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
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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?
Pentagon Pricing Series – A Pricing Reset is the Most High-Risk and High-Reward Activity in B2B Industrial Distribution
As a former pricing leader for three billion-dollar distributors in North America, I can share from experience that a major pricing reset is simultaneously a dangerous activity, yet when done right, the best driver of top-line sales growth in this industry. Earlier this year, I wrote a Case Study for Modern Distribution Management (MDM) on the pricing reset MSC Industrial … [Read more...] about Pentagon Pricing Series – A Pricing Reset is the Most High-Risk and High-Reward Activity in B2B Industrial Distribution
Durable Goods & CAPEX Issues + Tarriff and Policy Volatility = Uncertainty – IST
As an analyst for the past 20 years, I have relied on key economic indicators as foundational to prepare forecasts for leadership to make informed business decisions. Two of those key foundational indicators were Durable Goods Purchases and Business Capital Investment, but those indicators have had much change the past 5 years. The once bellwether and predictable indicator … [Read more...] about Durable Goods & CAPEX Issues + Tarriff and Policy Volatility = Uncertainty – IST
