In 2009, my construction company was hired by an MRO and industrial electrical distributor for a warehouse renovation project. The owner knew exactly what he wanted, we were in constant, direct contact. As we built a working relationship, I started asking questions about the mechanics of industrial distribution—the supply chain dynamics, manufacturer relationships, … [Read more...] about The Industrial Inventory Paradox & Central Surplus Origin
Fastenal’s May Outperforms. The Market?
Last month Fastenal reported sales of $751.5 million, putting them on track for around $9 billion (or slightly more at their growth rate) at the end of the year. May’s corporate sales were up nearly 15%. Looking at it from customer market perspective: From a customer base perspective, sales to OEM customers were up 16% and MRO sales increased 14.5%. Fastenal … [Read more...] about Fastenal’s May Outperforms. The Market?
Who Has Margin Responsibility in Your Company?
While national chains reported strong growth in Q1, and independents performed comparably based upon our 2026 Q1 Pulse of Industrial Supply report, aided by increased pricing tied to tariffs, commodity price increases that supported manufacture price increases, and industrial end-user performance, the challenge for distributors is that their operating costs continue to rise … [Read more...] about Who Has Margin Responsibility in Your Company?
TUG Connects: More Than an Infor Conference
June 3, 2026 by David Gordon Leave a Comment Infor is one of the most prominent ERP systems serving the Industrial supply market. Last month their users' group, TUG, which is independently run, held their annual event. If your company operates on the Infor platform, this is where your IT and sales operations group (as well as others depending upon the … [Read more...] about TUG Connects: More Than an Infor Conference
Sales Incentives Drive 2026 Goal Achievement
We're almost 50% of the way through the year. Are you almost 50% towards your 2026 sales and profitability goals? If not, now is the time for a quick review. While there may be customer-specific issues, one of the areas that requires a tough self-reflection is asking "is our salesforce performing the way we want them to?" Everyone hems and haws because the reality is some … [Read more...] about Sales Incentives Drive 2026 Goal Achievement
The 2026 Industrial M&A Landscape
The M&A market continues to be strong in the industrial supply sector on both the manufacturer and distributor fronts. And while at times you may not experience it, there seemingly are always conversations. While on the distributor side the decision drivers relate to generational change (and lack of succession) and need to invest on the part of sellers, for buyers it is … [Read more...] about The 2026 Industrial M&A Landscape
The Construction Industry is Obsessed with Digital Tools
eCommerce. AI. Direct connectivity between customers and distributors. Access to manufacturer portals. The construction and industrial distribution channels are no longer only about product knowledge, logistics, access to credit (for customers) and personal relationships. You need to not only be able to use technology but sometimes you feel like you need to be a technology … [Read more...] about The Construction Industry is Obsessed with Digital Tools
The 2-for-1 Trap: Converting Dead-Stock into Liquidity
In the industrial supply industry, where organic growth is there but slugg(ish), distributors are increasingly aggressive about “buying support”. This is especially true in unseating competition that operate MRO storerooms or are doing “vendor managed inventory” initiatives for industrial accounts. Market share for distributors isn't just earned like it used to be—it’s bought. … [Read more...] about The 2-for-1 Trap: Converting Dead-Stock into Liquidity
Byrnes Retires from Impactful Career at NetPlus, Leadership Promotions
NetPlus Alliance, the industry buying group with over 400 distributor members, shared a recent press release announcing the retirement of Paul Byrnes and some recent promotions. The NetPlus Headline And the Story After 12 years as a trusted leader at the helm of NetPlus Alliance’s business development team, Paul Byrnes is set to retire in June of 2026. Byrnes is … [Read more...] about Byrnes Retires from Impactful Career at NetPlus, Leadership Promotions
AI in Distribution: A Reality Check Before You Commit the Budget
The conversation around AI in distribution has moved past the pilot stage. Budgets are being committed, vendors are promising transformation, and the stakes on getting it right are higher than ever. Justin Johnson, founder and CEO of Motivate, offers a practical reality check for distributors weighing where AI actually moves the needle and where it just … [Read more...] about AI in Distribution: A Reality Check Before You Commit the Budget
