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# Industrial Supply Trends

In Collaboration with ISA

## Sitemaps

- [XML Sitemap](https://industrialsupplytrends.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [ISA State of the Channel Report launches at Fall Summit](https://industrialsupplytrends.com/isa-state-of-the-channel-report-launches-at-fall-summit/) - At the ISA Fall Summit, we are launching our New ISA State of the Channel Report. This comprehensive report will cover a lot of ground for Industrial Channel Leaders.
- [2026 Industrial Planning Season - Finance team leadership is crucial to great outcomes](https://industrialsupplytrends.com/2026-industrial-planning-season-finance-team-leadership-is-crucial-to-great-outcomes/) - Finance is a crucial partner for 2026 Industrial Planning season. The attitude of Finance being just a support arm is antiquated, and leading distributors and manufacturers have drastically changed how they are using their FP&A team in the Annual Planning process.
- [Applied Industrial Earnings show solid growth](https://industrialsupplytrends.com/applied-industrial-technologies-earnings-show-solid-growth/) - Applied Industrial noted that organic daily sales returned to positive YoY growth for the first time in over a year, with underlying trends improving each month of the quarter and into early FY26.
- [ISA Member News - Turner Supply Acquisition News](https://industrialsupplytrends.com/isa-member-news-turner-supply-acquisition-news/) - Turner Supply just announced the purchase of certain assets of Benchmark Industrial Supply, headquartered in Nashville, Tennessee.
- [Part 3 - All good things in distribution start when a pick ticket prints in the warehouse ](https://industrialsupplytrends.com/part-3-all-good-things-in-distribution-start-when-a-pick-ticket-prints-in-the-warehouse/) - From 2000 to 2025 a lot has changed in the distribution channel - smart phones, instant access to data, end customers who want self-service tools and full-service support, and many other changes (with AI being another fundamental and impactful change).
- [Industrial Planning Meetings Part 3, are you ready for 2026?](https://industrialsupplytrends.com/industrial-planning-meetings-part-3-are-you-ready-for-2026/) - Last week, I was up in St. Paul, MN and had a chance to speak and meet with the 3M Industrial team. I had some time in between sessions to walk around the 3M Innovation center and look at some of the history of 3M. It was like a museum tour for an Industrial distribution leader: The Minnesota Mining to sandpaper story, Scotch Tape development in the 1930's, the Post It Note epiphany, and so much more. I was blast just walking by key innovative products and seeing their history. 3M calls this training facility the Innovation Center for a reason, as that word "Innovation" is at the core of who 3M is a company.
- [Why the ISA Executive Network Matters More Than Ever](https://industrialsupplytrends.com/why-the-isa-executive-network-matters-more-than-ever/) - The industrial MROP channel is facing a convergence of pressures, from volatile trade policies to economic unpredictability, that have elevated the value of senior-level collaboration. With tariffs increasing, supply chains still fragile, and forecasts uncertain, this is the moment for focused executive dialogue.
- [What can Industrial Leaders do to enhance their skill sets?](https://industrialsupplytrends.com/what-can-industrial-leaders-do-to-enhance-their-skill-sets/) - Last week I was traveling and speaking to key industrial channel leaders and one topic keeps coming up again and again from Manufacturers, Manufacturer Reps, and Distributors in the Channel. How do we retain future leaders in the industrial channel? It is hard to recruit and then retain talent in the industrial channel. So, when you make that investment as a Company or Associate how do you help that Emerging leader stay engaged and grow their skill set?
- [Finance Training is often overlooked by Industrial Channel leaders](https://industrialsupplytrends.com/finance-training-is-often-overlooked-by-industrial-channel-leaders/) - Financial Training is needed to help you become a better partner to the Finance team. B2B Industrial Distribution is a tight net profit business, and making sure you have strong financial diligence is crucial.
- [Durable Goods & CAPEX  Issues + Tarriff and Policy Volatility = Uncertainty - IST](https://industrialsupplytrends.com/durable-goods-capex-issues-tarriff-and-policy-volatility-uncertainty/) - As an analyst for the past 20 years, I have relied on key economic indicators as foundational to prepare forecasts for leadership to make informed business decisions. Two of those key foundational indicators were Durable Goods Purchases and Business Capital Investment.
- [Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey](https://industrialsupplytrends.com/gain-industry-insights-participate-in-the-q3-pulse-of-industrial-supply-survey/) - Take the Q3 2025 Pulse of Industrial Supply Survey. Share insights, benchmark performance, and get a free report on distributor and manufacturer trends.
- [ISA Member Spotlight Series - Industrial Supply Company](https://industrialsupplytrends.com/isa-member-spotlight-series-industrial-supply-company/) - As I was doing the research, interviews, and writing this profile, one famous quote kept popping in my head.... "Go West, young man, go West and grow up with the country." Horace Greeley. That "grow up with the country" phrase certainly applies to Industrial Supply Company.
- [Fall is the season to get your Channel business ready for 2026](https://industrialsupplytrends.com/fall-is-the-season-to-get-your-channel-business-ready-for-2026/) - In looking at the speakers and presenters, and the ISA Fall Summit in Memphis, TN, in early November. I was struck by the fact that 20 of the speakers across the three tracks are from the Industrial channel. All currently working in the channel every day as Manufacturers, Distributors, or Manufacturer Reps.
- [AI for Industrial Supply IMR's](https://industrialsupplytrends.com/ai-for-industrial-supply-imrs/) - From a tech viewpoint, AI is what companies talk about. Distributors are implementing it or at least discussing it. Not much gets shared within the manufacturer environment but it is well in use. Independent manufacturer reps (IMRs) have also asked the question. Some have dappled. Few are advanced. Most are intrigued but lack expertise and/or
- [Industrial Planning season is here, are you ready for 2026?](https://industrialsupplytrends.com/planning-season-is-here-are-you-ready-for-2026/) - As the 4th quarter approaches and planning season happens, the importance of year-end profit numbers grows by the day. Many channel leaders have to see-saw from a meeting about this year to an immediate meeting about the plan for 2026 every hour.
