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 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 services
- why customers often underestimate the real cost of these offerings
- the changing economics and pricing of services
Matt also shares the highest-leverage (and most expensive) service Replenex provides — and why it pays off.
Whether you’re rethinking your value-added offerings or looking for ways to turn them into a stronger growth driver, Matt offers a clear, practical playbook.