Two Questions to Ask on Your CRM Journey with Brian Gardner of SalesProcess360
Release Date: 03/05/2025
Acquisitions, Influencers & Riding the Wave of Innovation with Matthew James, Purity Life Health Products, LP
Distribution Talk
What do distributors of wellness products and, say, industrial fasteners have in common? More than you think. While the inventory and customer bases differ, the lessons learned in their respective trenches are universal. Matthew James, president and CEO of in Canada, agrees. He just closed on a major acquisition 13 years in the making and has advice for anyone navigating a complicated integration process. Jason caught up with Matthew to find out how he and his team are managing employee expectations, continuing to foster innovation, and planning for the future. CONNECT WITH JASON ...
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Hustle, Blessings and Rock & Roll: Creating Opportunity Through Relationships with Monty Clayton
Distribution Talk
If you’re in the distribution business, you’re in the business of creating opportunities. Charles “Monty” Clayton is a classic example of that adage. He has played a significant role in shaping the southwest’s fastener industry since the late-80s. Now, Monty is enjoying a third act fueled by the connections he’s embraced along the way. Jason finally caught up with Monty to discuss his legendary career and the art of always putting yourself in a position to say “yes!” CONNECT WITH JASON CONNECT WITH MONTY *** For full show notes and services visit: Distribution...
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Mastering the Exit: How to Sell Your Distribution Business with Marshall Jones, The Distribution Team
Distribution Talk
If you’ve ever daydreamed about selling your distribution business, this episode is for you. If not, bookmark it for future reference. The fundamentals of a successful acquisition remain evergreen, beginning with the need for a knowledgeable advisor. Marshall Jones, senior advisor with , joins Jason to discuss his latest client win, a year-long transaction process that resulted in an equitable solution for all parties involved. They share practical advice on navigating the purchase journey and realistic timetables for closing a sale. They also explore complex acquisition issues related...
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A Cost-Effective Strategy for Implementing Your First Warehouse Management System: Revisiting Casey Winans of Fullstride
Distribution Talk
Choosing the right warehouse management system (WMS) system can simplify your warehouse operations, bolster staff performance and morale, and improve your bottom line. But, before you sign on the dotted line, have you given serious (and honest) thought to how your growing pains might manifest in that pricey new platform? In this revisited conversation with Casey Winans, CEO of , Jason digs into the art and science of a successful upgrade and how to perform an internal review of warehouse processes and employee engagement before making a big move. CONNECT WITH JASON CONNECT WITH CASEY ...
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Stop Being the Bottleneck and Get Ready for Growth with Chyle Edic
Distribution Talk
Could you step away from your business for a month? A week? A day? If the answer to any of those scenarios is “no,” then you’re not running a business; you’re stuck with a job. Chyle Edic, owner of , helps owners of small-to-medium-sized organizations break their micromanaging habits and shift their attention to growth and, possibly, a vacation. Jason caught up with Chyle to discuss the operational miscues and employee issues that keep owners from realizing their company’s ultimate potential and how tools like Entrepreneur Operating System (EOS) can deliver targeted,...
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Emerging Trends in Technology to Optimize Your Warehouse Management System With Steve Shebuski, MCA Connect
Distribution Talk
The 21st century is well underway. So, why are distributors and manufacturers still using 20th-century warehouse management systems? Steve Shebuski, managing director of MCA Connect, says that an outdated WMS costs companies more than they realize. Jason caught up with Steve to discuss insights gained from his long career in Microsoft-based warehouse solutions, as well as the benefits of a modern WMS on order management, supply sourcing, and business strategy. CONNECT WITH JASON CONNECT WITH STEVE *** For full show notes and services visit: Distribution Talk is produced by , a...
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Future-Proof Your Distribution Business with Structured Career Paths
Distribution Talk
“Distribution has a PR problem.” Fans of Distribution Talk will recognize that quote as one of Jason Bader’s favorite industry laments. It’s more than a pithy soundbite, however. The phrase is shorthand for the talent acquisition and development issues facing most small-to-mid-sized wholesale distributors. One answer? A tiered progression plan. We’re revisiting this rare and insightful solo episode with Jason, where he lays out winning strategies for attracting next-generation new hires. This includes advice on creating a tiered progression plan that will energize your...
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What If CRM Was About Automation Engines Feeding You BI-Driven Insights? With Kristen Thom, White Cup
Distribution Talk
Customer Relationship Management (CRM) software companies sell a simple premise: if you can manage customer data, you can grow your business. But capitalizing on that promise is complicated, as any company struggling with CRM implementation knows. Kristen Thom, senior vice president of customer experience for , has an easy fix for this persistent CRM pain point. She helps distributors reframe their focus, emphasizing actionable information over team micromanagement. Jason caught up with her to discuss White Cup’s powerful CRM+BI solution and the revolutionary ways that the company...
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A Timeless Truth: Why Following Up Matters, Revisiting Jessica Yurgaitis, Industrial Supply Company
Distribution Talk
The past is always present at , thanks to a treasure trove of historical documents dating back to 1915. While the Utah-based company’s century+ heritage is impressive, Jessica Yurgaitis has no intention of dwelling in the dust of the organization’s bygone era, even if the history major in her loves posting those old handwritten letters and sales slips. We’re revisiting Jason’s conversation with this fourth-generation president about balancing respect for family legacy with a desire to launch the company into a thoroughly modern future. *** CONNECT WITH JASON CONNECT WITH...
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Focus on Better Work, Not Busy Work With AI as Your Sidekick With John Long
Distribution Talk
AI isn’t coming; it’s here, optimizing behind-the-scenes tasks like forecasting, inventory management, and CRM oversight. John Long, CEO of , says artificial intelligence is ready to take on client-facing interactions. His company has the ultimate tool for the job: Eric, an AI-powered agent. Jason caught up with John to discuss the evolution of the company’s Thynk Agent and the cost-effective advantages it offers distributors in an increasingly competitive environment. CONNECT WITH JASON CONNECT WITH JOHN *** For full show notes and services visit: Distribution Talk is...
info_outlinePop quiz: What does CRM stand for? Brian Gardner says there’s more to the acronym than customer relationship management. He’s the Founder and CEO of SalesProcess360, a consultancy that helps distributors secure greater ROI from their CRM.
Jason caught up with Brian to learn more about the company’s “reverse order” approach to picking the perfect CRM. They explore the differences between ERPs with CRM add-ons versus systems that are purpose-built for complex sales environments and touch on the industry’s AI readiness. The pair also discuss how a company-wide audit before purchase can boost employee buy-in and enhance long-term CRM efficacy.
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For full show notes and services visit: https://www.distributionteam.com
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 by The Creative Impostor Studios
Special thanks to our sponsors for this episode: Profit2, helping distributors charge the right price; and INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry.