In a world of fast shipping, online marketplaces, and shifting customer expectations, does the traditional distribution model still deliver? Host Greg Weichman sits down with Josh Julius, Yaskawa’s Industrial Channel Manager, to explore why the channel partner model remains a strategic cornerstone and what makes this model so powerful in the industrial automation space. With over a decade of experience at Yaskawa, Josh shares real-world examples, challenges, and behind-the-scenes insights into what makes a great channel partner, how Yaskawa supports its network, and the growing risks of the gray market. They discuss the importance of local inventory, industry expertise, solution selling, and trust—showing how distribution partners act as force multipliers in delivering value to customers. Whether you’re a distributor, an end user, or just curious about how the industrial supply chain really works, this episode breaks it all down. 03:17 Understanding the Distribution Partner Model07:21 Real-World Examples of Distribution Value09:05 Challenges in Supporting Distribution Partners15:43 The Gray Market and Its Implications18:39 Qualities of Strong Distribution Partners23:25 Yaskawa's Support for Channel Partners25:51 Future of Distribution and Final Thoughts Have a topic you want us to cover? Email marcom@yaskawa.com and let us know!