Podcasts by The MDM Podcast
The distribution industry is changing, with new players and technologies that will shape how you compete and sell. Stay ahead of your competitors with this regular series from Modern Distribution Management, and learn the trends and strategies that will keep you in the lead for the long haul.
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S9E14: Jennifer Murphy Says Distribution's Diversity is a Beautiful Thing from 2023-12-13T07:00
NetPlus Alliance has served industrial distributors and suppliers as a buying group since 2002, but its roots date back nearly 200 years. Its Owner, President and CEO, Jennifer Murphy ...
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Quicktake 12.08.23: Report Card on Distribution Business Models from 2023-12-11T07:00
Time for a check-up on the state of the industry as 2023 ends. Mike Marks and Tom Gale review the shifts – seismic and otherwise – that have shaped the competitive landscape across the...
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S9E13: BradyIFS + Envoy Solutions See Many Ways to Win from 2023-12-06T07:00
BradyIFS and Envoy Solutions are behind much of the consolidation in distribution's JanSan, foodservice and packaging supplies verticals, and they took it to another level with their l...
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S9E12: How Kodiak Grows through Local Empowerment from 2023-11-29T19:59:08
In just a dozen years, Kodiak Building Partners has gone from inception to No. 11 on MDM's Top Building Materials Distributors List, acquiring over distribution 100 locations along the...
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Quicktake 11.17.23: Price is Now Priority for Customers from 2023-11-20T07:00
The relative importance customers assign to the equation of price, availability and support has shifted in Q3, with important implications for distributors. And now digital is in the mix. James ...
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S9E11: Amazon Business is Just Getting Started from 2023-11-08T15:57:31
Amazon Business surpassed $35 billion in annualized sales in early 2023, and it has plenty of further expansion on its mind. The marketplace’s worldwide director, Todd Heimes, joins us...
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Quicktake 11.03.23: Fix Your Biggest Critical Constraint for 2024 Growth from 2023-11-06T07:00
It’s strategy season, and even optimistic predictions are for flattish overall industry growth in 2024. Mike Marks and Tom Gale talk through the bottom-line impact of focus in dealing ...
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S9E10: The State of Innovation in Distribution from 2023-11-01T17:01:45
As distributors transform business models to stay competitive and close to customers, innovation has become a critical differentiator. NAW Chief Innovation Officer Bart Tessel and Appl...
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Quicktake 10.27.23: Drive Profit with Active Category Management from 2023-10-30T06:00
In this continuing series on executing a Profitability Playbook, Jam...
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Quicktake 10.20.23: Playing Offense in Defensive Times from 2023-10-23T06:00
Mike Marks and Tom Gale discuss the data points from Q3 and what the front lines in distribution are saying about how the fourth quarter of 2023 is shaping. Plus five proactive things distributo...
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Quicktake 10.13.23: Protect Your Pricing&Profit from 2023-10-16T06:00
With softening demand trends going into Q4, my conversation with James Dorn of Dorn Group busts the myths of not being able to grow both top-line revenue and margin in challenging mark...
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Quicktake 10.06.23: From Vision to Transformation from 2023-10-09T06:00
In a debrief on core themes from MDM’s 2023 SHIFT conference, Mike Marks and Tom Gale talk about a clearer vision for the future of distribution emerging, the transformation levers to ...
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S9E9: Endries' Michael Knight on His Learning Curve, Coaching&AI from 2023-10-04T15:26:33
Michael Knight became CEO of Wisconsin-based Endries International in late 2022 after a long tenure with an electronic components distributor.
He joins the podcast to discuss his f...
Quicktake 09.29.23: A Profitability Playbook for Distributors from 2023-10-02T06:00
This conversation between Dorn Group President & CEO James Dorn and MDM CEO Tom Gale centers on how data analytics will prove crucial to distributors’ profitability in the year ahead, ...
