Genuine Auto Parts Company (GPC), and Distributor Solutions Group (DSG), are choosing two different ownership paths going forward. Both transactions make sense as each respective entity operates in the distribution space – GPC as part of a larger company, so a spin-off is logical. GPC Spins Off Motion GPC is splitting into two stand-alone companies, with Motion … [Read more...] about Motion, DSG – Two Different Approaches to The Distribution Market
Market Insights
The Death of “Trust Me” Selling
How One Distributor Turned a Top Performer's Instinct into a Methodology Their Whole Sales Team Could Use Recently I was talking to Susan Merlo from The Digital Distributor, and we were discussing the industrial distribution market and distributor challenges. One of the topics was how distributors need to adjust their sales techniques in order to differentiate themselves to … [Read more...] about The Death of “Trust Me” Selling
Are You a Market Maker or a Market Server?
With this article we're introducing a new contributor - Frank Hurtte from River Heights Consulting. Frank is known for his industrial sales expertise and has written two books on industrial sales - The Distributor Specialist: Customer Champion, Profit Generator and The New Sales Guy Project. Frank and I talk regularly, and we've collaborated on some projects together. Now … [Read more...] about Are You a Market Maker or a Market Server?
“Be Like Mike?” Perhaps Data Like Grainger
Grainger probably has more eCommerce experience than any distributor. I remember back when they acquired a stake in MRO.com to form FindMRO.com. People thought they were crazy. In reality, it was probably a great experience from a learning perspective. They've built an eCommerce machine that also enables them to power Grainger.com and Zoro.com but also is the backbone of the … [Read more...] about “Be Like Mike?” Perhaps Data Like Grainger
Was there an Elephant in the Room at the Applied AI for Distributors Conference?
Mark McGready, Director Data Analytics and Solutions for IDEA, attended the 2026 Applied AI for Distributors Conference organized by Distribution Strategy Group. While he spoke to attendees about IDEA's Data Whispers solution and how Nudge (its avatar) helps drive sales, profits and acts as a virtual sales coach and information resource tailored to each distributor's offering … [Read more...] about Was there an Elephant in the Room at the Applied AI for Distributors Conference?
Adding a Nudge to Sales Coaching to Accelerate Sales
Every conference has some session about AI. And every reception at every conference has someone asking about what you’re doing with AI. So, imagine being at a conference that is all about AI and where everyone is talking AI 24x7x3. This is what will happen next week at DSG’s Applied AI conference in Chicago. If you are attending get ready to hear from many AI companies about … [Read more...] about Adding a Nudge to Sales Coaching to Accelerate Sales
Who Has Margin Responsibility in Your Company?
While national chains reported strong growth in Q1, and independents performed comparably based upon our 2026 Q1 Pulse of Industrial Supply report, aided by increased pricing tied to tariffs, commodity price increases that supported manufacture price increases, and industrial end-user performance, the challenge for distributors is that their operating costs continue to rise … [Read more...] about Who Has Margin Responsibility in Your Company?
Data Centers and the Industrial Supply Channel
Strong Start in 2026 for Data Centers Data centers are not just a technology buildout—they are also a major industrial operations story. Behind every facility expansion is a steady need for motors, drives, relays, sensors, safety products, tools, automation support, and maintenance supplies, creating a meaningful opportunity for industrial distributors that can help keep … [Read more...] about Data Centers and the Industrial Supply Channel
The Construction Industry is Obsessed with Digital Tools
eCommerce. AI. Direct connectivity between customers and distributors. Access to manufacturer portals. The construction and industrial distribution channels are no longer only about product knowledge, logistics, access to credit (for customers) and personal relationships. You need to not only be able to use technology but sometimes you feel like you need to be a technology … [Read more...] about The Construction Industry is Obsessed with Digital Tools
Byrnes Retires from Impactful Career at NetPlus, Leadership Promotions
NetPlus Alliance, the industry buying group with over 400 distributor members, shared a recent press release announcing the retirement of Paul Byrnes and some recent promotions. The NetPlus Headline And the Story After 12 years as a trusted leader at the helm of NetPlus Alliance’s business development team, Paul Byrnes is set to retire in June of 2026. Byrnes is … [Read more...] about Byrnes Retires from Impactful Career at NetPlus, Leadership Promotions
