Most distributors aren't failing at AI because of the technology — they're failing because of the people. Rick Pozniak, Founder & CEO of Move78 Solutions, spent over 30 years inside distribution at Rexel, Westburne, and Gescan before launching a consulting firm dedicated to closing the gap between humans and artificial intelligence. In this episode, Rick breaks down why reskilling, rather than upskilling, is the real key to getting your team to actually use the tools you're investing in, and why honest self assessment is where that journey has to start. Rick walks through his Seven Levels of AI Competency framework, why mid-size distributors may actually have the advantage in the digital era, and why the biggest barrier to AI adoption isn't the technology — it's your people. If you're wondering where to start your AI journey, or why previous efforts haven't stuck, this conversation is your roadmap.

Before most distributors had even heard the word ecommerce, Paul Gatens was already building it. Now, as Vice President of Global Sales at ECI Software Solutions — Paul brings a rare, ground-level perspective on why electrical, plumbing, and HVAC distributors are still having the same conversations about ecommerce adoption that the office products industry was having 20 years ago. In this episode, he gets honest about what's holding distributors back, what's actually working for the ones who are growing, and why the gap between where distributors are and where they need to be is closing faster than most realize.From the critical role of ERP integration in any successful ecommerce business strategy, to the very real ways AI is helping distributors act on their data, Paul makes the case that the online business opportunity in front of distributors right now is massive, as long as they're willing to move. If you're a distributor trying to figure out where to start in B2B ecommerce, what to prioritize, or how to get your team bought in, this conversation is for you.

What does the future of electrical distribution look like — and how can distributors of every size prepare? In this episode, Karthik Chidambaram sits down with Paul Kennedy, President & CEO of DSG and current Board Chair of NAED. They dig into the data center boom driving demand through 2045, why speed of delivery is now more critical than price, and how artificial intelligence is reshaping everything from daily operations to workforce development.

Paul also shares how NAED is equipping distributors — large and small — to compete with the AI impact in a rapidly changing landscape, from leveraging AI Automation and product training programs to championing women in the industry and developing the next generation of distribution talent. This conversation is packed with insights you won't want to miss.

How does a 103-year-old packaging distributor double its revenue to $1 billion in just four years? In this episode of Driven by DCKAP, Rob Onorato, CEO of Shorr Packaging, reveals the strategic decisions and leadership philosophy that transformed the company from a $450 million regional player into a billion-dollar national distributor. Rob shares the secret behind his first-year strategy with the company: asking questions and listening to customers, reps, and employees. After taking on the role of CEO, he navigated a cyber attack within days, followed by a multi-million dollar failed experiment—proving why "think big, start small, move fast" isn't just a mantra, but a proven framework for scaling distribution businesses.

Rob shares unique insights on building high-performance teams by recruiting top distribution talent from outside the packaging industry, creating an ESOP culture that drives employee ownership and accountability, and why their "feet on the street" approach prioritizes customer relationships over transactional sales. Tune in to a conversation that offers practical lessons on scaling businesses, building high-performance teams, navigating crises, and turning expensive mistakes into sustainable growth strategies.

Discover how Grainger, one of the world's largest industrial distributors, built competitive advantage with data infrastructure. In this episode of Driven by DCKAP, Brian Walker, Chief Product Officer, reveals how Grainger transformed from 50% branch-based operations to over 90% digital business through strategic investments in custom software, data modeling, and AI implementation. Learn about their approach to the build vs. buy decision, how they're leveraging artificial intelligence and data analysis across operations, and why "the thing we make is data" became central to their distribution strategy.

Brian shares insights on creating information advantage in distribution, lessons from investing too early in computer vision technology, building a learning organization, and the future of self-service in industrial procurement. Whether you're a distribution leader navigating digital transformation, a product manager evaluating technology investments, or a B2B professional interested in AI applications, this conversation on business intelligence, analytics, data management, and more, offers practical frameworks for competing in the age of AI.

As 2025 comes to a close, join our host Karthik Chidambaram for a special year-end reflection on the Driven by DCKAP podcast.In this episode, Karthik looks back at the incredible conversations we've had this year—the insights shared by our guests, the lessons learned along the way, and some of the moments that made this season truly memorable.A Milestone to Celebrate - We're thrilled to have crossed 2,000 subscribers! This achievement is a testament to the power of our community and the value you find in these conversations. To every viewer and listener who has engaged with our content—thank you. Your support drives us forward.Looking Ahead to 2026 - The new season is already taking shape, and we can't wait to share what's in store. Expect more thought-provoking conversations, industry insights, and stories from leaders who are shaping the future of distribution and B2B commerce.From our team to yours—Merry Christmas and Happy New Year!

What's the difference between a public servant and a politician? Former Border States CEO and North Dakota Lieutenant Governor Tammy Miller doesn't hold back in this raw conversation about leadership, loss, and what really matters. From running a major electrical distribution company for nearly 30 years to losing a governor's race while her sister battled cancer, Tammy shares the unglamorous truth about transitioning from the boardroom to politics. She's now channeling her energy into semiconductor manufacturing with SkyWater Technologies, raising $75 million for a military museum, and championing AI to eliminate what she calls "mind numbing, soul sucking jobs." Plus, why she believes being "fit for duty" isn't just about exercise—it's about showing up for the work that matters.

From working on a dairy farm at age 10 to leading a major distribution company, Paul Kennedy's path to the C-suite is anything but typical. In this episode of the Driven by DCKAP podcast, Paul shares how he went from Navy intelligence analyst to plumber to President & CEO of DSG—all without a college degree. His secret? Curiosity, surrounding himself with people smarter than him, and being discovered by mentors who saw potential he didn't see in himself.

Paul opens up about transforming DSG's growth from reactive to strategic, his unique approach to spotting talent (hint: it may have something to do with how fast someone walks), and why meeting people where they are is essential to great leadership. He also touches on DSG’s approach to cultivating new talent in the industry, by offering scholarships for aspiring tradespeople and supporting Moorhead Career Academy's distribution and transportation track, giving high schoolers real exposure to careers they might never have considered.

Whether you're leading a team, building a business, or navigating your own unconventional career path, Paul's insights on intentional growth, delegation, and letting go of what no longer serves you will challenge how you think about success.