Yesterday, I was on an 8:00 am Monday morning zoom calls with Industrial Supply Association (ISA) member Precision where Mark Jackmore and I were reviewing the content we are presenting on our webcast this week. Now, Monday morning 8AM zoom calls can be interesting, as the weekly coffee intake is just starting for everyone on the call, so I was interested to see where the … [Read more...] about Part 2 – Category Management is a big opportunity for Industrial Channel Leaders
insights
Pentagon Pricing Series – Part 1 – Sell Side is everything
For the past number of months, David Gordon and I have been talking non-stop about pricing and have been busy helping many Industrial distributors and manufacturers with their “buy side” and “sell side” programs. As a former pricing leader for two of the largest distributors in North America, I have been remiss in writing as much as we should about buy-side and sell-side … [Read more...] about Pentagon Pricing Series – Part 1 – Sell Side is everything
Interesting Conversation with ISA Member -Watson Gloves
Earlier this month, I did a channel presentation where we shared our direct distributor and end customer research for the Watson Gloves team at their 2025 AGM event. What struck David Gordon and I was how engaged the Watson team was, and the questions they had for us after the session were top- notch. That great meeting started an idea for us to highlight more ISA member … [Read more...] about Interesting Conversation with ISA Member -Watson Gloves
Fastenal Sales Segmentation Insights – Opinion
It is unusual for a large B2B publicly traded distributor to share details at the level Fastenal has recently provided during their Investor Day, their quarterly results, and annual report. In this column we will cover Fastenal's recent releases on Sales, Customer Segmentation, and their Focus 40 program. We follow them closely on Industrial Supply Trends as they are one of … [Read more...] about Fastenal Sales Segmentation Insights – Opinion
ISA25 Recap – Headwinds, Tailwinds, and Uncertainty
ISA 25 last week (March 31- April 2nd) in Nashville brought together close to 700 Industrial Channel Leaders to the annual meeting to meet in person. I really enjoy this ISA industry event as it brings together Manufacturers, Distributors and Manufacturer Representative Firms at one meeting together. For other key B2B channels like electrical, HVACR, Automation, Power … [Read more...] about ISA25 Recap – Headwinds, Tailwinds, and Uncertainty
