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.
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 this episode, Benj talks with Jeff McLendon, CEO and President of Specialty Building Products, about how he scaled the company from $500 million to $4 billion by pairing intentional acquisitions with disciplined organic growth. He unpacks how the two strategies fuel each other and why the operations and people side of acquisitions are just as critical as the financials.
Sharing several examples, Jeff breaks down what makes a good acquisition — not just on paper, but in practice. He shares his advice for evaluating potential targets and tips for where to find the best deals.
The conversation also dives into the technical and operational side of acquisitions, including the best practices SBP uses to ensure smooth integrations—and how they’ve become an acquirer of choice in the market.
Whether you’re already pursuing M&A or just thinking about how to grow faster and smarter, Jeff offers a clear, candid playbook.