2024 NAW Lifetime Award recipient shares how digital innovation is leveling the playing field in distribution
Austin, TX—Tom Gale, CEO of Modern Distribution Management (MDM), features in a recent episode of the Driven By DCKAP podcast. In his conversation with host Karthik Chidambaram, Founder & CEO of DCKAP, he talks about his career, observations about the distribution industry based on over 40 years of experience, and what the future might hold for it.
Key Highlights:
- Success in distribution is not always about size and resources. It is about having the right mindset.
- Technology disruptors have always made an impact on distribution. The advent of Amazon business has ensured distributors evaluate how their value-added services set them apart from the competition.
- Gale is optimistic about the future of distribution, especially as more businesses leverage technology and AI to make best use of their data and automate processes.
The Adaptability of The Distribution Industry
Gale talks about how diverse the distribution industry is, ranging from family owned businesses, to midsize and international chains, each offering their own value proposition. Citing examples throughout history including the Great Depression and the recent pandemic, Gale points out how resilient and adaptive distributors have always been. “…Some have seen wonderful results in terms of how they’ve really developed stronger customer relationships, stronger supplier relationships, and they’ve been able to create higher performing teams in market conditions over these last four years that have been challenging and, currently, sluggish.”
MDM’s Research & The Future Of Distribution
Gale shares insights into the past two decades of research done by MDM, especially regarding technology and how distribution companies can find the right fit for their needs and challenges. He also touches upon the considerations businesses have needed to make regarding their business models.
Talking about the future of the industry, Gale says, “I’m very bullish. I’m really bright on it.” He talks about the potential for technology like AI, but also emphasizes the role research and community play.
On MDM’s Acquisition By The NAW
Gale also talks about his association with the MDM, leading up to its recent acquisition by the National Association of Wholesaler-Distributors (NAW). Explaining why he chose NAW, he says, “It was to hand MDM off to the best future steward that was going to be able to best support, invest in it, and continue to grow it. And that’s why NAW is the best possible option for that.”
He also shares more about the potential the relationship can have for the distribution community, “Where I see the role of MDM, with NAW, with our joint missions now for the future, is through a combination of research and industry coverage, and networking, where we’re bringing together the best ideas and creating events and networks for people to exchange these ideas.”
More Information
- For more details, visit the Driven Podcast portal or tune in on YouTube or Spotify.
- For information about ERP integration, check out the DCKAP Distributor Blog.
- Subscribe to the Driven by DCKAP Podcast.
About DCKAP
DCKAP is a leader in digital solutions that help manufacturers’ and distributors’ systems to talk to each other. Its technology solutions simplify software integrations, e-commerce, and product information management for B2B companies. DCKAP’s flagship product, DCKAP Integrator, helps distributors and manufacturers to automate data between ERP, e-commerce, and CRM systems. Founded in 2005, DCKAP is a global and distributed team headquartered in Austin, TX. Visit DCKAP at dckap.com or follow on LinkedIn.
About MDM
Modern Distribution Management is the leading research, analytical and educational provider in wholesale distribution. Established in 1967, MDM offers powerful data-driven tools, thought-leadership, events, and competitive intelligence for wholesale distributors. In 2024, the company announced its acquisition by the National Association of Wholesaler-Distributors (NAW), one of America’s leading trade associations, representing the $8.2 trillion wholesale distribution industry. Visit mdm.com to learn more.
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