Last week I was traveling and speaking to key industrial channel leaders and one topic keeps coming up again and again from Manufacturers, Manufacturer Reps, and Distributors in the Channel. How do we retain future leaders in the industrial channel? It is hard to recruit and then retain talent in the industrial channel. So, when you make that investment as a Company or … [Read more...] about What can Industrial Leaders do to enhance their skill sets?
Insights
Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey
Industrial Supply Trends is continuing our quarterly series of gaining marketplace insights and sharing it with you, helping you benchmark your performance. The Q3 Pulse of Industrial Supply survey is now open, until September 24th. Results will be shared the first week in October. We need input from distributors, manufacturers, and independent manufacturer … [Read more...] about Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey
Finance Training is often overlooked by Industrial Channel leaders
This week, I had a webinar announcement caught my eye from ISA and Mark Gilham. It reminded me of how valuable basic finance training was when I first got started in my career at Crescent Electric Supply Company. All the sales and marketing type newbies had to attend a new manager training finance session that was in-depth, that was led by our CEO - Jim Etheredge (he was … [Read more...] about Finance Training is often overlooked by Industrial Channel leaders
Why the ISA Executive Network Matters More Than Ever
For the past few months, the ISA leadership team and the ISA Educational Council have been working behind the scenes on this project. It has been fun to be part of the project led by Brendan Breen, his entire ISA team, and all the great educational committee and board leaders (leaders who are working every day in the channel) who are committed to this program. So, getting … [Read more...] about Why the ISA Executive Network Matters More Than Ever
Industrial Planning season is here, are you ready for 2026?
As the 4th quarter approaches and planning season happens, the importance of year-end profit numbers grows by the day. Many channel leaders have to see-saw from a meeting about this year to a Planning meeting for 2026 about every hour. I found when I was in those meetings every day, that I needed to focus my energy into buckets, to do the best job possible for the year end … [Read more...] about Industrial Planning season is here, are you ready for 2026?
Part 2 – All good things in distribution start when a pick ticket prints in the warehouse
I wrote a recent column reminding Industrial Channel leaders about not forgetting about the business fundamentals of the channel that hit a nerve with many readers. The column focused on that even with all the changes over the past two decades - smart phones, instant access to data, end customers who want self-service digital tools and full-service support, and many other … [Read more...] about Part 2 – All good things in distribution start when a pick ticket prints in the warehouse
AI for Industrial Supply IMR’s
From a tech viewpoint, AI is what companies talk about. Distributors are implementing it or at least discussing it. Not much gets shared within the manufacturer environment but it is well in use. Independent manufacturer reps (IMRs) have also asked the question. Some have dappled. Few are advanced. Most are intrigued but lack expertise and/or are concerned about … [Read more...] about AI for Industrial Supply IMR’s
ISA Member Haggard and Stocking – Acquisition News
A few weeks ago, I was able to do an IST profile on Haggard and Stocking and their history. It was a fun story to write on an Industrial Channel leader who has shown steady growth over the past five decades. As what always seems to happen if right after you write a story the company, they go out and make a big move right after it is published. Haggard and Stocking make an … [Read more...] about ISA Member Haggard and Stocking – Acquisition News
Fall is the season to get your Channel business ready for 2026
This week, I was on calls with various Industrial Channel and Industrial Supply Association (ISA) leaders discussing the upcoming ISA Fall Summit in Memphis, TN, in early November. We were discussing the tracks, the speakers and presenters, and the takeaways for participants. In looking at the speakers and presenters, I was struck by the fact that 20 of the speakers across … [Read more...] about Fall is the season to get your Channel business ready for 2026
ISA Member Spotlight Series – Industrial Supply Company
As I was doing the research and interviews with Industrial Supply Company, and writing this profile, one famous quote kept popping in my head.... "Go West, young man, go West and grow up with the country." Horace Greeley. That "grow up with the country" phrase certainly applies to Industrial Supply Company. They are a great example of a Company founded in 1916 in Salt … [Read more...] about ISA Member Spotlight Series – Industrial Supply Company
