In this episode of In the Mind of a Distributor, Benj sits down with Gary Corless, former CEO of PSS World Medical (now McKesson Medical-Surgical), to unpack how the company scaled from a $15M startup pulling orders in shopping carts to a $2B industry leader. The key to that growth was a rich company-wide culture where everyone (not just sales) owned the number. Gary walks through how PSS built a true growth culture that aligned teams from the warehouse to the C-suite, turning everyday roles ...
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In this episode of In the Mind of a Distributor, Benj sits down with Gary Corless, former CEO of PSS World Medical (now McKesson Medical-Surgical), to unpack how the company scaled from a $15M startup pulling orders in shopping carts to a $2B industry leader. The key to that growth was a rich company-wide culture where everyone (not just sales) owned the number. Gary walks through how PSS built a true growth culture that aligned teams from the warehouse to the C-suite, turning everyday roles ...
Building a value‑added services strategy that works | Matt Cohen
In the Mind of a Distributor
23 minutes
3 months ago
Building a value‑added services strategy that works | Matt Cohen
In this episode, Benj talks with Matt Cohen, President of Replenex, about joining his family business and leading a shift towards a model built around offerings that truly matter to customers and the business. In the first half, Matt shares what it took to align the team around value-added services. The second half gets tactical, covering: what most distributors get wrong about value-added serviceswhy customers often underestimate the real cost of these offeringsthe changing economics and p...
In the Mind of a Distributor
In this episode of In the Mind of a Distributor, Benj sits down with Gary Corless, former CEO of PSS World Medical (now McKesson Medical-Surgical), to unpack how the company scaled from a $15M startup pulling orders in shopping carts to a $2B industry leader. The key to that growth was a rich company-wide culture where everyone (not just sales) owned the number. Gary walks through how PSS built a true growth culture that aligned teams from the warehouse to the C-suite, turning everyday roles ...
