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With 2024 shaping up to be another big year in distribution M&A, we spoke with several investment banks on the state of industry dealmaking, what’s driving it, best practices and the outlook for 2025.
Unexpected results from the distributor’s pilot phase of a web pricing realignment rollout may serve as a cautionary tale for others to avoid emulating.
The U.S. wholesale distribution’s sector’s overall revenue outlook for 2024 moved more aligned with its historical growth average, with an even better 2025 to follow.
In pursuing better cash flow, the challenge is identifying the sales that are canceling profits already made, and that’s where analytics comes in.
Learn to root out these six cognitive biases within your distribution business to better incorporate analytics and data-driven decision-making.
Examine the potential rooftop solar has for distributors’ ROI, and review a case study of a small distributor getting results from recent installations.
All but two of the 19 wholesale distribution sectors we track moved more pessimistic month-to-month in our May forecast for 2024 revenue growth, which moved into lower single digits.
Mike Hockett analyzes Sonepar’s 26-year North American expansion that has led to over $15 billion in 2023 sales, with most of that in the U.S.
Distributors are dealing with more potential business risks today than ever before. We polled hundreds of them to determine what the biggest risks are, and dissected plenty of interesting commentary.
We gathered polling data and commentary from hundreds of respondents to find out. Find our analysis on the results here.
We analyze the qualitative results of our 1Q24 Baird-MDM Distribution Survey question that asked distributors about current or expected impacts from geopolitical issues.
A key question in the latest Baird-MDM Distribution Survey addressed whether there is a real trend in suppliers changing minimum purchasing requirements, and who it’s impacting most.
We update on where Ferguson is at in its MDC rollout plan that will place smaller distribution centers closer to pro customers in major metro areas.
The U.S. Census Bureau’s annual March revisions to wholesale trade revenues considerably lifted its largest sector – oil & gas – which likewise raised the latest MDM forecast modeling.
We share insights from distributors on how they’ve been affected by the tragic March 26 collapse of the Francis Scott Key Bridge over the Port of Baltimore, and examine its broader logistics impacts.
It’s time to think differently. Guest author Dirk Beveridge wants distributors to join his mission to improve the lives of 51% of the distribution workforce by 2051.
Mike Hockett analyzes different angles of this $18.25 billion megadeal in building materials distribution and the questions it raises for the markets it touches.
The distributor’s major acquisition of Dominion Electric is just the latest piece in what has been a rapid 13-year expansion. Mike Hockett breaks down what Dominion adds to Border States and how it aligns with its growth history.
The massive supply chain expo and conference showcased the latest and greatest in warehouse tech, with much of it aimed at augmenting labor woes.
While oil & gas led the March downward revision for 2024, 10 of 19 total industry verticals likewise trended more pessimistic.
While adoption rates for both sides are relatively slow-going, this piece examines new data that shows the gap between them.
With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
Have you been wondering why the investment in your website is not resulting in a big increase in sales? If so, you’re not alone.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
Consumer behavior is playing a role in speeding economic recovery.
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.
How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.
Marketing and sales make a powerful team when working together.
Thirteen lessons from distributors who are finding the silver linings in COVID-19.
Digital transformation is no longer something to get to eventually. It’s an imperative for survival.
Wholesale distribution finds innovative ways to navigate the COVID-19 pandemic that are remodeling business operations.
Data analytics and strong digital presence contribute to Sonepar USA’s success.
Industrial marketing group AD continues to see reliable growth.
Distributor excels in difficult environment with streamlined technology and new 3D printing capabilities.
The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?
Managers who prioritize strengthening the emotional intelligence skills of their sales team, such as empathy, find customers feel more connected and are more likely to share pain points that lead to purchases.
In the past, distributors would often sacrifice margins to gain market share and drive the topline. However, such tactics negate a strategic pricing process, rendering it nearly nonexistent. Without process, your people must make pricing decisions in a vacuum. As hard as they might try to compensate for and cope with inefficiencies, and as effective as their efforts might be in the short-term, you can’t expect them to sustain healthy margins in the long run.
Customers continue to leverage digital and e-commerce tools to improve their buying processes. But for many distributors, their outside sales model isnt working as effectively as in the past to keep up with how customers want to buy. That growing gap is why a dedicated part of our research and coverage has been on the strategies, best practices and tactics for how to transform the sales process to reduce selling costs and increase efficiency and customer engagement. And its why the prize when it comes to increasing sales performance is on specific ways to become a more buyer-centric seller.