- [Part 2 - All good things in distribution start when a pick ticket prints in the warehouse ](https://industrialsupplytrends.com/part-2-all-good-things-in-distribution-start-when-a-pick-ticket-prints-in-the-warehouse-2/) - From 2000 to 2025 a lot has changed in the distribution channel - smart phones, instant access to data, end customers who want self-service tools and full-service support, and many other changes (with AI being another fundamental and impactful change).
- [ISA Member Haggard and Stocking - Acquisition News](https://industrialsupplytrends.com/haggard-and-stocking-acquires-mro-supply-llc/) - Haggard & Stocking Industrial Supplies has entered into an agreement to acquire the operations of MRO SUPPLY LLC, a respected specialist in fasteners and general industrial MRO supplies.
- [ISA Member Earnings - Kennametal Q4 2025 Results](https://industrialsupplytrends.com/isa-member-earnings-kennametal-q4-2o25-results/) - MSC Industrial launched their third-quarter earnings report in July and the industrial waters have ben choppy this year, but the size of the overall North American market creates opportunities for growth.
- [ISA Member Earnings - Lawson Products (DSG)](https://industrialsupplytrends.com/isa-member-earnings-lawson-products-dsg/) - MSC Industrial launched their third-quarter earnings report in July and the industrial waters have ben choppy this year, but the size of the overall North American market creates opportunities for growth.
- [ISA Member Earnings - MSC Industrial Q3 2025](https://industrialsupplytrends.com/isa-member-earnings-msc-industrial-q3-2025/) - MSC Industrial launched their third-quarter earnings report in July and the industrial waters have ben choppy this year, but the size of the overall North American market creates opportunities for growth.
- [All good things in distribution start when a pick ticket prints in the warehouse ](https://industrialsupplytrends.com/all-good-things-in-distribution-start-when-a-pick-ticket-prints-in-the-warehouse/) - From 2000 to 2025 a lot has changed in the distribution channel - smart phones, instant access to data, end customers who want self-service tools and full-service support, and many other changes (with AI being another fundamental and impactful change). 
- [IST Analysis - Grainger Q2 2025 Earnings Release](https://industrialsupplytrends.com/ist-analysis-grainger-q2-2025-earnings-release/) - Grainger released their Q2 Results on August 1st which provided insight into their pricing actions and continued above market growth in their Endless Assortment business unit.
- [ISA Member Earnings - Stanley Black & Decker Q2 2025](https://industrialsupplytrends.com/isa-member-earnings-stanley-black-decker-q2-2025/) - At Industrial Supply Trends, we pay attention to the earnings and announcements from ISA members. Stanley Black and Decker announced their Q2 Earnings and shared insight on Tariff impacts, and the Stanley Black and Decker strategy to navigate those tariffs.
- [Pentagon Pricing Series - A Pricing Reset is the Most High-Risk and High-Reward Activity in B2B Industrial Distribution](https://industrialsupplytrends.com/pentagon-pricing-series-a-pricing-reset-is-the-most-high-risk-and-high-reward-activity-in-b2b-distribution/) - As a former pricing leader for three billion-dollar distributors in North America, I can share that a major pricing reset is simultaneously a dangerous activity, yet when done right, the best driver of top-line sales growth in this industry.
- [Interesting Conversation with ISA Member -Watson Gloves](https://industrialsupplytrends.com/interesting-conversation-with-isa-member-watson-gloves/) - Interview with ISA member Watson Gloves on where they see the Industrial Channel headed in 2025 and beyond. Watson Gloves uses a foundation of end customer, distributor partner, and Waston associate research to grow their business.
- [ISA Member Spotlight - Cali Air Tools](https://industrialsupplytrends.com/isa-member-spotlight-cali-air-tools/) - I had a chance to start a series on large ISA members and wanted to broaden it to a wide range of manufacturers and new members of ISA. I appreciate the feedback that Nicole Foster from Cali Air Tools provided.
- [ISA Member Spotlight - L-Boxx Manufacturing Solutions](https://industrialsupplytrends.com/isa-member-spotlight-l-boxx-manufacturing-solutions/) - We had a chance to interview L-Boxx a new ISA member with modular and customizable storage solutions for an ISA spotlight.
- [ISA Fall Summit is expanding content and tracks for the Industrial Channel](https://industrialsupplytrends.com/isa-fall-summit-is-expanding-content-and-tracks-for-the-industrial-channel/) - The ISA Fall Summit has evolved over the years, and I am excited about this year's enhancements. The event still has it's bedrock programming for Emerging Leaders, Women in Industry, and the Veterans Empowerment Network of course, but the New Executive Network Track opens new doors for Industrial Channel Leaders.
- [Part 3 - Manufacturers and Distributors need to do better than a C+ on their report cards](https://industrialsupplytrends.com/part-3-manufacturers-and-distributors-need-to-do-better-than-a-c-on-their-report-cards/) - Last week I was on a fun webcast where Mark Jackmore CEO of Precision, and I were diving into real-world examples of how manufacturers and distributors could use data more effectively to report progress and take meaningful action together to improve their business.
- [Category Management is a big word and a big opportunity for Industrial Channel Leaders](https://industrialsupplytrends.com/category-management-is-a-big-word-and-a-big-opportunity-for-industrial-channel-leaders/) - Recently, I was introduced to an Industrial Supply Association (ISA) member Precision that intrigued and piqued my curiosity. Their firm works closely on Category Management teams on programs and issues, and that got me thinking about that crucial side of the business in detail. As a former Category Management leader for a few billion-dollar distributors
- [Pentagon Pricing Series – Part 1 – Sell Side is everything](https://industrialsupplytrends.com/pentagon-pricing-series-part-1-sell-side-is-everything/) - For the past number of months, David Gordon and I have been talking non-stop about pricing and have been busy helping many Industrial distributors and manufacturers with their “buy side” and “sell side” programs.
