In the Mind of a Distributor
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.
Episodes
In this episode, Benj talks with Jeff McLendon, CEO and President of Specialty Building Products, about how he scaled the company from $500 million to $4 billion by pairing intentional acquisitions with disciplined organic growth. He unpacks how the two strategies fuel each other and why the operations and people side of acquisitions are just as critical as the financials.
Sharing several examples, Jeff breaks down what makes a goo...
In this episode, Joyce Lansdale—Vallen's VP of Enterprise Business Development and Chairman of the Industrial Supply Association Board—shares her deep insights on selling to enterprise customers.
With over 30 years in distribution, she explains exactly what these big clients are looking for, which internal and customer teams have to collaborate in order to have a successful partnership, and the impressive logistics behind deli...
In this episode, Benj talks with Chuck Cohen, Managing Director of Benco Dental, about what it really takes to build and sustain a growing distribution business over the long haul.
Chuck shares the story of growing Benco from $85 million to over $1 billion in revenue. Along the way, he reflects on the decisions that made that growth possible: from how the company thinks about long-term investments, to evolving the company’s sales st...
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