Shows / The Wholesale Change Show
The Wholesale Change Show
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.
Episodes
The Wholesale Change ShowWholesale Change: What M&A Buyers Really Want, McLane’s Driverless Trucks, and AI’s Failing Grade at the Parts Counter
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…
The Wholesale Change ShowHome Depot's SRS Expansion Spree, Winsupply's Run to $10B, and Distribution's Frontline Workforce Gap
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…
The Wholesale Change ShowWholesale Change: AD Buys Back SupplyForce, Rexel's $1.4B Data Center Bet, and Is Walmart Distribution's Sleeping Giant?
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…
The Wholesale Change ShowWholesale Change: Fastenal's Secret AI Buy, Watsco's Plumbing Play, and Diesel Hits $6.28
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…
The Wholesale Change ShowWholesale Change: AI Agents, Sysco's $500M Cost Cut, and a CEO Shake-Up in Distribution
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…
The Wholesale Change ShowWholesale Change: Wholesale Change: The Chief AI Officer Trend, Ferguson's $1.6B Bet, and What PMI Really Means for Distributors
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…
The Wholesale Change ShowWholesale Change: News, Analysis, and Opinions for Distributors
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…
- The Wholesale Change Show
Inside Chadwell Supply: How a Great Culture Drives Great Business
This episode of The Wholesale Change Show features Mark Chadwell, who shares how Chadwell Supply became the largest privately owned multifamily maintenance…
The Wholesale Change ShowHow Sonepar is Driving Real Value from AI
Watch on-demand for an exclusive pre-conference conversation with Don Sarno, Senior Vice President of Digital Enterprise Americas at Sonepar, as he shared…
The Wholesale Change ShowNavigating the Industry’s Challenges: A Conversation with ISA CEO Brendan Breen
Listen to this episode of The Wholesale Change Show, featuring special guest Brendan Breen, CEO of the Industrial Supply Association (ISA). ISA’s annual…
The Wholesale Change ShowVoomi: Leading the Ongoing Evolution of Distribution Channels
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…
The Wholesale Change ShowWholesale Change 100th Episode Celebration
Over the past four years, The Wholesale Change Show has featured CEOs from MSC Industrial, Global Industrial, Zoro, Lawson Products, Johnstone Supply and…
The Wholesale Change ShowEconomic Update: What to Expect in Late 2024 and Beyond
The second half of 2024 has been defined by uncertainty, with the election looming and economic indicators wavering. Alex Chausovsky, a highly experienced…
The Wholesale Change ShowFrom Energy Policy to Talent: Industry Insights with NAED’s Wes Smith
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…
The Wholesale Change ShowHow Zoro Succeeds by Helping Distributors Succeed: An Interview with Zoro President Sandy Mattinson
On this episode of The Wholesale Change Show, we welcomed Zoro President Sandy Mattinson. Zoro is an ecommerce platform that helps businesses thrive by…
The Wholesale Change ShowAll the Buzz About the Applied AI for Distributors Conference: What Did We Learn?
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…
The Wholesale Change ShowUnlocking the Power of AI: A Case Study with Millcraft
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…
The Wholesale Change ShowDriving Rapid Growth and Profits with Technology, Talent, Training & Culture
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…
The Wholesale Change ShowLeading Change: Transforming Independent Distributors into a Unified Force
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…
The Wholesale Change ShowThe New BradyPLUS, featuring Chief Marketing Officer Ian Gresham
BradyIFS + Envoy Solutions, a national distributor of janitorial-sanitation, foodservice disposables and industrial packaging products, just unveiled their new…
The Wholesale Change ShowHow Distributors Can Become More Important to Manufacturers
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…
The Wholesale Change ShowFleetPride CEO Kevin Weadick: Charting a Journey of Success
During his two-decade tenure with Grainger companies, Kevin Weadick demonstrated his versatility across multiple countries and diverse divisions including…
The Wholesale Change ShowAI Done Right: Where Distributors Should Start
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…
The Wholesale Change ShowPE Expert Talks Equity Events and M&A Trends
Supply Chain Equity Partners (SCEP) is “North America’s only committed private equity firm focused exclusively on making investments in the distribution and…
The Wholesale Change ShowWhat Every CEO Should Know About Artificial Intelligence
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…
The Wholesale Change ShowChannel Trends in Electrical Distribution
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…
The Wholesale Change ShowMaking Your Company a Platform for Doing Acquisitions, featuring Ben Hensler of Motion & Control Enterprises
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…
The Wholesale Change ShowKeller Logistics Group’s Mission: Bring It All Back to the Community
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…
The Wholesale Change ShowThe State of M&A in Distribution
This episode of Wholesale Change featured Newton Sears, Managing Director at Greenhill & Co., an advisory-focused investment bank dedicated to M&A…
The Wholesale Change ShowCulture as the Foundation for Growth, featuring Robyn Pollina, CEO of Palmer-Donavin
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 Wholesale Change ShowKeeping Customers Coming Back for More: Marco Rubber Triples Sales in 2 Years
