From the Proton team
Welcome to the latest edition of The Distributor’s Dispatch!
Keep reading to learn the growth strategies that took one distributor from $15M to $2B. We’re also breaking down the latest industry happenings and sharing an AI prompt you can use to make new hire training in 2026 a breeze.
In our ears
How to push your team without burning them out
How Gary Corless built a growth culture that took PSS World Medical from $15M to $2B
Recently our CEO Benj sat down with Gary Corless, former CEO of PSS World Medical (before he ran McKesson Medical as COO) about how to push a sales team without burning them out.
Gary took PSS from a scrappy $15 million startup (where they scavenged boxes from supermarkets to ship orders) to a $2 billion powerhouse. The key was creating what he calls a “growth culture” meaning everyone from delivery drivers to folks working in accounting felt bought in as owners of the business.
3 tips from Gary’s playbook for building a growth culture:
Make growth everyone’s job Tie each role (no matter how behind-the-scenes) back to revenue. If people understand how their work drives the business, they’ll act like owners.
Hire for grit, not experience PSS prioritized hungry, coachable grads over pricey industry vets. Gary’s favorite profiles? College athletes and people who worked their way through school.
Lead with mission, not metrics Before you share a goal, explain why it matters. Then lay out the plan, the behaviors, and finally, the number. Motivation follows meaning.
Want the rest of the playbook?
Listen to the full episode for more details on how Gary built high-performing teams, scaled without burnout, and approached tech adoption in a fast-growing sales org.
AI, captain!
An AI prompt to simplify new hire training
Need to train new reps but don’t have a playbook written down? This LLM prompt helps you build one from the ground up by having AI interview you about your process first. It’s perfect for capturing tribal knowledge and turning it into a repeatable, step-by-step guide.
Prompt to try:
“Act like a sales enablement expert at a wholesale distributor. Interview me to help build training documentation for new sales reps. Start by asking me detailed questions about how we handle [insert a specific process, like quoting, entering orders, or finding all of an account’s notes in the CRM]. Once you have enough info, turn it into a training checklist with steps, common mistakes, and best practices.”
Why it works:
You don’t have to sit down with a blank page and try to remember everything. AI helps pull it out of your head, step by step. Then it organizes your answers into something a new hire can actually follow on their own.
Start with one core process (like quoting or prepping for a sales call) and build from there. You’ll have the foundation of a training program in under an hour.
Things SKU should know
M&A momentum continues
The consolidation train isn’t slowing down. Worthington Steel’s $2.4B acquisition of Kloeckner Metals creates a $9.5B revenue powerhouse, while smaller players like Dissan Group continue their aggressive expansion (their sixth acquisition since early 2024). Even specialty players are joining in: US LBM grabbed XO Windows to strengthen their Southwest presence.
Changing of the guard
We’ve seen some notable distribution leaders make big moves as of late. DuPont added Grainger’s CEO to its board, signaling closer ties between manufacturers and distributors. Meanwhile, Continental Battery Systems tapped FleetPride’s former president and RS Group brought in a Beacon veteran to lead their Americas operations.
Policy battles heat up
Distribution’s lobbying efforts are in full swing. NAW filed briefs warning against expanded broker liability and Oregon’s packaging regulations, while simultaneously applauding Trump’s support for credit card fee reform. Add in the reality that tariffs are now structural costs, not temporary disruptions, and distributors have plenty to track in Washington.
Market reality check
The numbers tell a mixed story. Construction spending rebounded unexpectedly in October, while Fastenal called out “sluggish” market conditions in their Q4 earnings call. The good news? MDM’s January forecast suggests 2025 will finish as a solid growth year for the industry.
Link(ed) in bio
How to get your team to adopt new tools in 2026
Burned by past tech rollouts? Read this before you buy anything in 2026.
If you’ve got battle scars from tools your team never adopted, you’re not alone. But don’t believe the common misconception that sales reps hate tech. They just hate clunky tools that add work and give nothing back.
In the post linked above, Benj Cohen makes the case for why adoption issues usually come down to product fit over poor training. Before you invest in new software this year, it’s worth a scroll.
New on the shelf
Orders, organized
If your sales team is flipping between systems (or spreadsheets) to track orders, there’s good news: Proton just launched a new Orders page. Think of it as mission control for every order your team is working on.
Sales reps get a clean, sortable view of all their orders in one place. Managers can “view as” any rep to stay ahead of issues. And with quick filters, it’s easier than ever to flag backorders and suggest subs before customers even ask.
Curious how this could work for your team? Request a demo
Stay in touch
Just because our newsletter is monthly, doesn’t mean the insights have to be! Connect with Benj on LinkedIn to hear his latest musings and best practices weekly.
Got thoughts on this issue? Share ’em! Let me know what you liked, what felt off, or what you’d like to see more of. Seriously, I read every reply.
Until next time
Katie WhiteContent Marketing Manager, Proton.ai
