IN THIS ISSUE September/October 2023 | Vol. 112 Num. 5 Editorial Staff Anna Wells ............................................................. anna@ien.com Andy Szal ................................................................ andy@ien.com Business Staff The Big 50 10 ID In-Depth How con dence, humility guide GME Supply. 20 40 Tech Talk The competitive advantage of optimized pricing. Thomas Lynch, President .......................................... tom@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 Denise Hamm , Digital Ad Production Manager ...... denise@ien.com Jake Steidl , Marketing Manager ............................... jake@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 This year’s rankings of the largest industrial distributors by sales revenue. 14 Sales Pitch The motivation myth. 44 A Closer Look Distributors pay heavy price for succession planning failures. 16 Guest Column Glen Balzer on how partnership-building never ends. 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 Eric Wixom , National Sales Manager E: ericw@ien.com; P: 920-691-6587 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, IN, KY, MI, NM, NV, OH, OR, UT, WA Mike Peterson , Sales/Advertising Service Rep E: mikep@ien.com; P: 608-692-2304 Will Koenen , Sales Manager E: will@ien.com; P: 608-740-0190 List Rentals 18 Legal Watch The NLRB hits keep coming. 36 Guest Column Why you must foster the source of ESG data. 38 Guest Column Insourcing versus outsourcing distribution and ful lment. Departments 6 First on ID : Notes from the editor 7 On the Web 8 ID Today 42 M&A Report 43 Product Focus: Lubricants & Greases 46 What’s Trending Brian Clotworthy , The Information Re nery E: brian@infore nery.com; P: 800-529-9020 Advertisers AFC Industries ............................................... 43 Af liated Distributors .................................... 13 Aignep .................................................... 11, 17 Ballistix ........................................................... 2 Beta Tools ..................................................... 35 BigCommerce ......................................... 23, 33 Comparatio ................................................... 37 Dodge Industrial ............................................. 5 DPA ............................................................... 47 Dunlop Protective Footwear .......................... 41 Encon Safety Products .................................. 48 EPICOR ................................................... 21, 29 FleetPride ..................................................... 31 GM Industrial .................................................. 7 Lift-All Co ...................................................... 15 Lubriplate ....................................................... 3 Main Manufacturing ...................................... 31 Mayhew Steel Products ........................... 27, 45 Pro-Line Corp ................................................ 41 Pyramex Safety Products ............................... 39 Sellick Equipment ........................................... 9 Shear-loc Products ....................................... 43 Slideways ...................................................... 19 Uline ............................................................. 25 **To unsubscribe, please email IDM@Omeda.com. 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