In the Mind of a Distributor

Using data as your next competitive edge | Erik Gershwind

In this episode, Benj sits down with Erik Gershwind, Vice Chair of the Board at MSC Industrial, to unpack 30 years at one of the largest industrial distributors in the U.S. and the strategic shifts that defined his 13 years as CEO. Erik walks through repositioning MSC from a "spot buy" supplier known for its catalog and next-day delivery into a mission-critical partner on the plant floor of North American manufacturing. He also explains how MSC leaned into technical product lines, digital, and an implant program that's grown from 1% of sales pre-COVID to 20% today. He also shares his view on AI across the distribution value chain and why data is now a distributor's biggest asset alongside its people.  Send us Fan Mail [https://www.buzzsprout.com/2466898/fan_mail/new] Connect with Benj on LinkedIn [https://www.linkedin.com/in/benj-cohen/] Visit Proton's website [https://www.proton.ai/]

Future-proofing a 100-year old distribution business | Chuck Cohen

Chuck Cohen is back on In the Mind of a Distributor. This time, he's pulling back the curtain on the biggest structural bet in Benco Dental's nearly 100-year history: reorganizing the entire company into three distinct divisions under a new holding company. Chuck breaks down why they made the move, how it's designed to unlock faster growth and higher margins, and what it took to get there, including the lessons learned from years of early experiments in services before solutions became a core part of the business. Send us Fan Mail [https://www.buzzsprout.com/2466898/fan_mail/new] Connect with Benj on LinkedIn [https://www.linkedin.com/in/benj-cohen/] Visit Proton's website [https://www.proton.ai/]

Growing a family-owned distributor to 250+ locations | Doug & Jack York

In this episode, Benj talks with Doug and Jack York of Ewing Outdoor Supply about what it really takes to run a successful family-owned distribution business across generations. Doug shares how he scaled Ewing to 250+ locations by betting big on growth while staying true to the company’s roots. Jack brings a next-gen perspective: showing how they’re layering in data, financial discipline, and tech to stay competitive without losing what makes the business special. They get real about succession planning, balancing family dynamics, and making sure future leaders earn their seat. If you’re part of a family-run distributor (or thinking about how to build one that lasts) this is a must-listen. Send us Fan Mail [https://www.buzzsprout.com/2466898/fan_mail/new] Connect with Benj on LinkedIn [https://www.linkedin.com/in/benj-cohen/] Visit Proton's website [https://www.proton.ai/]

Winning rural markets by going multi-vertical | Paul Kennedy

In this episode, Benj talks with Paul Kennedy, CEO of DSG, about cracking the code on multi-vertical distribution. Paul reveals how DSG profitably serves towns of 10,000 people by selling electrical, plumbing, HVAC, and waterworks all under one roof—a model that lets them win in markets where focused competitors simply can't make the math work. He breaks down the strategy behind spreading costs across verticals, then dives into the real operational challenges: structuring sales teams for focus without sacrificing breadth, leveraging back-of-house efficiency that most distributors overlook, and deciding when to go local versus regional with your resources. Paul also tackles the digital side: why contractors care more about knowing what's in stock than finding the lowest price, how e-commerce fits into a broader digital ecosystem, and the one thing that makes or breaks technology adoption (hint: it's not the technology itself). Send us Fan Mail [https://www.buzzsprout.com/2466898/fan_mail/new] Connect with Benj on LinkedIn [https://www.linkedin.com/in/benj-cohen/] Visit Proton's website [https://www.proton.ai/]

Scaling an inside sales team from 0 to 90 reps | Ali Hasham

In this episode, Benj talks with Ali Hasham, CEO and Founder of Revenue Optics, about what it takes to build high-performing inside sales teams in distribution. With nearly 25 years in the industry, Ali shares how he built inside sales organizations from scratch three separate times, scaling teams from a single person to as many as 90 reps. Ali breaks down the playbook he's refined across electrical, automotive, and industrial distribution: from identifying the right talent and proving the model's value, to navigating the tricky handoffs between inside and outside sales teams. The conversation also explores how AI is transforming inside sales and why distributors who aren't leveraging these tools are "donating EBITDA to competitors."  Whether you're building a new inside sales team or looking to improve an existing one, Ali shares helpful tips for making a profitable inside sales engine that captures the revenue hiding in plain sight. Send us Fan Mail [https://www.buzzsprout.com/2466898/fan_mail/new] Connect with Benj on LinkedIn [https://www.linkedin.com/in/benj-cohen/] Visit Proton's website [https://www.proton.ai/]