It appears the initial tariff volleys have ended and we’re in for trench warfare for the next 60-90 days while deals get negotiated. The Eastern front will remain volatile given neither party will whisper “uncle” given that China is launching asymmetrical warfare as it broadens the issue from goods to services (which was to be expected.) Given that the word “decoupling” is … [Read more...] about Competing, and Winning, in a Tariff Induced World
Industry Outlook
Q1 Pulse of Industrial Supply Survey Results are In
Industrial Supply Trends is pleased to introduce a new service to the industrial supply channel … our Pulse of Industrial Supply report. Launched last month, the Pulse of Industrial Supply, sponsored by William Blair, is a quarterly report. Each quarter we’ll survey distributors, manufacturers, and manufacturer representatives to gather insights into the past quarter, … [Read more...] about Q1 Pulse of Industrial Supply Survey Results are In
Building on the skills of your Inside Sales Staff
The role and responsibilities of the Inside Sales team are evolving and changing faster than any role in the Industrial Channel. The distributor inside sales team usually has the most direct contact and interaction with industrial end customers. Our friend Frank Hurtte | LinkedIn from River Heights Consulting is one of the leading Industrial and Electrical Channel voices on … [Read more...] about Building on the skills of your Inside Sales Staff
ISA25 Recap – Headwinds, Tailwinds, and Uncertainty
ISA 25 last week (March 31- April 2nd) in Nashville brought together close to 700 Industrial Channel Leaders to the annual meeting to meet in person. I really enjoy this ISA industry event as it brings together Manufacturers, Distributors and Manufacturer Representative Firms at one meeting together. For other key B2B channels like electrical, HVACR, Automation, Power … [Read more...] about ISA25 Recap – Headwinds, Tailwinds, and Uncertainty
What were the hot topics at ISA25 this year?
ISA 25 is wrapping up today and the packed agenda over the three days was wrapped up by great presentations by NAW's Brian Wild and ITR economics. As expected, the hot topic was TARIFFFFS... and the impacts of current, potential, and future tariffs. It was great have National Association of Wholesaler leader Brian Wild -Chief Government Officer (2) Brian Wild | LinkedIn take a … [Read more...] about What were the hot topics at ISA25 this year?
What Do Industrial Manufacturers, Distributors and IMRs Want to Know from Their End Users?
As we close in on ISA25 next week, we wanted to share with you some preliminary findings from the recent survey that ISA completed with manufacturers, distributors, and independent manufacturer representatives (IMRs). Brendan Breen from ISA shared some detail on the survey results and a preview of what to expect at ISA25 March 31- April 2nd in Nashville. By Brendan Breen The … [Read more...] about What Do Industrial Manufacturers, Distributors and IMRs Want to Know from Their End Users?
What AI topics are highlighted at ISA25?
The current economic and industry-specific forecast for the Industrial Channel do not show double digit growth. Historically when the market is slower growth the focus on how to grow with end customers shifts to gaining more share and automating tasks that your team does manually. In looking at ISA25 this year one session really jumped out to me that is all about helping … [Read more...] about What AI topics are highlighted at ISA25?
Q1 Pulse of Industrial Supply Survey Now Open
The quarter started with bad weather in many parts of the country. From freezing cold to snow … and yes, snow in Florida, New Orleans, and Texas. While Mother Nature had her way the political winds from Washington, DC are also causing trepidation. Consider: Tariffs on China … Canada and Mexico On, then off, then on, then off / delayed, to now possible early April tariffs … [Read more...] about Q1 Pulse of Industrial Supply Survey Now Open
What Industrial end customer trends are crucial for 2025?
In 2015 when I was on the HD Supply distribution team, I started some research with the goal of getting feedback to make better pricing decisions with direct surveys for our associates. We were roughly a $2 billion dollar business trying to improve our GM% and profits. Over the past ten years that survey has grown in size and scope to include end customers, distributor … [Read more...] about What Industrial end customer trends are crucial for 2025?
10 Technology Trends for Industrial Distributors in 2025
Technology is an ever-growing element of improving customer experience and corporate profitability for a distributor. The days of only having an ERP and the equivalent of MS Office on a server are gone. Nowadays every function within the business benefits from technology and essentially there is now “an app for that” inferring if you can conceive it, there is technology that … [Read more...] about 10 Technology Trends for Industrial Distributors in 2025