- [ISA Member Series - Martin Industrial Supply's Long-term vision](https://industrialsupplytrends.com/isa-member-series-martin-industrial-supplys-long-term-vision/) - Interview with ISA member Watson Gloves on where they see the Industrial Channel headed in 2025 and beyond. Watson Gloves uses a foundation of end customer, distributor partner, and Waston associate research to grow their business.
- [AI Update: How do you keep your Industrial teams in the loop](https://industrialsupplytrends.com/ai-update-how-do-you-keep-your-industrial-teams-in-the-loop/) - The news is full of how rapidly AI is evolving, with a spate of recent articles predicting mass layoffs and massive disruptions.
- [Haggard and Stocking - Built by the customer for the customer](https://industrialsupplytrends.com/haggard-and-stocking-built-by-the-customer-for-the-customer/) - Haggard & Stocking Industrial Supplies spotlight series on ISA leader Providing Tooling, Abrasives, Safety, Material Handling, Fasteners, Vending, and Service Solutions.
- [Part 2 - Category Management is a big opportunity for Industrial Channel Leaders](https://industrialsupplytrends.com/part-2-category-management-is-a-big-opportunity-for-industrial-channel-leaders/) - Yesterday, I was on an 8:00 am Monday morning zoom calls with Industrial Supply Association (ISA) member Precision where Mark Jackmore and I were reviewing the content we are presenting on our webcast this week. Now, Monday morning 8AM zoom calls can be interesting, as the weekly coffee intake is just starting for everyone on
- [Global Industrial Update highlights core programs for growth](https://industrialsupplytrends.com/global-industrial-update-highlights-core-programs-for-growth/) - Global Industrial Presentation at the William Blair Conference showed a clear plan and strategy for their business in 2025
- [ISA Economic Forecasts unveil key data on two webcasts](https://industrialsupplytrends.com/isa-economic-forecasts-unveil-key-data-on-two-webcasts/) - ISA economic forecast data and webinars gave some great insight on where the market is headed in 2025
- [Q2 2025 Pulse of Industrial Supply Survey is Now Open](https://industrialsupplytrends.com/q2-2025-pulse-of-industrial-supply-survey-now-open/) - Pulse of Industrial Supply Survey Q2 2025 is now open. This confidential survey done by IST in collaboration with equity analyst William Blair generates our Quarterly Pulse of Industrial Supply Report.
- [Part 2 - Fastenal Investor Day Insights - Opinion](https://industrialsupplytrends.com/part-2-fastenal-investor-day-insights-opinion-2/) - Fastenal Investor Day Slide - March 13, 2025 It is unusual for a large B2B publicly traded distributor to share details at the level Fastenal did on their Customer Segmentation metrics recently. In this analysis of Fastenal's Investor Day presentation, I wanted to focus on the customer segmentation part of the presentation and on the
- [The Industrial Distributors Top 50 list has some big changes coming in the rankings](https://industrialsupplytrends.com/industrial-distributors-top-50-list-has-some-big-changes-coming-in-the-rankings/) - One of my favorite webcasts to participate in every year is the Modern Distribution Management (MDM) top distributor webinar in we announce the rankings for the largest North American distributors across 20 different distribution sectors. What makes it even more fun is that I get to work with MDM on the final rankings for the
- [MDM's Industrial Distributors Top 50 list had some big changes](https://industrialsupplytrends.com/mdm-industrial-distributors-top-50-list-had-some-big-changes-in-the-rankings/) - Every Year, one of my favorite webcasts to participate in is the Modern Distribution Management (MDM) top distributor webinar where we announce the rankings for electrical and industrial channel with the MDM Team. MDM has been ranking the largest North American distributors across 20 different distribution sectors for many years. What makes it even more
- [MDM-NAW Shift highlights Data Analytics the key to market share growth](https://industrialsupplytrends.com/mdm-naw-shift-data-analytics-key-breakthrough-for-industrial-distribtuion/) - Modern Distribution Management (MDM) Shift event was held last week (May 13-15th in Englewood, Colorado). The event has continued to evolve over the past 9 years, and it was once again attended by who's who of distribution leaders. As an attendee and speaker, it has been fun to watch the event grow. Many leading distributors
- [Keeping Your Staff Focused on the Core Issues to Drive Profitable Growth](https://industrialsupplytrends.com/keeping-your-staff-focused-on-the-core-issues-to-drive-profitable-growth/) - So, how do you keep yourself and your sales team focused and not become distracted by a game of Wack-A-Mole and a race to the bottom?
- [Earnings Update - Kennametal and Lawson Products](https://industrialsupplytrends.com/isa-members-earnings-update-kennametal-and-lawson-products/) - ISA Members Kennametal and Distribution Strategy Group (DSG) release quarterly results
- [ISA ELCC Program Interview - Leadership for the Industrial Channel](https://industrialsupplytrends.com/isa-elcc-program-interview-leadership-industrial-channel/) - ISA ELCC Program
- [Why is B2B Distribution like making Orange Juice?](https://industrialsupplytrends.com/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
- [Fastenal Sales Segmentation Insights - Opinion](https://industrialsupplytrends.com/fastenal-sales-segmentation-insights-opinion/) - It is unusual for a large B2B publicly traded distributor to share details at the level Fastenal has recently provided during their Investor Day, their quarterly results, and annual report. In this column we will cover Fastenal's recent releases on Sales, Customer Segmentation, and their Focus 40 program. We follow them closely on Industrial Supply
- [Beating the Industrial Distribution Competition with Speed](https://industrialsupplytrends.com/beating-the-industrial-distribution-competition-with-speed/) - Industrial Distribution data article from Mydatafactory recommends you can beat the competition with speed. How large distributors get beat by smaller players.
- [Grainger - Stanley Black and Decker - WESCO Q1 Earnings from 3 publicly traded ISA members - IST analysis](https://industrialsupplytrends.com/grainger-stanley-black-and-decker-wesco-q1-earnings-from-3-publicly-traded-isa-members-ist-analysis/) - Three ISA Members, Grainger, Stanley Black and Decker and WESCO all released their Q1 Earnings results and the impact or perceived impacts of tariffs is clear.
