Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans from leadership at Grainger, United Rentals, and Chef’s Warehouse to growing the share price of MRO distributor Lawson Products by 1,000% since taking his position there in 2012.
More from Distribution Strategy Group
The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower today’s buyers with more immediate information and many more choices than ever before. We, as marketers must change to adapt to these changes.
In this episode, Hurtte, of River Heights Consulting, joined Ian Heller and Jonathan Bein to talk about why, if distributors don’t have a plan for recouping the cost of their services, they will make less money, grow more slowly than the competition, and become less resilient.
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how they define a “lost customer.”
In the wake of COVID-19, there has been plenty of speculation about the role of distribution associations and how they must adapt to disruption, rapid digitization and the evolution of marketplaces, all of which were accelerated by the pandemic.
Hosts Ian Heller and Jonathan Bein welcome Peter to the Wholesale Change show to provide his novel perspective on running a distribution company today.
Despite early failure rates, B2B marketplaces mounted a major comeback and are rapidly outgrowing company-specific websites in many industries.
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
In this episode, DeCata joined Wholesale Change hosts Ian Heller and Jonathan Bein to talk about how Lawson Products is differentiating in today’s market with an innovative approach to sales, a strong private-label strategy, and value-added services.