Sales cycles are getting longer. Win rates against 'no decision' are climbing. The instinct is to blame the buyer for going dark, but the real issue is that the industrial buyer journey has evolved past the channel's ability to support it. Craig Martin is President of C3 Team, a strategy and marketing agency that works with industrial manufacturers on growth, brand, and … [Read more...] about The Friction Gap: Why the Industrial Buyer Journey Has Stalled
Stanley Black Decker Earnings: Margins Up, But Volume Softness Raises Channel Questions
What Stanley Black Decker Earnings Tell Us About Channel Demand The latest Stanley Black Decker earnings tell a split story. Margins are improving, but the volume underneath is soft, and the gains are coming from pricing and cost structure rather than demand. For distributors and contractors who sell, stock, and rely on DeWalt, Craftsman, and Stanley products every day, … [Read more...] about Stanley Black Decker Earnings: Margins Up, But Volume Softness Raises Channel Questions
Eaton Q4 2025 Earnings: What Distributors Should Know
What Eaton Q4 2025 Earnings Signal for Industrial Distributors Eaton Q4 2025 earnings delivered record numbers, but the real story for the industrial channel sits underneath the headline. Data center demand is reshaping where Eaton invests, how it allocates capacity, and which segments get priority. For distributors and reps carrying Eaton products, the … [Read more...] about Eaton Q4 2025 Earnings: What Distributors Should Know
Why Your Industry 4.0 ROI Remains Elusive
The Execution Edge:Building an Industry 4.0 Model That Actually Delivers Craig Martin, C3 Team President The promise of Industry 4.0 ROI has been dangled in front of manufacturers and distributors for over a decade as the "Great Equalizer" for manufacturing and distribution. The promise was clear: invest in IoT, AI, and Big Data, and you will unlock unprecedented levels … [Read more...] about Why Your Industry 4.0 ROI Remains Elusive
MSC Industrial Revenue Growth Hits 4% as New CEO Takes the Helm
MSC Industrial revenue growth of 4% in Q1 2026 looks healthy on the surface, but the details underneath tell a more nuanced story. The distributor, one of the largest metalworking and MRO suppliers in North America, reported results on January 7 that beat earnings expectations while simultaneously raising questions about demand fundamentals. For industrial distributors and … [Read more...] about MSC Industrial Revenue Growth Hits 4% as New CEO Takes the Helm
Visual Workplace Doubles Revenue with Forward Solutions’ Multi-Channel Transformation
ALPHARETTA, Ga., Jan. 08, 2026 (GLOBE NEWSWIRE) -- Forward Solutions today released a new case study showcasing how embracing a multi-channel sales and marketing strategy can deliver breakthrough growth for industrial manufacturers. With business buyers now expecting a seamless experience across distributor, direct, and digital channels, many mid-market manufacturers are … [Read more...] about Visual Workplace Doubles Revenue with Forward Solutions’ Multi-Channel Transformation
The AI-Enabled Distributor: From Pilot to Profit
Channel Marketing Group will release a new eBook, The AI-Enabled Distributor: From Pilot to Profit, on January 16. The guide is designed specifically for distributor leaders who are trying to make sense of artificial intelligence in a practical, business-focused way. AI is no longer confined to innovation teams or IT departments. For … [Read more...] about The AI-Enabled Distributor: From Pilot to Profit
Branch Leadership Blueprint for Distribution
If you work in wholesale distribution, you already know that strategy may be written at headquarters, but execution lives and dies at the branch. That reality sits at the heart of Foundations of a Giant: A Branch Boss’s Blueprint for Wholesale Distribution, a new book built around one core idea: strong branch leadership is still the most reliable competitive advantage in the … [Read more...] about Branch Leadership Blueprint for Distribution
