Do People Still Make or Break Your Distribution Business? Read Time 7 mins By Frank Hurtte Let's talk about people. Why? Because without people, distributors aren’t distributors. They’re empty buildings with aging inventory systems, a few forklifts, and a collection of office chairs that have seen better days. When I talk with individuals looking to acquire distribution businesses, private equity, industry veterans, or even outsiders, the conversation always circles back to three things: profitability, customer relationships, and the stability of the team. Remove the last two, and the valuation drops to nearly nothing. In truth, without people, you don’t have customer relationships at all. That’s why talking about people isn’t just important; it’s essential. Distribution has always been a people‑intensive business model. Yes, we have warehouses, inventory, credit departments, ERP systems, and fleets of vehicles. But people are the engine. For every dollar of gross margin generated...