In this episode of In the Mind of a Distributor, Benj sits down with Gary Corless, former CEO of PSS World Medical (now McKesson Medical-Surgical), to unpack how the company scaled from a $15M startup pulling orders in shopping carts to a $2B industry leader.

The key to that growth was a rich company-wide culture where everyone (not just sales) owned the number.

Gary walks through how PSS built a true growth culture that aligned teams from the warehouse to the C-suite, turning everyday roles into expansion engines. He also breaks down:

• Why hungry college grads often outperform seasoned industry vets
• How to push reps hard without burning them out
• Why most reps hate CRMs and how to build systems they want to use

This conversation is packed with practical insights for distribution leaders looking to scale sustainably. If you’re trying to reignite growth, build real accountability, or figure out what’s getting in your team’s way — this episode is for you.

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