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S9E8: Culture Misconceptions about "The Great Resignation" from 2023-09-28T01:56:51
The notion of "no one wants to work anymore" persists amid today's challenging labor pool in distribution, but Dr. Donte Vaughn - an expert in organizational leadership - says that's a...
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S6E13: Redefining Leadership in Distribution from 2022-04-20T06:30
Dirk Beveridge, founder of UnleashWD and executive producer of We Supply America, and Tom Gale talk about research into the changing nature of leadership post-Cov...
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S6E12: Perspectives on Canadian Jan-San distribution channels from 2022-04-13T06:30
Tom Fournier, president of Shade’s Mills Group, a sales strategy consultancy based in Cambridge, Ontario, shares insights from a career managing sales channels in...
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S6E11: Channel dynamics, the value of distribution, sales and leadership from 2022-03-30T06:30
Chester Collier, Walter Senior Vice President, shares four decades of international sales management and business development experience across industrial distribution channels. Collier is deepl...
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S6E10: Sales transformation 101 with Mike Marks from 2022-03-23T06:30
IRCG’s Mike Marks talks with Tom Gale about core elements of sales transformation, distilling six years of research from distributors innovating their sales proce...
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S6E9: Global Industrial CEO Barry Litwin on 2021 financials and strategy update from 2022-03-02T07:30
Global Industrial is investing in key strategic initiatives, in sales, marketing, private brand, digital transformation and distribution, that they believe will d...
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S6E8: John Gunderson, EpaCube Vice President, on growth levers in 2022 from 2022-02-23T07:30
We catch up with John Gunderson to learn what he’s hearing on how 2022 is shaping up and ways executive teams are managing inventory, pricing, margin expansion, d...
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S6E7: Tony Pericle, ProfitOptics CEO and founder, on the power of analytics for distributors from 2022-02-16T07:30
Tony Pericle started in distribution sales 204th out of 207 sales reps. Three years...
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S6E6: Motion Industries President Randy Breaux breaks down the Kaman Distribution Group acquisition from 2022-02-09T15:28:21
Randy Breaux shares details on how the deal came together, synergies and future growth opportunity in this deeper dive into the $1.3-billion transformative acquis...
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S6E5: Larry Davis, AgoNow CEO, on the mandate for digitizing the customer journey across industrial channels. from 2022-02-01T23:13:25
Larry Davis has strong opinions on change and opportunities to make the supply chain work more effectively as customers have moved quickly to digital procurement....
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S6E4: Interview with Avnet's Peggy Carrieres on solving inventory issues and designing for manufacturing from 2022-01-25T21:04:55
Peggy Carrieres has worked more than 20 years in the semiconductor industry, including the past six at global electronic components distributor Avnet. An expert i...
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S6E3: Interview with Factrees CEO Keith Williams on its network platform and distribution marketplaces from 2022-01-18T21:39:37
After a career leading digital transformation for large distributors and B2C firms, Williams launched networking platform Factrees to digitize and modernize distr...
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S6E2: Digital Transformation: What does it really mean for distributors? from 2022-01-12T03:47:07
Shift7 Digital CEO Andrew Walker draws on his extensive B2B consulting experience with distributors and manufacturers — including Global Industrial — to share wha...
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S6E1: Interview with Al Bates, Distribution Performance Project from 2022-01-05T17:33:08
In this episode, Al Bates, principal of Distribution Performance Project and guru of financial performance benchmarking, shares three factors for how smaller dist...
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Interview with Zoro’s Tracy Buelow on building a credible e-commerce platform from 2021-11-17T17:04:26
In this podcast, Tracy Buelow, senior director of business development at Zoro, talks about the business elements that are essential to the success of e-commerce platforms and the pandemic's las...
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Interview with Will Humsi, Simon-Kucher&Partners, on inflation management from 2021-11-10T17:02:03
What separates businesses that are successful at recouping inflationary pressures versus those that aren't? Drawing from mo...
