Analysis on the recent earnings releases from ISA Members Kennametal and Distribution Solutions Group (ISA member Lawson Products is part of Distribution Solutions Group). Kevin Coleman - Channel Marketing Group Trends Analyst tracks the leading Industrial Manufacturers and Distributors in the space for Industrial Supply Trends and had an overview below on two ISA members … [Read more...] about Earnings Update – Kennametal and Lawson Products
Market Insights
Beating the Industrial Distribution Competition with Speed
Recently I saw information promoted by a company called Mydatafactory as I saw ad advertorial written by them that intrigued me as it spoke to how industrial distribution could compete more effectively. Rarely do you see software companies that understand distributor issues. They typically understand the issue solely from the perspective of how their tool can help distributors. … [Read more...] about Beating the Industrial Distribution Competition with Speed
Why is B2B Distribution like making Orange Juice?
This week I have been preparing for two excellent conferences that I am speaking at in the next 2-3 weeks (Enable Catalyze and MDM SHIFT) and talking with channel leaders on calls… It’s an uncertain time in the business that has many leaders somewhat paralyzed or in a wait and see attitude on what to do for the balance of 2025. In this uncertain time keep I keep finding my way … [Read more...] about Why is B2B Distribution like making Orange Juice?
Competing, and Winning, in a Tariff Induced World
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
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
Inventory Positions could be the top growth driver for industrial distribution in 2025
Managing your inventory is the key to drive top-line sales and gross margin performance in 2025 – In a recent discussion with Brent Johnstone from ACTvantage we talked about how industrial distributors can increase gross margin without hurting top-line sales in 2025. When we both started into distribution, the prevailing thought for distributors and manufacturers in the B2B … [Read more...] about Inventory Positions could be the top growth driver for industrial distribution in 2025
Is Your Team Curious? Are You Investing in “Ventures?”
Recently I was talking with a client about strategic planning as they are beginning their journey to define their path forward to 2030. They’ve set a goal, identified values, have a vision of their purpose, and currently have a strong business. The executive management team is being brought together to share insights and build the “framework” of the plan. After that, others … [Read more...] about Is Your Team Curious? Are You Investing in “Ventures?”
Prokeep Helps Capture the Text and Turn it Into Dollars
As distributors seek cost-effective ways to improve customer experience, improve productivity and have a cost-effective sales tool, while doing all of these digitally, Industrial Trends is pleased to welcome our newest partner, Prokeep. Prokeep offers a unique solution to distributors, which can also cost-effectively and easily be used by manufacturer representatives, which … [Read more...] about Prokeep Helps Capture the Text and Turn it Into Dollars
Do you value your Industrial Manufacturing reps?
There’s long been been “scuttle butt” conversation in the industry regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some of the conversations are what manufacturers are thinking (so, “water cooler conversation”), some at times have reduced commissions which has dismayed many and demotivated the … [Read more...] about Do you value your Industrial Manufacturing reps?
