The Wholesale Change Show
Industry veterans Ian Heller and Jonathan Bein are here to turn up the heat, debating timely and tough topics affecting businesses in wholesale distribution channels.
Episodes
March 31, 2025 • 49 mins
Watch on-demand for an exclusive pre-conference conversation with Don Sarno, Senior Vice President of Digital Enterprise Americas at Sonepar, as he shared insights ahead of his session at the Applied AI for Distributors Conference in June.
In this engaging discussion, Don explored the transformative role of AI in distribution, how Sonepar is leveraging AI to drive digital innovation, and what the future holds for AI-powered supply...
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March 26, 2025 • 54 mins
Listen to this episode of The Wholesale Change Show, featuring special guest Brendan Breen, CEO of the Industrial Supply Association (ISA).
ISA’s annual convention, ISA25, starts March 31 in Nashville. The organization – which serves distributors, manufacturer reps and manufacturers – continues to introduce new initiatives to drive growth and support members in the industrial channel.
The conversation dug into:
The importan...
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February 4, 2025 • 56 mins
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 U.S. The company gives their supply partners access to new customer segments and regions so they can expand their markets.
Listen now to hear Voomi CEO RJ Cilley discuss the company’s unique value proposition. As distribution channels and partnerships continue to evolve, it...
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November 4, 2024 • 59 mins
Over the past four years, The Wholesale Change Show has featured CEOs from MSC Industrial, Global Industrial, Zoro, Lawson Products, Johnstone Supply and dozens of other leading distributors. It’s the most informative and entertaining webcast and podcast in distribution!
Watch on-demand for a special milestone event as we celebrated our 100th episode! We looked back on what we’ve learned and talked about the state of the distribut...
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October 8, 2024 • 53 mins
The second half of 2024 has been defined by uncertainty, with the election looming and economic indicators wavering.
Alex Chausovsky, a highly experienced market researcher and analyst, clarified the murky forecast when he joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about what distributors can expect in the rest of 2024 and beyond.
He provided practical and actionable advice to help you chart a course in ...
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August 12, 2024 • 119 mins
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 (NAED).
Wes started his current position in January 2024, but he’s no stranger to the electrical industry or the association. He spent more than 34 years with Mayer Electric, including 14+ years as president before they were acquired by Rexel. At Rexel, he served as Chief Stra...
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On this episode of The Wholesale Change Show, we welcomed Zoro President Sandy Mattinson.
Zoro is an ecommerce platform that helps businesses thrive by offering an endless assortment of products for every business need. Launched in 2011, the Grainger subsidiary has grown rapidly to over 600 team members and over $1 billion in annual revenues.
Sandy joined Zoro in 2019 as the company’s first female vice president and established...
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July 1, 2024 • 59 mins
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 Distributors.
During an information-filled, action-packed event, attendees spent two and a half days immersed in the latest information and education on AI and how it can help distributors grow sales, drive productivity, improve CX and provide better services. During this discussi...
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May 15, 2024 • 49 mins
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 wi...
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April 15, 2024 • 53 mins
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 interaction...
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March 25, 2024 • 47 mins
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 p...
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February 27, 2024 • 55 mins
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 Off...
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January 22, 2024 • 59 mins
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 manufa...
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December 19, 2023 • 52 mins
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 em...
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October 24, 2023 • 52 mins
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, ...
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September 26, 2023 • 47 mins
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 di...
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September 5, 2023 • 51 mins
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 ch...
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August 15, 2023 • 52 mins
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,...
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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 ...
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July 5, 2023 • 44 mins
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 ep...
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