- [Fastenal Q1 Earnings - Tariffs take Center Stage](https://industrialsupplytrends.com/fastenal-q1-earnings-tariffs-take-center-stage/) - Fastenal Q1 2025 Earnings release meets expectations
- [Building on the skills of your Inside Sales Staff](https://industrialsupplytrends.com/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
- [Competing, and Winning, in a Tariff Induced World](https://industrialsupplytrends.com/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
- [Opinion: Grainger Q4 and Year End Results.....Interesting](https://industrialsupplytrends.com/opinion-grainger-q4-and-year-end-results-interesting/) - It's Q4 earning season, providing distributors (and manufacturers) with an opportunity to benchmark their performance, gain insights (or confirmation) on what they are seeing in the market and possibly learn a little from publicly held companies. Grainger just released their Q4 and Full year results for 2024 which is always interesting to dive deep into
- [Q1 Pulse of Industrial Supply Survey Now Open](https://industrialsupplytrends.com/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
- [Pulse of Industrial Supply Survey early returns are eye opening](https://industrialsupplytrends.com/q1-pulse-of-industrial-supply-survey-early-returns-are-interesting/) - The impact of tariffs announcements is unsettling the market and the short term and long-term impact and prognostications are dominating the news cycle for the Industrial Channel. The tariff impact on sentiment is clearly having an effect on channel planning and programs. Our Industrial Supply Trends Q1 IST Pulse of Industrial Supply survey early returns
- [Fastenal Investor Day Insights - Opinion](https://industrialsupplytrends.com/fastenal-investor-day-insights-opinion/) - Fastenal Investor Day Slide - March 13, 2025 One of the biggest stories I have been writing about this past year has been on Business transformation, and on the very large end of the distribution demographic landscape, perhaps no company exemplifies long-term, wholesale change than Fastenal. Yesterday on March 13th Fastenal held a close to
- [ISA25 Recap - Headwinds, Tailwinds, and Uncertainty](https://industrialsupplytrends.com/isa25-recap-headwinds-and-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,
- [Q1 Pulse of Industrial Supply Survey Results are In](https://industrialsupplytrends.com/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, projections
- [What were the hot topics at ISA25 this year?](https://industrialsupplytrends.com/what-were-the-hot-topics-at-this-isa25/) - 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
- [MSC Industrial's Big Pricing Reset is big news for Industrial Distribution](https://industrialsupplytrends.com/msc-industrial-pricing-reset-is-big-news-for-industrial-distribution/) - In Part 1 of the series and collaboration with Modern Distribution Management we covered the "big" changes a leading distributor - MSC Industrial is making to their pricing model. The latest distributor series I have written with MDM starts with a deep dive into MSC's pricing changes. After a somewhat challenging 2024, the metalworking and
- [What Do Industrial Manufacturers, Distributors and IMRs Want to Know from Their End Users? ](https://industrialsupplytrends.com/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
- [IST Update - Impact of Tariffs on Ship and Debit (SPA) Programs](https://industrialsupplytrends.com/ist-update-impact-of-tariffs-on-ship-and-debit-spa-programs/) - When tariffs were announced in February, we cautioned that the best strategy for distributors was to focus on their processes so that they could facilitate passing through the price increases. Part of our guidance was to automate implementation of price increases, review T&Cs for quotes, contracts, and SPAs, and to communicate. In fact, back in December we
- [Industrial Supply Trends Economic Snapshot - Q1 2025](https://industrialsupplytrends.com/industrial-supply-trends-economic-forecast-march-2025/) - This is the inaugural article for a series in ISA focusing on the top industries and products for industrial supply distributors from Kevin Coleman our collegue at Channel Marketing Group. Kevin has 30 years experience leading Market Intelligence teams for leading manufacturers such as Avaya, Philips Lighting, and Signify. Kevin will each quarter, profile a
- [What AI topics are highlighted at ISA25?](https://industrialsupplytrends.com/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
- [Pricing on Your Industrial Website](https://industrialsupplytrends.com/pricing-on-your-industrial-website/) - Warning … there are solutions to help you break through paralysis! We wanted to share this article and add takeways and comments. Dimtry Kon founder of Access Development Solutions who helps Channel Marketing Group Trends publications with our ecommerce initiatives and content at CMG. The Online Pricing Challenge It’s fascinating to watch distributors tackle digital
- [Copper, Steel, China and More About Tariffs](https://industrialsupplytrends.com/copper-steel-china-and-more-about-tariffscopper-steel-china-and-more-about-tariffs/) - This month has been an interesting one as a content provider for the Industrial Channel and keeping up with the Tariff news has been a daily occurrence. We published a column in our sister ElectricalTrends.com publication this week that we wanted to share with our Industrial Supply Trends Readers. There are some tariffs we know
- [Opinion: Industrial Tariff talk - Tips on how to prepare for wherever the market goes](https://industrialsupplytrends.com/opinion-industrial-tariff-talk-tips-on-how-to-prepare-for-wherever-the-market-goes/) - This month has been an interesting one as a content provider for the Industrial Channel. We have been writing, crossing out, rewriting on the impact of tariff battles between the US, Canada, Mexico and China. We had a number of articles ready to publish then had to hit the stop button to react to another
- [10 Technology Trends for Industrial Distributors in 2025](https://industrialsupplytrends.com/10-technology-trends-for-industrial-distributors-in-2024/) - 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
- [Does your Industrial Data work for you?](https://industrialsupplytrends.com/does-your-industrial-data-work-for-you/) - That’s the question many senior executives ask themselves regularly about data is how to harness it for practical use? You have hundreds of thousands of SKU's from hundreds of manufacturers and sell them to thousands of customers. You have a mountain of data inside your ERP, a data lake, and on spreadsheets. We wanted to
