Episode 2: Interview with Michael DeCata, Lawson Products

04/22/19 • 19 min

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 and talks about its SAP implementation, salesforce transformation and its unique go-to-market model.

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Episode 1: Interview with Kirk Zehnder, CEO of Earnest Machine

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 revenue.

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Episode 3: Interview with Mark Dancer, Network for Channel Innovation

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 upcoming edition of the Facing the Forces of Change report series published by the National Association of Wholesaler-Distributors, Mark has been in research mode for more than a year and shares some of that insight in this edition.