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
Insights
Data Centers and the Industrial Supply Channel
Strong Start in 2026 for Data Centers Data centers are not just a technology buildout—they are also a major industrial operations story. Behind every facility expansion is a steady need for motors, drives, relays, sensors, safety products, tools, automation support, and maintenance supplies, creating a meaningful opportunity for industrial distributors that can help keep … [Read more...] about Data Centers and the Industrial Supply Channel
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
Wesco’s $3 Billion MRO Secret: Why the Electrical Giant Probably Attended ISA26
How one of America's most underestimated MROP players used ISA26 to build supplier alliances, potentially scout acquisitions, and stake its claim as a top-five industrial distributor — and why the rest of the channel should be paying close attention. When Wesco walked into the Huntington Convention Center for ISA26, a few people in the exhibit hall may have done a … [Read more...] about Wesco’s $3 Billion MRO Secret: Why the Electrical Giant Probably Attended ISA26
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
Grainger Outperforms Industry Due to eCommerce
Grainger reported 1Q 2026 results on May 7, with sales of $4.7 billion, up 10.1%, or 12.2% on a daily, organic constant currency basis. They achieved an operating margin of 16.7%, up 110 basis points, reversing last quarter’s decline. Volume growth and higher customer demand drove Endless Assortment sales up 19.6%, and High Touch sales were up 10.5%. Grainger passed through … [Read more...] about Grainger Outperforms Industry Due to eCommerce
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
Stanley Black Decker Industrial Channel: Q1 2026 Read
Stanley Black Decker Q1 2026 results landed this week. For the Stanley Black Decker industrial channel, the more useful read is what sits underneath the headline numbers. Total revenue was up 3% to $3.8 billion, organic revenue was flat, adjusted gross margin held at 30.2%, and adjusted EPS landed at $0.80. Those are the financials. The channel signals are where the article … [Read more...] about Stanley Black Decker Industrial Channel: Q1 2026 Read
2026 Q1 Pulse of Industrial Supply – Up 8-9%
Last month we released our Q1 Pulse of Industrial Supply survey results to respondents. This industry-wide researched, sponsored by William Blair, is conducted by Channel Marketing Group. Respondents are industrial supply distributors, manufacturers, and manufacturer representatives focused in the industrial supply channel. By soliciting input from each segment of the channel, … [Read more...] about 2026 Q1 Pulse of Industrial Supply – Up 8-9%
10 Steps to Replacing Hope with a Real Sales Plan
Last month Mark Roberts shared how hope is not a sales strategy. As we enter May, and you are 33% of the way through the year, where are you relative to goals? Are you "just managing"? Slightly ahead? What does your pipeline look like to ensure you are going to exceed your goals? And remember, there are sales goals, strategic goals (you know, the one to support someone's … [Read more...] about 10 Steps to Replacing Hope with a Real Sales Plan
