# Fixing the Manufacturer-Distributor Relationship w/ Tom Paul

- Show: [The Manufacturing Executive](https://hardwarepodcasts.com/podcast/the-manufacturing-executive)
- Published: 2021-08-31
- Length: 31m
- Episode: 64
- Page: https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul
- Listen: https://www.spreaker.com/show/the-manufacturing-executive#episode-c1073834-22ab-4458-aa58-3c3f88560927

## Summary

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.

## Chapters

- [0:56](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul#t=56) Introduction: Tom Paul and BAM!
- [4:28](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul#t=268) The Broken Manufacturer-Distributor Relationship
- [6:36](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul#t=396) Distance, Friction, and the Caterpillar Model
- [14:50](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul#t=890) Three Pillars of Trust and Enablement
- [17:09](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul#t=1029) BAM! Mobile Sales Tool and Market Shifts
- [21:08](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-08-31-fixing-the-manufacturer-distributor-relationship-w-tom-paul#t=1268) Choosing Scalpel Solutions Over 'One Ring' Systems

## Topics

- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [AI & machine learning](https://hardwarepodcasts.com/topic/ai-and-machine-learning)

## Most relevant to

companies scaling up

## Mentioned

- BAM! (product)
- Pop Art Inc (company)
- Caterpillar (company)
- Freightliner (company)
- Gorilla 76 (company)
- Harvard Business Review (other)

## Related episodes from other shows

- [54 - George Dempsey, CEO of Dempsey International and Raptor Packaging](https://hardwarepodcasts.com/podcast/people-of-packaging/2021-03-22-54-george-dempsey-ceo-of-dempsey-international-and-raptor-packaging) (People of Packaging)
- [187: eCommerce Strategies for Manufacturers and Distributors with Znode's Tom Flierl](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2024-05-28-187-ecommerce-strategies-for-manufacturers-and-distributors-with-znodes-tom-flie) (Manufacturing Happy Hour)
- [Selling Your Company and Creating the ‘Netflix of Manufacturing’ with Darrin Mitchell](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-01-11-selling-your-company-and-creating-the-netflix-of-manufacturing-with-darrin-mitch) (Manufacturing Happy Hour)
- [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](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2025-10-07-256-timeless-industrial-marketing-strategies-and-new-ways-manufacturers-can-reac) (Manufacturing Happy Hour)
- [163: The Evolving Role of Industrial Distribution in a Manufacturing Ecosystem with E&H Electric Supply's Nate Bucklew](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2023-12-12-163-the-evolving-role-of-industrial-distribution-in-a-manufacturing-ecosystem-wi) (Manufacturing Happy Hour)

## Citing this page

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