Field Sales Is Far From Dead - It's Evolving

Canals Co-Founder and CEO Michael Delgado joins the MDM Amplify podcast to discuss how AI can tackle the manual work behind distributor transactions, where human judgment remains essential and how companies can turn recovered time into greater sales capacity.

Distribution veteran and former MDM analytics leader John Gunderson joins the MDM Podcast to unpack our latest Grainger Case Study, exploring the MRO giant’s High-Touch model, assortment strategy, private label, digital commerce and what other distributors can learn from its sustained market outperformance.

Moblico Founder and CEO Pierre Barbeau joins the MDM Amplify Podcast to discuss why distributors need a unified messaging strategy, how fragmented communication channels create friction for employees and customers, and where AI can help streamline conversations and improve responsiveness.

Engineered assembly components distributor Supply Technologies, a subsidiary of ParkOhio, is making the largest investment in its history. What does it take to launch a implement a new ERP system and open a $20 million distribution center at the same time? Supply Technologies President Brian Norris — who became president in 2021 after a long career at Grainger — joins MDM Senior Editor Vesna Brajkovic to explain how the company is tackling both while preparing for the future of industrial distribution.

Epicor CMO and SVP of Product Kerrie Jordan joins the MDM Amplify Podcast to discuss ERP’s shift from a system of record to a system of outcomes, the company’s latest agentic AI announcements and what distributors should prioritize as business software enters its next chapter.

Map My Customers’ JT Rimbey joins the podcast to discuss the evolving role of field sales in distribution — exploring territory management, account segmentation, CRM adoption and why relationship-driven outside sales remains a critical competitive advantage despite growing digital buying trends and advances in AI-powered sales technology.

AI is reshaping B2B commerce faster than most distributors are prepared for. Tom McFadyen of McFadyen Digital joins the MDM Ampify Podcast to break down why AEO & GEO are suddenly critical web search components, AI use cases and the rise of agentic commerce — and what it all means for distributors right now.

Pricing has taken center stage in distribution. Zilliant’s Jim Vaughn joins the MDM Amplify Podcast to discuss how AI, volatility and smarter segmentation are reshaping pricing strategy — and why understanding customer value is more critical than ever.

Max Meister, Co-CEO of Germany-based power transmission distributor Ludwig Meister, joins the MDM Podcast to break down why innovation is less about adopting new tools and more about execution discipline. He explains the risks of rushing into AI without strong data, the importance of sequencing transformation efforts, and previews his upcoming SHIFT conference session. Ludwig Meister was the subject of MDM's latest Case Study report published in April.

Many distribution companies assume they're not interesting enough for social media. Kevin Keigley, Marketing Manager at IPS Packaging and Automation, disagrees. In this episode of the MDM Podcast, Keigley shares how he built a brand presence for a 50-year-old packaging distributor and emphasizes the power of storytelling in connecting with customers and attracting talent.Takeaways:Authentic storytelling builds brand trust and attracts top talent.Brand storytelling is more urgent than ever, especially in the age of AI and digital marketing.Kevin Keigley will be presenting "The Power of Storytelling" at NAW's SHIFT Conference in Denver on May 13. Register here: https://www.naw.org/events/shift-2026/