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…
The Wholesale Change ShowDirk Beveridge - Talent Secrets of Top-Performing Distributors
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…
The Wholesale Change ShowBuilding Trust in the Channel, feat. Kevin Short, President & CEO, ORS Nasco
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…
The Wholesale Change ShowAn Alternative Take on eCommerce, featuring Ryan Loos, ConEquip Parts & Equipment
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…
The Wholesale Change ShowHow Great Culture & Customer Experience Drove Rapid Growth for COE Distributing, feat. J.D. Ewing, CEO
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…
The Wholesale Change Show700% Growth in 3 Years: How Employee Engagement Powers Growth for BCS
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…
The Wholesale Change ShowThe Secrets to Driving Growth in 2023, featuring Tony Harris of THINC B2B
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…
The Wholesale Change ShowHow to Turn Inside Sales Reps Into Home-Run Hitters
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…
The Wholesale Change ShowCreating Value with Proactive Inside Sales
When done properly, proactive inside sales should: Grow midsize accounts 15% to 20% Increase gross profit through revenue in higher margin accounts Reduce…
The Wholesale Change ShowFrom Industrial to Electrical: Summit Electric CEO Ed Gerber Takes on a New Market
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…
The Wholesale Change ShowHow Distributors Should Do Strategic Planning
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…
The Wholesale Change ShowGlobal Industrial’s Outlook on Merchandising
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…
The Wholesale Change ShowShopping-Cart Sales Are a Small Part of Website ROI
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…
The Wholesale Change ShowBay Supply Proves Small Distributors Can Build Big Marketplaces
Conventional thinking claims that only distributors larger than a billion dollars can build successful marketplaces. Bay Supply is much smaller than that, but…
The Wholesale Change ShowBuilding a Bridge Between Generations, featuring Jeff McLendon
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…
The Wholesale Change ShowA Conversation with NAW CEO Eric Hoplin
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…
The Wholesale Change ShowYour B2B Marketplace Strategy: What You Need to Compete
Alex Moazed shared his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers as they formulate…
The Wholesale Change ShowWinsupply: An Ownership Team Under Every Roof
Monte Salsman, President of the Winsupply Acquisitions Group shared principles he has used to foster a successful entrepreneurial culture at WinSupply…
The Wholesale Change ShowTake Back Control of Your Profitability
Inflation and supply chain disruption are wreaking havoc on distributors’ ability to drive profitability. But the time has passed for stopgap fixes. Companies…
The Wholesale Change ShowMSC Industrial’s Reimagined Value Proposition for a Digital World
Tune in now to hear Erik Gershwind, President and CEO of MSC Industrial Supply Co., talk about how the company has reimagined its value proposition, driven…
The Wholesale Change ShowCreating Relevancy in an Age of Disruption
The very nature of leadership has changed because of COVID, supply chain uncertainty and other disruptive forces. And distributors know this. In his research…
The Wholesale Change ShowCan Distributors Get Out of the Profit Rut?
Profitability expert Dr. Al Bates joined us on the Wholesale Change show to talk about why distributors are stuck in a profitability “rut” and how they can…
The Wholesale Change ShowThe Critical Link Between Culture and Business Results, feat. Randy Eddy, CEO of U.S. Electrical Services
Randy Eddy, President and CEO of US Electrical Services (USESI), holds his leaders accountable for financial results, of course, but has equally high standards…
The Wholesale Change ShowDakota Supply Group: Doubling Down on Service to Drive Organic Growth
Dakota Supply Group grew more than 20% in 2021 – not counting inflation. Of this, the biggest driver was organic, same-store sales growth. During the pandemic…
The Wholesale Change ShowWhy Losing Customers Costs More Than You Think
Most distributors know that losing customers costs them money. Despite this, few have specific plans for reducing defection – and even fewer have someone in…
The Wholesale Change ShowHow Distributors Win with Third-Party Marketplaces, Feat. Kevin Weadick, President of Zoro US
In a Distribution Strategy Group survey, 88% of distributors’ customers reported buying from at least one B2B marketplace, and 33% bought from five or more…
The Wholesale Change Show2022 M&A in Distribution – Trends and Best Practices
Brent Grover is one of the leading experts on mergers and acquisitions in the wholesale distribution industry. One of only four NAW Fellows, Brent has offered…
The Wholesale Change ShowThe 5 Biggest Distributor Marketing Mistakes
Ian and Jonathan reveal the biggest mistakes distributors make that prevent marketing from becoming a driving force for growth and profits. Ian has led…
- The Wholesale Change Show
What’s Coming for Distribution M&A in 2022?
Two major deals at the end of 2021 ensured the year would end with a bang. Lawson Products, Gexpro Services and Test Equity joined forces, and Motion…
The Wholesale Change ShowHow Distributors Can Innovate the Physical Store
Can distributors give customers new reasons to visit physical stores? Mark Dancer thinks so. On this episode of The Wholesale Change Show Dancer joined our…