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Introducing any of these jobs product manager, chief digital officer, sales enablement manager, trusted adviser and director of inventory has the potential to make your company more open to change, better embrace the customer experience and streamline operations to meet evolving business demands.
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It’s one of the biggest challenges as Baby Boomers retire and young talent is prone to job-hop. Here, we analyze our latest research into what distributors told us about their efforts on this front.
Part 2 of this cyber threats series goes all-in on defense: The steps distributors can take to prep a security framework and an incident response plan.
The final part of this series explores commentary from a panel of executives on what they’d do differently with a career restart and advice for younger talent.
Some distributors treat purchasing and procurement roles as administrators tasked with buying what the company needs to function. But you can unlock profits by rethinking purchasing and treating your purchasing manager like a rock star.
Before companies can conquer cybersecurity, they need to know what risks exist. The first of this article series outlines the evolving landscape of cyber threats and what distributors should be aware of.
One year after plumbing distributor Hajoca took majority ownership of HVACR distributor GA Larson, we chat with the latter’s chairman on that relationship and the path forward.
Mike Hockett extracts commentary from a panel discussion between STAFDA distributors, manufacturers and rep agents on what they voiced as their biggest challenge: talent management.
The previous two years were strong for M&A activity in distribution, but 2023 was on a whole other level. We dive into 2023’s dealmaking figures here.
Mike Hockett provides a look where distribution cybersecurity is at year-end 2023, and why data breaches in this industry are more common than you may assume.
Mike Hockett extracts eCommerce commentary from a panel discussion between STAFDA distributors, manufacturers and rep agents.
The ransomware group that hit Henry Schein’s systems twice so far — affecting data for nearly 30,000 people — says it’s planning a third attack.
Amid a sea change in employer-to-employee power dynamics, distributors have had to be much more strategic with their hiring and retention practices. We gather key takeaways on this front from Alex Chausovsky.
As a primer for 2024, Mike Hockett condenses ITR Economics’ Alan Beaulieu’s latest industry keynote presentation into seven key points.
When Wesco merged with Anixter in 2020, it took on a margin improvement plan, which may help the company reach its 10% EBITDA margin target.
In the last of his three-part series, Randy MacLean says you’ll be surprised at what’s possible in using sales to gain at least some immunity from labor cost challenges.
Are you an early adopter? Are you falling behind the curve? Where do you stand among all the hype of generative AI in distribution?
In the second of his three-part series, Randy MacLean shows the manageable metrics that drive operational efficiency and guide labor assignments.
The 3Q23 Baird-MDM Survey revealed new quantitative data on industry-wide frontline hiring/retention, and plenty of interesting commentary.
In Part 1 of a three-part series, Randy MacLean uses government data to explain why labor has become scarce and expensive before outlining action to exploit the opportunity it actually presents.
Three executives share how they implement elements of a ‘good company culture’ in order to grow their business, attract new employees and keep existing employees invested.
With 2023’s final wholesale trade numbers accounted for, see how the sector fared compared to previous years, and our latest 2024-2025 revenue expecations by industry vertical.
Distributors won’t be able to pass along price increases in 2024 at nearly the rate of 2021-2023. So, the 4Q23 Baird-MDM Survey asked distributors how they see supplier pricing impacting gross margin.
Using charts from our 4Q23 Baird-MDM Survey conducted in the first half of January, we illustrate what this year’s sales growth expectations are for distributors across five key customer end markets.
Our latest forecast called for downward revisions, snapping a three-month streak of optimistic revenue trends.
Derived from COO Joe Limbaugh’s fireside session at MDM’s 2023 SHIFT Conference, we dive into Motion’s 5-year and ongoing organizational transformation.
Mike Hockett extracts commentary from a panel discussion between STAFDA distributors, manufacturers and rep agents.
The data gave more fuel to a “soft landing” consensus for economic conditions next year.
Overall, revenue outlooks for 2023 and 2024 improved for a second straight month. Mike Hockett dives into the U.S. Census Bureau’s latest wholesale trade data.
More than three-fourths of executives who responded to the 3Q 2023 Baird-MDM Industrial Survey said they expect either flat or modest growth in 2024.
Mike Hockett recounts his fireside chat with Barry Litwin at MDM’s SHIFT conference, where the CEO detailed how the company actioned its many recent initiatives.
Mike Hockett examines where wholesale inventory levels are at today, where they are headed and MDM’s latest data on just how big of an issue excess inventory may be entering 2024.
Mike Hockett examines the latest economic trending data as it pertains to wholesale distributors, including their revenue expectations through next year.
Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.
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