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Interview with Jinny Kcehowski, Curbell Plastics, on the Latest Training Techniques from 2021-10-27T15:42
A lot has changed in distribution training best practices in the decade-plus since Jinny Kcehowski took over internal employee training at Curbell Plastics. And t...
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Interview with Mark Roberts, CEO, OTB Solutions on Sales Team Effectiveness. from 2021-10-20T13:36:39
Distribution sales strategist Mark Roberts has one question for you: Do you really need more sales people? Perhaps the real question should be: How can I make the...
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Motion President Randy Breaux: Listen to Customers and Be Transparent with Employees from 2021-10-12T20:22:45
In this podcast, Motion President Randy Breaux talks about the lessons learned last year and this year, and what he sees coming down the pipe in 2022. There has b...
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Interview with Dave Flitman, CEO, Builders FirstSource, on what’s driving growth, the importance of M&A and the role technology plays for the distributor from 2021-10-06T19:31:50
In the latest MDM Podcast, Dave Flitman, president and CEO of Builders FirstSource, discusses on a wide range of topics, including where the company sees organic growth white space, how M&A — mo...
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Interview with Ferguson's Kelsey Bergan and Denise Vaughn on Sustainability in Distribution from 2021-09-29T14:58:45
Sustainability is more than a buzzword at Ferguson. It's an integral part of the distributor's business practices that touches on all areas of company operation. ...
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Interview with Dan Tinker on SRS Distribution’s rapid growth and what’s next for the building materials distributor from 2021-09-22T14:44:53
In the latest MDM Podcast, Dan Tinker, president and CEO of McKinney, Texas-based building materials distributor SRS Distribution, dishes on a wide range of topic...
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Interview with Winsupply President John McKenzie on how his company is solving supply chain and labor issues from 2021-09-07T13:35:15
In this podcast, Winsupply President John McKenzie talks about how his company is addressing supply chain constraints, the labor shortage and hybrid training, as ...
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Interview with Jon and Matt Schreibfeder of Effective Inventory Management on best practices in inventory management from 2021-08-30T22:50:29
Jon Schreibfeder has received more calls in the last six months from distributors looking for inventory management consulting than at any other time in his 40+ ye...
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Interview with Will Matthews of Matthews Performance Group on talent management from 2021-08-25T15:16
There are many elements in life and business that we cannot control. But when it comes to tackling talent management challenges like recruiting and retention, boa...
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Interview with David Oldfather and Mike Wentz of IDEA on competitive technology in distribution from 2021-08-17T17:47:51
Interview with Essendant President and CEO Harry Dochelli on the company’s ongoing transformation from 2021-08-10T22:41:05
Harry Dochelli has both experienced and orchestrated plenty of change at Essendant, the Deerfield, Illinois-based wholesaler of office products, furniture, breakr...
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Interview with NetPlus Alliance’s Jennifer Murphy and Developing Professionals’ Lori Miller on organizational restructuring from 2021-08-04T16:24:16
Interview with Alex Moazed, Applico CEO, on key characteristics of successful marketplaces from 2021-07-27T20:59:40
Hundreds of e-commerce marketplaces have popped up in the last few years. How can a distributor distinguish those that are more likely to last? Digital pla...
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Klaus Werner, Chief Marketing Officer, Global Industrial, and a Digital Innovator Award winner from 2021-07-20T16:25:08
Klaus Werner, the chief marketing officer at Global Industrial Co., was named one of MDM’s Digital Innovator Award winners because of the numerous initiatives he ...
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Interview with Palmer-Donavin CEO Robyn Pollina on why inventory is the new king from 2021-07-13T20:05:46
Building materials distributor Palmer-Donavin is feeling the crunch of labor shortages and supply constraints that many distribution companies now face. Bu...
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Interview with Kevin Short, ORS Nasco/MEDCO Tool President&CEO from 2021-06-29T21:06:32
Starting his role with ORS Nasco in early 2020 after a 25-year career in other industrial distribution sectors, Kevin Short discusses how the company – with a diverse set of customer segments an...
