Fixing the Manufacturer-Distributor Relationship w/ Tom Paul

The Manufacturing Executive · 31 Aug 2021 · 31m · Episode 64

What this episode covers

Tom Paul, Founder & CEO of BAM! (developed by Pop Art Inc.), discusses the fractured relationship between manufacturers and their independent dealer/distributor networks. He argues that manufacturers must view distributors as strategic partners rather than middlemen, citing Caterpillar’s 1996 Harvard Business Review article as a model for building trust and intimacy. Paul explains how his company’s mobile-first sales enablement tool, BAM!, reduces friction by allowing instant content publishing and access for field reps, addressing the specific needs of heavy equipment and industrial manufacturing sectors.

Most relevant to

companies scaling up

Topics

Mentioned

Companies: Pop Art Inc, Caterpillar, Freightliner, Gorilla 76
Products: BAM!
Also: Harvard Business Review

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Fixing the Manufacturer-Distributor Relationship w/ Tom Paul

What this episode covers

Most relevant to

Topics

Mentioned

Related episodes from other shows

54 - George Dempsey, CEO of Dempsey International and Raptor Packaging

187: eCommerce Strategies for Manufacturers and Distributors with Znode's Tom Flierl

Selling Your Company and Creating the ‘Netflix of Manufacturing’ with Darrin Mitchell

256: Timeless Industrial Marketing Strategies and New Ways Manufacturers Can Reach Their Ideal Customer featuring Wendy Covey of TREW Marketing and Joe Sullivan of Gorilla 76

163: The Evolving Role of Industrial Distribution in a Manufacturing Ecosystem with E&H Electric Supply's Nate Bucklew