In the Mind of a Distributor

In this episode, Benj sits down with Brian Walker, Chief Product Officer at Grainger, to unpack how one of the largest distributors in the world approaches merchandising at scale.

With over 2 million SKUs in their core business and an endless assortment model through Zoro, Grainger’s merchandising strategy is anything but simple. Brian explains how they decide which products to carry, how they use customer context to guide those decisions, and what it takes to make the right products easy to find— both for customers and for sales reps. They also talk through the role of brand and how Grainger uses AI to stay ahead.

If you’re thinking about how to sharpen your merchandising strategy, make your product catalog easier to navigate, or turn product data into a real competitive advantage, this episode is for you.

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In this episode, Benj talks with Larry Stoddard, a distribution industry veteran who's led companies through massive growth phases at Ferguson, Bradco, and RelaDyne. 

Larry pulls back the curtain on what private equity partnerships actually look like in distribution: from why PE firms are drawn to distributors, to the real operational challenges of integrating multiple company cultures. 

He also debunks the biggest myth about private equity (spoiler: they don't come in swinging axes), explains the "house flipper" mentality that drives PE strategy, and shares how a compressed 5-year timeline creates both breakthrough moments and sleepless nights. 

Whether you're a family business considering your exit options or an executive navigating PE ownership, Larry offers some important truths about what really happens when financial partners get involved.

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In this episode, Benj talks with Matt Cohen, President of Replenex, about joining his family business and leading a shift towards a model built around offerings that truly matter to customers and the business. In the first half, Matt shares what it took to align the team around value-added services.

The second half gets tactical, covering:

• what most distributors get wrong about value-added services
• why customers often underestimate the real cost of these offerings
• the changing economics and pricing of services

Matt also shares the highest-leverage (and most expensive) service Replenex provides — and why it pays off.

Whether you’re rethinking your value-added offerings or looking for ways to turn them into a stronger growth driver, Matt offers a clear, practical playbook.

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In this episode, Benj talks with Jeff McLendon, CEO and President of Specialty Building Products, about how he scaled the company from $500 million to $4 billion by pairing intentional acquisitions with disciplined organic growth. He unpacks how the two strategies fuel each other and why the operations and people side of acquisitions are just as critical as the financials. 

Sharing several examples, Jeff breaks down what makes a good acquisition — not just on paper, but in practice. He shares his advice for evaluating potential targets and tips for where to find the best deals. 

The conversation also dives into the technical and operational side of acquisitions, including the best practices SBP uses to ensure smooth integrations—and how they’ve become an acquirer of choice in the market.

Whether you’re already pursuing M&A or just thinking about how to grow faster and smarter, Jeff offers a clear, candid playbook. 

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In this episode, Joyce Lansdale—Vallen's VP of Enterprise Business Development and Chairman of the Industrial Supply Association Board—shares her deep insights on selling to enterprise customers. 

With over 30 years in distribution, she explains exactly what these big clients are looking for, which internal and customer teams have to collaborate in order to have a successful partnership, and the impressive logistics behind delivering unpredictable spot buys (like sourcing a firetruck). 

From dissecting total cost of ownership to outlining the traits of a standout enterprise salesperson, this conversation is a masterclass in navigating the enterprise sales cycle whether you’re a seasoned sales professional or just starting out. 

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In this episode, Benj talks with Chuck Cohen, Managing Director of Benco Dental, about what it really takes to build and sustain a growing distribution business over the long haul.

Chuck shares the story of growing Benco from $85 million to over $1 billion in revenue. Along the way, he reflects on the decisions that made that growth possible: from how the company thinks about long-term investments, to evolving the company’s sales structure and embracing new technology and service offerings.

The conversation also dives into how the role of distributors is shifting, and what it means to keep adapting while staying focused on what customers truly need.

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