- [MSC Industrial Series Parts 2 & 3 Overview](https://industrialsupplytrends.com/msc-industrial-series-parts-2-3-overview/) - In our distributor series in collaboration with Modern Distribution Management we covered the "big" changes a leading distributor - MSC Industrial has been making to continue their journey from a "spot buy" distributor to a "Mission Critical" distributor. In Part 2 and Part 3 of the series we dove deep in MSC's digital programs and
- [Do you value your Industrial Manufacturing reps?](https://industrialsupplytrends.com/do-you-value-your-reps-industrial-channel/) - 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
- [How to Avoid Three Big B2B Distribution Digital Death Traps](https://industrialsupplytrends.com/distribution-digital-death-traps/) - As a distributor building a digital strategy and creating digital solutions, I’ve worked with advanced and basic software solutions. I’ve been fortunate to be on distribution teams and work with distribution clients over the past 15 years learning sometimes the hard way, the key mistakes to avoid on a digital journey. 1: Mistake of Investing
- [Industrial Distributors, Is eCommerce Important to Your Customers?](https://industrialsupplytrends.com/industrial-distributors-is-ecommerce-important-to-your-customers/) - That’s the question many senior executives ask themselves regularly about eCommerce. They’ve invested much into their website. They’ve invested into product data. They’ve invested into people. They ask, does anyone care? Are we getting an ROI? I know I’m being, perhaps, a little facetious as intuitively many believe / understand that these investments are now
- [Industrial Distributor:  Year End Performance 2024 - AD, Fastenal and Grainger](https://industrialsupplytrends.com/distributor-end-of-year-performance-in-2024/) - Over the past few weeks, a number of national distributors have released their 2024 performance and earnings reports. AD, Grainger, Fastenal and others have made news. We've also talked to a number of manufacturers who see the "highlight" numbers and use them as benchmarks, so we've reviewed and sought to find some trends. Overall, business
- [What Industrial end customer trends are crucial for 2025?](https://industrialsupplytrends.com/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
- [Inventory Positions could be the top growth driver for industrial distribution in 2025](https://industrialsupplytrends.com/top-level-inventory-is-the-key-to-driving-sales-and-gross-margin-industrial/) - 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
- [Is your experienced associate led pricing model approaching a cliff?](https://industrialsupplytrends.com/is-your-proven-experienced-associate-led-pricing-model-approaching-a-cliff-hvacr-news-pricing/) - If your winning pricing model is still being led by just your experienced sales team, it is probably time to make changes for the future. I had the opportunity to sit in on an excellent Pricing certification session that kicked off recently with my friends and colleagues leading the session from ACTvantage: Senthil Gunasekaran and
- [What does the recruitment landscape look like in 2025](https://industrialsupplytrends.com/recruitment-landscape-for-2025-in-the-industrial-channel/) - As we look ahead in 2025, we wanted to get a perspective from our friend Chris Salvadore at GRN Coastal on what the recruitment landscape is in 2025 Chris shared a glimpse ahead article below that has good tips and advice for 2025, and frankly most years in B2B Distribution. 2025 is shaping up to
- [Launching New Products Effectively](https://industrialsupplytrends.com/launching-new-products-effectively/) - Channel Marketing Group's Gene Biben, with over 40 years' experience in helping manufacturers generate demand for new products, recently shared some thoughts on effectively launching new products and a major flaw in many manufacturers' product launch strategy ... not properly funding the launch strategy with an appropriate sales investment. He uses an experience he had
- [Are / Can Industrial Distributors Be Demand Generators?](https://industrialsupplytrends.com/are-can-industrial-distributors-be-demand-generators/) - Recently I visited a manufacturer client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value of each?” “Are distributors proactive in creating opportunities and selling our types of products?” In all transparency, this is a manufacturer who is owned by
- [Interviewing Strategy to Deliver The Right Candidate](https://industrialsupplytrends.com/interviewing-strategy-to-deliver-the-right-candidate/) - In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade their current talent. The challenge is "how to find the 'right' person?" And many are concerned, although this isn't vocalized, about the cost of making
- [Embrace Change to Adopt AI and Improve Profits in the Industrial Channel](https://industrialsupplytrends.com/embrace-change-to-adopt-ai-and-improve-profits/) - The concept of digital transformation, let alone AI, as a future driver for your organization is probably a folly unless … You have a leader, and leadership team, which believes in change. There are two key words in the above sentence … “leadership” and “change.” Leadership infers vision, an ability to perceive “need,” an entrepreneurial
- [Challenging Convention, Embracing Disruption. Tomorrow's Marketing Groups?](https://industrialsupplytrends.com/challenging-convention-embracing-disruption-tomorrows-marketing-groups/) - The past few years the recurring theme at many industry events have used alot of words - Shift, Adapt, Outperform and more. I would say the overiding theme if I hae to put into one single word is disruption. And one of the recent sessions’ I was at the speakers posed the question to consider
- [What do your customers value the most from you?](https://industrialsupplytrends.com/what-do-your-customers-value-the-most-from-you/) - Lately I’ve been thinking about “value”. Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may ask why I’m thinking about this? It relates to customer satisfaction, customer experience, value proposition, customer retention, lead generation, account penetration and potentially profitability improvement.
