In the Mind of a Distributor
No one teaches you how to run a distribution business. There’s no playbook for navigating shifting markets, growing sales, or making the right bets on technology. The best distributors figure it out by talking to the right people and learning from experience.
That’s what In the Mind of a Distributor is all about. Each month, Benj Cohen—founder of Proton, the CRM built for distributors—sits down with industry leaders, from owners to operators to sales pros, to break down what’s working, what’s not, and where the industry is headed.
If all goes well, listeners will leave each episode a little sharper, a little more informed, and a step ahead of the competition.
In the Mind of a Distributor
Building a Billion Dollar Distribution Business | Chuck Cohen
In this episode, Benj talks with Chuck Cohen, Managing Director of Benco Dental, about what it really takes to build and sustain a growing distribution business over the long haul.
Chuck shares the story of growing Benco from $85 million to over $1 billion in revenue. Along the way, he reflects on the decisions that made that growth possible: from how the company thinks about long-term investments, to evolving the company’s sales structure and embracing new technology and service offerings.
The conversation also dives into how the role of distributors is shifting, and what it means to keep adapting while staying focused on what customers truly need.