Jun 16, 2026 | AI, Company Culture, Customer Centric, Distribution, Electronics Industry, Leadership, Management, Strategy
Episode 145 What Distribution Leaders Need Before They Automate Aaron Hein of Sager Electronics on flexibility, trust, and leading operational change without adding chaos Episode summary The short version: Automation can improve operations, but only when leaders...
Jun 15, 2026 | AI, Blog, Customer Centric, Electronics Industry, Manufacturer, Marketing Manufacturing, Strategy
The Line Card Is Not Enough. Rep Firms Need Proof. B2B buyers now spend only about 17% of their total purchase journey in direct contact with potential suppliers. That means most of the decision is already being shaped before a salesperson, rep firm, distributor, or...
Jun 2, 2026 | AI, Company Culture, Customer Centric, Distribution, Electronics Industry, Leadership, Management, Strategy
Episode 144 How Rep Firms Prove Value Beyond Sales Walter Tobin on the consulting mindset, technical value, and the next version of the manufacturers rep role Episode summary The manufacturers rep model has always depended on relationships, territory knowledge,...
May 29, 2026 | AI, Blog, Customer Centric, Distribution, Electronics Industry, Strategy
AI Gets You Close. The Last Mile Is Still Human 69% of B2B buyers turn to sales reps to validate AI-generated insights. That is the part of the AI conversation technical sales leaders should not miss. Buyers are using AI. Sellers are using AI. Research is faster,...
May 21, 2026 | Blog, Distribution, Management, Manufacturer, Strategy
Successor Readiness Is the Real Leadership Test 80% of organizations lack confidence in their leadership pipelines. Companies with a high-quality succession planning strategy are also 2.9 times more likely to achieve high internal promotion success rates. That is not...
