Imagine you’re sitting across the table from a prospect when you’re asked, What makes your company different? The prospect sitting in front of you has a lot of options. There are several other companies out there that can sell them essentially the same products and the same services that you offer. What would you say? [...]

How do distributors and other businesses drive extraordinary results? In today s disruptive environment it is more important than ever to unleash the potential of your organization and the individual team members you rely on for results. The counter intuitive reality of the world s most innovative companies however demonstrates that we must focus on creating the [...]

Do you believe that anything is possible? I certainly do. I’m convinced that distributors need to inject an “Anything is Possible” mindset into their business as a new mantra while inspiring a new spirit of innovation. In this first of a five part essay series, I’ll share why it’s so important that each and every distributor understand that [...]

Those that have been in one of my keynote presentations know that I believe we as leaders have been called at this special moment in time in this age of disruption to lead our organizations into an unknown future. But how do we do that. This is at the core of today s conversation with Kathy [...]

I think it s fair to say that we all want to control our own destiny. Leaders do not want somebody else to dictate their future. We don t want the future thrust upon us. Yet at the same time there are many forces outside of our control that have the potential to impact our businesses long [...]

In this third of five episodes with Kathy Mazzarella he chairman, president and CEO of $6 billion Graybar, a Fortune 500 distributor of high-quality components, equipment and materials for a number of industries we explore the third component of The Innovative Distributor – Value Propositions. The foundation of value proposition innovation is about looking at [...]

Kathy Mazzarella is the chairman, president and CEO of Graybar, a Fortune 500 company that specializes in supply chain management services and is a leading North American distributor of high-quality components, equipment and materials for a number of industries. With $6 billion in revenue (2014), Graybar employs thousands of men and women at more than [...]

Kathy Mazzarella is the chairman, president and CEO of Graybar, a Fortune 500 company that specializes in supply chain management services and is a leading North American distributor of high-quality components, equipment and materials for a number of industries. With $6 billion in revenue (2014), Graybar employs thousands of men and women at more than [...]

Today we are going to look at the fifth component part of The Innovative Distributor model, transformative leadership with Chuck Salewsky and Dave Anttila, partners with ibeauthentic. In this conversation we are going to hear their views on why and how we must move our leadership structure from the one person at the top controlling [...]

Today we are going to look at the fourth component part of The Innovative Distributor model, business model innovation with Chuck Salewsky and Dave Anttila, partners with ibeauthentic. We begin by getting their input as to why they believe 85% of distributors are thinking that they need to rethink their business model before somebody else [...]