- [A changing MRO environment?](https://industrialsupplytrends.com/a-changing-mro-environment/) - Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO buyers, but the feedback indicated a change in buyer purchasing behaviors. Over the years I've sat in a number of these meetings, albeit with different
- [Questionable Meetings. Are you willing to ask uncomfortable questions?](https://industrialsupplytrends.com/questionable-meetings-are-you-willing-to-ask-uncomfortable-questions/) - With the Distributor meeting season coming to an end this weekend and distributors finally done with their planning sessions with manufacturers (more meetings), the issue of the quality of the meetings defined as “probing questions / value of the meeting time” has been a topic of discussion that we’ve recently had. Our good friend Mike
- [Part 1 - How manufacturers are re-examining their Industrial distribution channel strategy for 2024](https://industrialsupplytrends.com/how-manufacturers-are-re-examining-their-hvacr-distribution-channel-strategy-for-2023/) - Leading manufacturers are always preparing for and examining their Industrial distribution channel for adjustments in 2024. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step up communication with end customers and put
- [Part 2- How manufacturers can re-examine their Industrial distribution channel strategy for 2024](https://industrialsupplytrends.com/part-2-how-manufacturers-can-re-examine-their-hvacr-distribution-channel-strategy-for-2023/) - Part 2 of our series on how leading manufacturers are preparing for and examining their Industrial distribution channel for adjustments in 2024. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step up
- [9 Ideas for Profitable Growth in 2024](https://industrialsupplytrends.com/9-ideas-for-profitable-growth-in-2023/) - Over the holidays I was contemplating writing a “10 Trends” type of article. You know, the type where you theorize what will occur in the coming year and talk about how companies can generate growth and profitability in the new year. And then I starting thinking “why”? I mean, enough has probably been talked about
- [Why do strong B2B Industrial distribution websites fail? It’s often a much simpler answer than you might expect](https://industrialsupplytrends.com/why-do-strong-b2b-hvacr-distribution-websites-fail-its-often-a-much-simpler-answer-than-you-might-expect/) - Has your distributor digital transformation journey seemed like an endless race with hurdle after hurdle? I’ve been in the B2B digital race many times as a distributor in my career, and have crashed into more than a few hurdles. It can be a hard journey to make your ERP and tech stack work, build the
- [Rebates … The Gift that Keeps on Giving](https://industrialsupplytrends.com/rebates-the-gift-that-keeps-on-giving/) - Editors Note: CMG Trends publishing Electrical Trends (ET) and this article on rebates has been edited and shared with Industrial Trends readers. When you mention rebates to distributors and manufacturers and you’re sure to have an interesting conversation. Manufacturer Views on Rebates Manufacturers question their efficacy in driving incremental sales, express frustration in their lack
- [Increasing Warehouse Output While Managing Costs](https://industrialsupplytrends.com/increasing-warehouse-output-while-managing-costs/) - With business in 2025 looking like “slow growth” looking forward, leading industrial distributors are focused on improving the operational / warehouse aspects of their business. While national chains, over the years, quickly moved to a CDC or RDC model, larger independents have also adopted this approach. This achieves a dual mandate of “improved” inventory management
- [Why do strong B2B Industrial distributor websites fail](https://industrialsupplytrends.com/why-do-strong-b2b-industrial-distributor-websites-fail/) - Your website journey is often the most difficult journey for a B2B Construction focused distributor. By Jason Capshaw and John Gunderson The digital journey for some Industrial distributors started like a race where you psyche yourself up for the 100 Yard Dash. What often starts as what you think is a sprint actually turns
- [Building and Keeping a Winning Culture Through Leadership ](https://industrialsupplytrends.com/building-and-keeping-a-winning-culture-through-leadership-culture/) - The famous Peter Drucker said "culture eats strategy for breakfast." The one thing he didn't say, but inferred, is that culture stems from great leadership. In a time where seemingly everyone is running faster than ever and, for much of your staff, 2024 may have been a grind, a strong culture that is reinforced by
- [Update - AD Enters Leadership Training Arena; Association Competition?](https://industrialsupplytrends.com/update-ad-enters-leadership-training-arena-association-competition/) - We wrote the below article for our other CMG Trends Publications (Electrical and HVACRtrends) that we wanted to update with new news. AD News: AD’s Center for Independent Distributor Leadership Launches Second Cohort of Leadership Experience Program. In November of 2024 AD announced the continuation of this program. The points in our original article are
- [Ecommerce Pricing is one of the biggest challenges Industrial Distributors and Manufacturers Face](https://industrialsupplytrends.com/ecommerce-pricing-is-one-of-the-biggest-challenges-b2b-industrial-distributors-and-manufacturers-face/) - The struggle with pricing your products online as an Industrial Distributor is never ending, but there is hope. Many manufacturer and distributor online teams attempt to use SEO, SEM, and paid search to drive traffic to their site, but then fail to covert that opportunity into a sales event. As a B2B distributor pricing leader
- [Better Industrial Sales through Better Sales Coaching](https://industrialsupplytrends.com/better-hvacr-sales-through-better-sales-coaching/) - Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because the people who are placed in these roles typically are: Top producing salespeople who have their process and think others should adopt “their way”. They
- [Passion Powers, and Empowers, Industrial Leaders](https://industrialsupplytrends.com/passion-powers-and-empowers-leaders/) - In 2024, Dr. Jeffrey Magee, a leading “leadership and marketing strategist” asked me to contribute an article to his publication, Professional Performance Magazine. I had recently been talking with some people about the changes in the industry and what was driving the rate of acquisitions over the past few years. This inspired the below article. And remember, most
- [Employee Engagement Requires Internal Marketing](https://industrialsupplytrends.com/employee-engagement-requires-internal-marketing/) - Much has been discussed about employee retention as well as recruitment. While some elements of both are truly in the hands of the employee / candidate and companies cannot impact, there is a key element that companies do control. it is their culture. And a key ingredient to achieving the desired culture, and sometimes recapturing
- [10 Tips for Recruiting Talented Candidates for the Industrial Channel](https://industrialsupplytrends.com/10-tips-for-recruiting-talented-candidates/) - One of the areas where we hear companies are continuously challenged is recruiting quality people that have some experience with the Industrial industry and targeted product categories. It's usually not too difficult to find people with specific skill sets. The challenge is finding people with a combination of the right skill sets. And while recruitment