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Interview with Roy Chua, AvidThink founder and principal, on AI/ML, cloud and edge compute from 2021-06-22T16:22:19
The pandemic accelerated distributors’ digital transformations with artificial intelligence, machine learning, edge compute, IoT and 5G poised to play key roles g...
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Interview with Scott Barrows, BluePallet CEO, on E-Commerce Platform Evolution from 2021-06-15T21:38:38
Interview with Jonathan Byrnes, Profit Isle, on how to compete against the digital giants and thrive from 2021-06-01T16:05:05
Profitability, pricing and supply chain strategy consultant Jonathan Byrnes discusses the core concepts from his latest book on how distributors can target profitable customer segments and creat...
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Interview with Doug Press of The Incentive Group on Customer Engagement from 2021-05-12T16:01:17
Interview with Mark Dancer on Business Model Innovation from 2021-04-06T22:49:13
Interview with Jeff Cloud, IBT Industrial Solutions from 2021-03-31T15:22:56
In this conversation, President & CEO Jeff Cloud shares how this 72-year-old Midwest distributor with 36 locations has navigated the challenges of 2020 and continues to build a more digita...
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Interview with Matt Miller, MDM 2020 Future Leader, on Driving Commercial Excellence from 2021-03-26T16:52:33
In this episode, MDM Future Leader Matt Miller, VP of Corporate Development at Jupiter Communications, discusses four critical projects he led as Commercia...
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Interview with Bruce Merrifield, MDM contributor, on more adaptive selling models from 2021-03-18T20:54:50
PART TWO: In this episode, industry consultant (and MDM contributor across five decades!) Bruce Merrifield discusses post-COVID-19 scenarios for distributors and the imperative...
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Interview with Brian Beck and Andy Hoar, B2B e-commerce vets on new MasterB2B series from 2021-03-10T22:55:50
As veterans of the B2B e-commerce world, Brian Beck and Andy Hoar know a boring online presentation when they see one. That’s why the pair are framing their new MasterB2B online video series as ...
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Interview with Bruce Merrifield, MDM contributor, on new-normal distribution business models from 2021-03-03T02:32:02
In this episode, industry consultant (and MDM contrib...
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Interview with Brent Grover, longtime M&A Advisor from 2021-02-11T15:12:14
In this episode, longtime M&A advisor Brent Grover shares his perspectives on how distribution M&A markets are shaping up in 2021. Short story: Financial buyers may have the edge over strategic ...
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Interview with Brent Grover, longtime M&A Advisor on 2021 landscape from 2021-02-10T23:38:54
In this episode, longtime M&A advisor Brent Grover shares his perspectives on how distribution M&A markets are shaping up in 2021. Short story: Financial buyers may have the edge over strategic ...
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Episode 11: Interview with Brian Gardner on revolutionizing your CRM processes from 2020-10-15T18:24:26
Episode 10: Interview with Ernie Coutermarsh, Industry Icon from 2020-10-07T18:57:48
Over the course of a 50-year career at F.W. Webb, a div...
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Episode 9: Interview with Alibaba.com’s John Caplan from 2020-06-22T15:34:46
In this June 12, 2020 segment of MDM LIVE, John Caplan, President, North America & Europe, Alibaba.com, urges distributors to drive dig...
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Episode 8: Interview with Barry Litwin, CEO of Systemax from 2020-06-22T15:31:50
In this June 5, 2020 segment of MDM LIVE, Barry Litwin, CEO of Systemax, parent of Global Industrial,...
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Episode 7: Jonathan Byrnes on Growing Customer Loyalty from 2020-06-22T15:28:45
Jonathan Byrnes, senior lecturer at MIT and founding chairman of Profit Isle, a profit acceleration SaaS company, Listen
Episode 5: Interview with Andrew Larson, Gustave A. Larson Company from 2020-06-22T14:54:18
Episode 6: Next Steps for the New Normal Sales Team from 2020-06-10T15:56:03
In this special one-hour edition of MDM LIVE Listen
Episode 4: The Value of Innovation, Part 3 from 2020-05-19T02:30:42
Products, features and benefits. How are we doing (or not doing) on monthly goals set up with Supplier A or Supplier B? These are the day-to-day conversations that, while particularly urgent in ...
