Harvard offered the first master’s of business administration (MBA) in 1908. Since then, the degree is among the most widely pursued professional degrees across several industries. However, it also has its limitations. 

As John White, president of American Refrigeration Supplies (ARS), explains, “The MBA is an inch deep and a mile wide.” MBA programs are generalized, exposing students to a diverse range of business concepts — which is great for those who aren’t already in a specialized field — but it can fall short for professionals in industries such as distribution. 

That’s why, when White and rising ARS executive Jess Bauer explored further education to strengthen her long-term potential in the field, they chose a different route: the Master of Industrial Distribution (MID) from Texas A&M University in College Station, Texas. As opposed to the relative shallowness of an MBA, “the distribution degree was that deep vertical understanding of the industry,” White says. 

“I think an MBA would help me within this organization,” Bauer notes, “but the MID would set me apart in the industry.” 

Invested in targeted growth

White had known about the MID program for several years and recognized its value. However, the timing wasn’t right until now — for Bauer’s career trajectory and ARS’s evolution. 

“Our organization has gone through the life cycle of our business plan where we needed to systematically evaluate best practices, not only modernize antiquated practices,” White explains. “Having someone gain the latest and greatest technical training and knowledge around what’s out there in the distribution space and bring it into our journey is the perfect alignment of opportunity and return to the organization.” 

As part of career development at ARS, the management team considers educational investments on a case-by-case basis, based on each employee’s role and goals. 

“Engagement increases when employees see a clear path and feel a company is willing to invest in their growth,” he says. “Employee engagement ultimately results in better long-term profitability for the company.” 

White notes that this investment is a win-win: “Seeing the opportunity to invest in people like Jess in higher education is important because it makes her feel as if she’s being invested in and partnered with. However, it also allows her to apply her skill set, which brings value back to us. The more advanced education or advanced training any of our employees complete gives them the ability to be compensated better, but also to contribute in more meaningful ways to the actual outcomes they’re working on. It allows them to elevate their contributions to the ultimate customer experience.”

He adds that “making a specific investment for specific candidates for this specific program allows us to elevate our company and the employee at the same time, and what it conveys is that it’s a big commitment, but it’s a mutual one.”

White explains that MID students must balance the intensity of the training with production at work. While he acknowledges finding the perfect balance for MID students is challenging, making this commitment to Bauer’s professional development “is bringing dividends back to our organization.”

Real-world application, real-time impact

One of the standout features of the MID program is how quickly students can apply what they’re learning. Early in the program, Bauer shared a lesson on distributor profitability with ARS’s key leaders — a conversation that helped evaluate the company’s current processes against industry best practices.

“We studied best practices for the seven processes in optimizing distributor profitability,” Bauer says. “When I brought those insights to the team, it really opened our eyes to what we could be doing differently — and better.”

White sees the program as an educational opportunity and a strategic investment. “The MID brings in a level of professionalism and specialized knowledge that you simply can’t find elsewhere,” he says.

Knowledge building and connections

The MID program is 21 months with four 15-week semesters. MID students gain knowledge in all aspects of distribution. Each year, students must attend a four-day residency experience that’s instrumental in kicking off successful relationships with the professors and other students in each cohort. 

Dana Lurker, HVAC administration supervisor and marketing manager at Duncan Supply Co. and a current MID student, valued the “immediate connection of residency week.” The MID program’s residency experience connects peers from all backgrounds, allowing students to “get to know the different people and tap into their knowledge.” Lurker explains that everyone’s willingness to contribute and help each other out is a huge benefit of the program. 

Lurker was encouraged to apply to the program by her cousin, Christopher Hendricks, president and CEO of Duncan Supply and a 2016 MID graduate. After 14 years with the company, she decided it was the right time for her personally and professionally to commit to the MID program. She also received a HARDI scholarship. 

High-impact, practical learning

While the coursework is demanding, students find it highly applicable. 

“It’s intense in a good way,” Lurker notes. “You’re learning things that are very applicable to what you do daily.”

She also appreciates the exposure to other segments of the distribution world. Since most people in her cohort aren’t HVAC distributors, Lurker can see all the different aspects of the supply chain and industrial distribution she isn’t as familiar with. Through discussions and collaborations with her cohort, she has a broader view of different ways to approach the challenges her company faces. 

“It’s nice to take the coursework and gain insight into how various departments within my company operate,” she remarks. “It’s given me the knowledge to have more meaningful and intentional conversations with my manager, allowing us to combine his real-world experience with what I am learning to truly grasp the reasoning behind why we do what we do.”

Additionally, MID students participate in a global distribution project that provides a first-hand understanding of global industry challenges. 

MID coursework is co-taught by industry experts and culminates in a capstone presentation and graduation in College Station. In the capstone project, MID students work closely with faculty to deliver a high-value solution to a real challenge their sponsor company is experiencing, providing an impact that goes well beyond graduation. 

While you can always find a reason to put off advanced education, including busy schedules, imposter syndrome or budget constraints, Lurker encourages: “Don’t hesitate. Do it.” 

“It’s worth that investment,” White adds, “and it’s been paying dividends from day one.” 

Dr. Bharani Nagarathnam is the director of the Master of Industrial Distribution program at Texas A&M University and the co-founder of the Talent Development Council.