- [CRM helps Reps and Manufacturers Succeed](https://industrialsupplytrends.com/crm-helps-reps-and-manufacturers-succeed/) - CRM data sharing between independent manufacturer reps and manufacturers is a tricky, and touchy, issue. One of a rep's value propositions is local market knowledge as well as account / opportunity knowledge. No salesperson likes to let their "boss" know everything they know, but times have changed. The value in information sharing is significant and
- [Labor. Tomorrow's Workforce is Smaller](https://industrialsupplytrends.com/labor-tomorrows-workforce-is-smaller/) - Labor. Many have talked about it’s shortage. Be it a lack of technicians, a lack of qualified people for distributors to hire, or a lack of staff for manufacturers. Many have “blamed” Covid, the focus on “work from home”, an emerging “gig” / freelance economy, and other reasons. Lots of efforts, and initiatives, have been
- [Making AI Real Intelligence](https://industrialsupplytrends.com/making-ai-real-intelligence/) - AI has been all the rage since ChatGPT was unveiled. Not only is it the talk of every conversation relating to technology, price management, operational improvement, customer service, marketing and more, it has also powered the construction market with the explosion of data centers, advanced chip manufacturing, and, of course, the stock market. But, it’s
- [Creating lemonade at Institutional Accounts](https://industrialsupplytrends.com/creating-lemonade-at-institutional-accounts/) - What do market segments such as government, universities / higher education, life sciences, government/ municipalities, sports teams, hospitals, and agriculture have in common? While most are considered "institutions", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, Unimarket, Oracle iProcurement
- [Using Digitalization to Optimize Operations & Drive New Business in Industrial](https://industrialsupplytrends.com/using-digitalization-to-optimize-operations-drive-new-business-in-hvacr/) - To combat the challenges of today’s marketplace, progressive distributors looking towards the future are investing more and more into digitizing their processes to optimize performance. These companies recognize that: Data can be monetized. This means that information in their ERP systems can be acted upon rather than remain in data silos and databases. Whether this
- [Why Industrial Product Launches Fail](https://industrialsupplytrends.com/product-launches-fail-in-industrial-distribution/) - We're finally through 2024 and some of the manufacturers in your planning meetings likely discussed their new product launch plans (and maybe a distributor shared their approach to new product introductions.) During the planning process some manufacturers communicate to their distributors about their upcoming product launches. Why do we say "some"? Because many are skeptical
- [Punchouts Drive eCommerce in the Industrial Channel](https://industrialsupplytrends.com/punchouts-drive-ecommerce/) - eCommerce is more than, in the words of an Amazon and MRO analyst, “click and ship”. eCommerce is about a methodology and a mindset to do business more electronically. In fact, the commerce element can be very diversified, especially for medium to large MRO buyers. Consider Amazon Business, Grainger and MSC. Companies such as Grainger
- [The Rep Alignment Dilemma for the Industrial Channel](https://industrialsupplytrends.com/rep-alignment-for-the-industrial-channel/) - The rep alignment dilemma ... whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom line becomes, what will generate sales to meet manufacturer expectations? It's complicated, and channel consolidation and channel diversification will make this more complicated. The Market
- [O+P=R and a Lower Cost of Sales ... The Manufacturer Rep Agent Management Formula](https://industrialsupplytrends.com/opr-lower-cost-sales-agent-management-formula-industrial-channel/) - In the Industrial Channel, capturing business is a fight for market share. And to win that fight you need the most effective sales organization. One that can get into "the right person at the customer" (be they and end-user, contractor or distributor) to prove your difference. At the same time companies need to do this
- [Structured Data, a Prerequisite for AI Industrial Manufacturers](https://industrialsupplytrends.com/structured-data-a-prerequisite-for-ai-hvacr-manufacturers/) - In the realm of Industrial manufacturing, the potential of integrating Artificial Intelligence (AI) could be a competitive advantage. One of the critical components underpinning the effectiveness of AI is structured data. Structured data refers to organized information that is formatted for easy analysis and interpretation by machines. In the context of HVACR manufacturers, structured data
- [Tips for Industrial Distributors to Improve Gross Margin](https://industrialsupplytrends.com/tips-for-distributors-to-improve-gross-margin/) - Corporate success, for many, is typically defined as sales success as sales revenue is an easily identifiable, and discussed / shared, metric. But in a quest to grow sales, and due to competitive pressures, gross margins for many distributors have eroded making gross profit dollars scarcer for investment back into the business. And with operating
- [The Top 5 tips to manage your inventory risk](https://industrialsupplytrends.com/product-availability-issues-are-still-causing-problems-the-top-5-ways-you-can-mitigate-your-supply-chain-risk/) - This article originally was published in our HVACRtrends publication and edited for Industrial Supply Trends. Bonus wisdom - from the Hughes Brothers. During Covid and for some time after dealing with supply chain issues made is difficult to find that balance between low cost and available product. The business dynamics didn't change, but the risks
- [Is Your Marketing a QSR or Fine Dining?](https://industrialsupplytrends.com/is-your-marketing-a-qsr-or-fine-dining/) - For many small to mid-sized Industrial distributors, marketing has often been an after-thought. Something to support sales. It’s understandable given the business started with salespeople and, for a business to succeed, orders need to be quoted, captured, and processed. That’s the role of sales. But, for companies to grow, it takes having a strategy and
- [Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan](https://industrialsupplytrends.com/distributors-maximize-your-volume-rebates-with-a-strategic-revenue-plan/) - Given the importance of rebates to the net profitability of distributors, I reached out to a friend and former distributor client, Greg Smith, to share his first-hand experience, and best practices, to help distributors optimize their rebate earnings. For those who don’t know Greg, he owned a small electrical distributor, sold the business to a
- [Winning the HVACR Product Data Revolution](https://industrialsupplytrends.com/winning-the-hvacr-product-data-revolution/) - In June HVACRTrends hosted a webinar introducing the Trimble / Distributor Data Solutions (DDS) collaboration. The two companies shared what they are seeing in the construction trades and how data is being used, and will be used, to help companies operate more efficiently, more effectively, and as a tool to capture market share. Takeaways Two
