IN THIS ISSUE September/October 2021 | Vol. 110 Num. 5 12 The Big 50 ID ’s annual ranking of the top 50 industrial distributors by revenue. Editorial Staff Anna Wells ............................................................. anna@ien.com Mike Hockett .................................................. mhockett@ien.com Business Staff Thomas Lynch, President .......................................... tom@ien.com Chuck Marin , National Sales Manager ................. chuck@ien.com Bill Koenen , National Sales Manager ......................... bill@ien.com Mike Riege , National Sales Manager ....................... mike@ien.com Kevin Hynes , National Sales Manager .................... kevin@ien.com Eric Sorensen , Director of Multimedia ...................... eric@ien.com Holly Hoffer , Audience Development Manager ......... holly@ien.com Heidi Lynch , Director of Contracts........................... heidi@ien.com Jenna Hulbert , Production Manager ...................... jenna@ien.com Alex Shanahan , Video Production.............................. alex@ien.com Richard Reiff , Partner ............................................... rich@ien.com Bobbi Burow , Creative Services ............... bobbi.burow@gmail.com Contacts & Sales Territories 8 ID In-Depth Berkshire eSupply rolls full-steam ahead with BESN as its premier offering. 38 Guest Column Tips from tool leader Williams on how to sell torque. Tom Lynch , President E: tom@ien.com; P: 608-628-8718 Territory: IN, KY, MI, OH Chuck Marin , National Sales Manager E: chuck@ien.com; P: 973-800-6191 Territory: CT, DE, GA, MA, MD, ME, NC, NH, NJ, NY, PA, RI, SC, TN, VA, VT, WV Bill Koenen , National Sales Manager E: bill@ien.com; P: 608-733-7447 Territory: AR, CO, FL, IA, IL, KS, LA, MN, MO, MS, MT, OK, ND, NE, TX, SD, WI, WY Mike Riege , National Sales Manager E: mike@ien.com; P: 608-698-3348 Territory: AZ, CA, ID, NM, NV, OR, UT, WA Kevin Hynes , National Sales Manager E: kevin@ien.com; P: 262-790-8977 Territory: IA, IN, MI, MN, WI List Rentals 32 Legal Watch The do’s and don’ts of C-suite compensation strategy. 40 A Closer Look Jack Keough explores changes in non-compete agreements. 34 Sales Pitch The realities of selling during peak demand. 36 Tech Talk 4 ways online training can shorten the sales cycle. Departments 5 First on ID : Notes from the editor 6 ID Today 11 On the Web 42 What’s Trending Brian Clotworthy , The Information Re nery E: brian@infore nery.com; P: 800-529-9020 Advertisers 1sourcevend ...............................19, 25 Af liated Distributors ..................15, 43 Aignep ..............................................17 Ballistix .............................................27 Berkshire/PTC Tools ..........................44 BlueVolt ............................................11 Eagle Superabrasives ........................42 Epicor ...............................................13 FleetPride Inc....................................35 Kuriyama ..........................................41 Lift-All Co Inc ....................................29 Lumax Lubrication ............................23 Main Manufacturing ..........................23 ORS Nasco .......................................39 Pro-Line ............................................35 Rust-Oleum ......................................... 2 Seal-Fast Inc ....................................... 7 SellSide Group ..................................28 Shear-Loc .........................................42 Spectronics Corp ........................21, 37 ThomasNet ......................................... 3 Uline .................................................28 Zilliant ................................................ 9 **To unsubscribe, please email IDM@Omeda.com. Subscription-related customer service inquiries can also be addressed by calling 847-763-9549. Industrial Distribution® (Online): ISSN 0019-8153 Industrial Distribution® (Print): ISSN 0019-8153 Industrial Distribution® is published six times per year by Industrial Media, LLC, corporate and editorial of ce: 199 E. Badger Rd., Suite 100, Madison, WI 53713. Industrial Distribution® (ISSN 0019-8153) reports on news and operations for industrial distribution companies. Subscriptions are offered at no charge when requested by quali ed readers in USA and its possessions. Subscription rate to others in USA is $45/year, in Canada, $65/year; all other countries $145/year. Single copies within USA, $5.00. Standard postage, #984, paid at Lebanon Junction, KY and additional mailing of ces. Postmaster: Please send address changes to Industrial Distribution® , 199 E. Badger Rd., Suite 100, Madison, WI 53713. Industrial Distribution® respects your privacy. To see our full Privacy Policy, please go to www.inddist.com/page/privacy-policy. ©2021 Printed in USA Industrial Media, LLC 4 INDUSTRIAL DISTRIBUTION | September/October 2021 www.inddist.com
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