In the Mind of a Distributor

Running a master distributor | Kevin Short of ORS Nasco

In this episode, Benj sits down with Kevin Short, CEO of ORS Nasco, to talk about life as a master distributor, their four acquisitions in the last two years, and what 30+ years in chemicals, plastics, and industrial distribution have taught him about running a resilient business. Kevin makes the case for rethinking how distributors and manufacturers allocate capital. He argues the old advice to "spend your last dollar on inventory" no longer holds, and explains why he's on a mission to unblur the lines across the supply chain so every player in it can focus on what they do best.  He also walks through ORS Nasco's PE journey including what he looks for in a sponsor and his "first do no harm" approach to integrating new acquisitions. If you're running a distribution business that's thinking about PE, considering acquisitions, or just trying to sharpen your value prop, this one's worth your time. 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/]

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/]