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B2B Strategies for Unlocking Growth and Innovation in the $200-$300 Billion MROP Market
Austin, Texas—The latest episode of DCKAP’s Driven podcast features a compelling discussion with Brendan Breen, CEO of the Industrial Supply Association (ISA), hosted by Karthik Chidambaram. In addition to the legacy and innovations of ISA, the conversation also delves into the challenges and opportunities within distribution, particularly the Maintenance, Repair, Operations, and Production (MROP) market. Breen, leveraging his extensive experience, sheds light on strategic frameworks, differentiation tactics, and the accelerating digital transformation reshaping the industry.
- Maintenance, Repair, Operations, and Production (MROP) is big business: “The size of the MROP US market is between $200 and $300 billion. That puts us in line with heavy manufacturing, like aerospace, automotive, and even construction. We provide all of the metal work, safety equipment, safety apparel, and PPE,” explains Breen.
- Distributors can differentiate by providing value beyond logistics and price: The market is still ripe with opportunities for distributors to provide additional services like repair, training, and development opportunities.
- Channel 2.0, a collaborative strategy: Channel 2.0 is a holistic approach to solving customer problems that involves looking at the channel as a whole and fosters unity at every level. Every channel member—manufacturers, manufacturer’s representatives, and distributors—contributes to improve the process, emphasizing partnership over competition to drive value and innovation.
- Digital transformation is accelerating among distributors and manufacturers. Breen emphasizes the need for distributors to embrace technology and e-commerce to stay relevant. “E-commerce is top of mind for everyone,” explains Breen. “Because many solutions have become easier and faster to implement, they’ve become more palatable.”
The conversation also provides a unique glimpse into ISA’s mission and Breen’s leadership journey. His reflections on the value of mission-driven work and the importance of balancing professional and personal life resonate with professionals at all levels, offering inspiration and guidance for navigating the complexities of today’s business environment.
More Information
For more details, visit the Driven By DCKAP Podcast portal or tune in on YouTube or Spotify.
For information about ERP integration, product information management, and more, check out the DCKAP Distributor Blog.
Additional resources: ERP System Integration | ERP – E-commerce Integration Guide
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About the Driven Podcast
The DCKAP Driven Podcast is an audio and video show that explores leaders’ stories, digital journeys, and insights on trends in B2B and distribution. The podcast is hosted by Karthik Chidambaram, founder and CEO of DCKAP, who grew the company from two employees to a global team with more than 200 employees. DCKAP was recently awarded “Best Support,” “Momentum Leader” and “Easiest to Do Business With” by G2.com, the world’s largest and most trusted tech software marketplace.
About DCKAP
DCKAP is a digital solutions leader that helps distributors simplify digital commerce. Its cutting-edge solutions simplify e-commerce, software integrations, and product information management, ensuring B2B businesses stay ahead in an increasingly digital world. Its flagship product is DCKAP Integrator, which distributors and manufacturers use to automate data between ERP, e-commerce and CRM systems. Founded in 2005, DCKAP is a global and distributed team headquartered in Austin, TX. Visit DCKAP at dckap.com or follow us on LinkedIn.
About the Industrial Supply Association
Founded in 1902, the Industrial Supply Association (ISA) is the channel association for the industrial MROP industry. As the only trade association that connects all partners within the industrial supply channel, ISA provides the networking opportunities, education, strategies, analytics, and tools for companies to stay relevant and competitive throughout industry change. Members are comprised of industrial manufacturer, distributor, and industrial manufacturer representative (IMR) companies around the world. Learn more at https://www.isapartners.org.
