic. “We all have deep scars from the recession and I guarantee you we're all gonna have deep scars of living through this…[but] it's informed my instincts.” Challenges should beget meaningful change. That’s a takeaway Lisa has run with throughout her career. After shoring up the family business, she left the company to realize her dream: the creation of an online marketplace connecting buyers and quality suppliers across the country. But optimizing a fragmented ecosystem is not an easy task - or a quick one. *** Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals. http://www.distributionteam.com This episode was edited & mixed by The Creative Impostor Studios. Find out if creating a podcast is right for your business at their upcoming Launch Your Podcast online class: http://www.thecreativeimpostor.com/DTLaunch Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonbader Connect with Lisa Fiore on LinkedIn: https://www.linkedin.com/in/lisa-fiore-69a6752a *** Imagine an industry in which the established common names for products change from region to region, where orders are often taken via pencil and pad. That’s what Landscape Hub is up against. Three years in, however, Lisa is as enthusiastic about her tech as she was the first time she pitched it to venture capitalists. “This is the future of the industry and I have to be a part of it and I have to see this thing through.” Under her guidance, Lisa and her team will no doubt do just that. An entrepreneur at heart, she’s happiest laying the foundation for future innovations. “We are doing something that is genuinely going to change this industry. We don't know necessarily what role we'll play in terms of the finished product, but I guarantee you, what we're doing today will make a difference.” *** Special thanks to our sponsor for this episode: INxSQL Distribution Software.
Terms of Service
Do Not Sell My Personal Information
© Stitcher 2020