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Episode 3: The Value of Innovation, Part 2 from 2020-03-23T22:21:54
In this second of our three-part conversation on innovation in distribution, J Schneider of strategy and consulting firm Dorn discusses what innovation looks like in 2020 for distributors and ma...
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Episode 2: Martin Supply's Doug Ruggles Interview from 2020-02-05T23:03:12
While this privately-held industrial supplier with more than 300 employees may not be a Harvard Business School case study in management structure, the three-brother leadership team has managed ...
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Episode 1: The Value of Innovation, Part 1 from 2020-01-22T04:01:55
In the first of a three-part series, J Schneider, Vice President of Strategy for Dorn, a strategy and consulting firm located just outside Chicago, discusses how distributors and manufacturers c...
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Episode 5: Better Prospecting – A Case Study in Sales Micro-Training from 2019-08-01T18:25:44
Matt McCorkle, Manager of U.S. Branch Operations, Kaeser Compressors, discusses how he used a combination of conventional and micro- sales training methods to build a culture of prospecting and ...
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Episode 4: Interview with Justin King, B2X Partners from 2019-06-11T22:07:58
Justin King of B2X Partners talks about how change management is one of the biggest challenges of any digital transformation project and the critical need to build digital experiences that are c...
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Episode 3: Interview with Mark Dancer, Network for Channel Innovation from 2019-05-20T06:18
Mark Dancer of the Network for Channel Innovation talks with Tom Gale about the challenges distributors are addressing as they undertake digital transformation programs. As author of the upcomin...
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Episode 2: Interview with Michael DeCata, Lawson Products from 2019-04-22T02:50
Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata gives MDM's Tom Gale a progress report on the company's service-intensive approach a...
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Episode 1: Interview with Kirk Zehnder, CEO of Earnest Machine from 2019-04-22T02:30
This 72-year-old fastener distribution company out of Cleveland disrupted its outside sales model, creating a team-based sales department structure that had an immediate impact on culture and re...
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Episode 6: An Insider's View on Working with Amazon from 2018-11-06T00:36:40
Alan Adams speaks with Tom Gale on Amazon Business from an insider's perspective. This podcast references MDM's Amazon Business Forum conference, held in December 2018, that explored strategy an...
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Episode 5: Interview with Brent Grover from 2018-09-10T20:51:10
After selling his family's paper distribution business 20 years ago, Brent Grover has been a consultant and prolific author on pricing, M&A and creating value in wholesale distribution businesse...
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Episode 4: Tariffs, Amazon Business and Jobs from 2018-07-19T21:30:09
What's on the minds of distribution executives? In spite of a record year for most sectors of wholesale distribution in 2018, there is a growing sense of volatility across many areas – pricing, ...
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Episode 3: Interview with Dan Hill, President of Newark element14 from 2018-06-14T02:00
Dan Hill, President of Newark element14 and Becky McMorrow, Director of Marketing Newark element14 speak with MDM's John Gunderson about how to build an Omni Channel experience to take share and...
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Episode 2: Interview with Mike Marks, Indian River Consulting Group from 2018-06-13T06:49:03
Mike Marks, Managing Partner of Indian River Consulting Group (IRCG) talks with MDM's Tom Gale about the ways 2018 is being defined as the tipping point for digital transformation in distributio...
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Episode 1: Interview with Prentis Wilson, Amazon Business from 2018-06-13T06:30
Prentis Wilson, VP of Amazon Business, speaks with MDM's Tom Gale about Amazon Business's value proposition for distributors, current strategic initiatives and how he sees the customer defining ...
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