- [SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags](https://industrialsupplytrends.com/spas-or-ship-debit-can-be-sales-and-profit-drivers-or-drags/) - SPAs, or "ship and debit" are special pricing agreements can be an important sales (or marketing, since price, theoretically, is a component of the marketing mix) tool. Over the past few years we've seen SPAs generate attention from technology companies (Interlyx, Enable, CMR, Vistex, TrulinX, and many of the ERP companies). All see the mantra
- [Market Intelligence to Inform Leadership](https://industrialsupplytrends.com/market-intelligence-to-inform-leadership/) - Okay, I'm not saying that company leadership is not "intelligent", but it does help leadership if it has access to intelligence as in market insights. While sales can provide some market, and customer-specific, insights, information needs to be aggregated, analyzed and sought from multiple sources in order to identity and evaluate the market to identify
- [The Road to a New ERP System](https://industrialsupplytrends.com/the-road-to-a-new-erp-system/) - Deciding on an ERP system is one of the most challenging decisions for an Industrial distributor given its impact on business operations … everything from easy of doing business, ability to integrate with other tools, access to information, cost (acquisition, maintenance, training, productivity) let alone it touches every person who interacts with a company …
- [Is AI Coming to Your Industrial Warehouse?](https://industrialsupplytrends.com/is-ai-coming-to-your-warehouse/) - The technology topic of the year in distribution has been, and will continue to be, AI. In reality, much of AI is really ML (machine learning) but it's not as "sexy" to talk about data being built into algorithms, to mine data and then deliver information, insights and/or potentially predict (or recommend) actions. The difference
- [ChatGPT, AI, Office, Teams and More Technology to Power Your Industrial Business](https://industrialsupplytrends.com/chatgpt-ai-office-teams-and-more-technology-to-power-your-business-microsoft/) - Within distribution there is a continuous, and increasing, call for distributors, manufacturers, and manufacturer representatives to “invest in technology.” And I would presume that companies are spending more on technology / digitalization than ever before. It may not show up in the IT budget, but marketing, pricing, sales, warehousing, manufacturing and other departments now have
- [Manufacturers – Is Your Customer King?](https://industrialsupplytrends.com/manufacturers-is-your-customer-king/) - My colleague, Gene Biben, penned an article for ElectricalTrends, discussing a disturbing trends, that affects many manufacturers. As background, Gene spent over 40 years as a manufacturer rep. The agency was passed from father to son. He has since retired, with his son-in-law taking over, but he stays involved in the business and the industry.
- [Today, it takes more than your Account Managers to drive Industrial sales and profitability](https://industrialsupplytrends.com/industrial-sales-today-it-takes-more-than-your-account-managers-to-drive-industrial-sales-and-profitability/) - The past few months I have had the opportunity to spend a lot of face-to-face time with distribution leadership teams working with them on their go-to-market sales plans. I have some advice and counsel to share. If you are just refreshing your 2010 belly-to-belly selling playbook, I would recommend you consider some slight adjustments for
- [Opinion - Quick thoughts from the 2024 NAW Executive Summit](https://industrialsupplytrends.com/opinion-quick-thoughts-from-the-2024-naw-executive-summit/) - The National Association of Wholesale-Distributors Executive Summit was held this week in Washington D.C. Jan 30- Feb 1. This event has a wide mix of distribution leaders from leading Electrical, Industrial, MRO, Construction, Food, Packaging, Specialty, and two step distributors. It is one to the few events where you can see Electrical channel leaders sitting
- [Opinion: What is the future of "Rebate" programs for Industrial Distributors and Manufacturers?](https://industrialsupplytrends.com/opinion-what-is-the-future-of-rebate-programs-for-industrial-distributors/) - Rebates, Backsides, End Customer Cash Back Programs, etc. whatever you call them are growing in importance every year for the Industrial Channel. As I was preparing to head up to speak at the Enable Catalyze Conference, I was reviewing the current state of rebates in the channel. For reference - Enable is partnered with Affiliated
- [The world of industrial customer segmentation in 2025](https://industrialsupplytrends.com/what-is-changing-in-the-world-of-customer-segmentation-in-2025-industrial/) - This past month, I have been going through old boxes of work material and coming across some foundational material on customer segmentation and pricing that I used as a distributor. I found in the archives my personal pricing Encyclopedia Britannia (the Complex) and the Texas A&M Industrial Distribution Customer Stratification Model (the Simple) and it
- [Opinion: Update on the future of Rebates and SPAs for Industrial Distributors and Manufacturers?](https://industrialsupplytrends.com/rebates-and-spas-industrial-distributors-and-manufacturers-are-key-for-2025/) - Rebates, Backsides, and Special Pricing Agreements (SPAs) continue to grow in importance every year for the Channel. At the Enable Catalyze Conference - I was asked to present a channel focused session. I was excited about presenting, because this is the only industry event that I know of where you spend two days with B2B
- [Structuring Acquisitions in the Industrial Channel](https://industrialsupplytrends.com/structuring-acquisitions/) - Acquisitions continue to transform the Industrial Distribtuion industry. PE (private equity) are expanding their portfolio companies and others are seeking to enter the market. National distributors are expanding into new territories and also acquiring smaller companies as "fill-ins" or, in some cases, are diversifying their businesses and building new divisions. Regionals, and even some "local"
- [AI for Customers ... and the Industrial Channel](https://industrialsupplytrends.com/ai-for-industrials-contractors-and-the-channel/) - Manufacturers and distributors have lately been having many conversations about “technology”. But not in the conventional sense of the tools / software, more as it relates to functionality / capability for the future. They are asking "Does their IT department (which could be their ERP / software provider) have a tech roadmap that includes AI?"
- [Driving Industrial Distributor Profitability Through Operational Efficiency](https://industrialsupplytrends.com/driving-distributor-profitability-through-operational-efficiency/) - The past year has proven we are back to pre-pandemic industry growth rates and in many cases flat to single digit declines. Maintaining, and improving, net profitability in the face of slowing growth, increased cost structure, and stagnant (if not decreasing) margins, requires improved operational efficiency, inventory management, strategic price management, appropriate implementation and utilization
- [Driving Share and Sales with Customer Loyalty Reward Programs](https://industrialsupplytrends.com/driving-share-and-sales-with-customer-loyalty-reward-programs-industrial/) - Industrial distributors and manufacturers are fighting to retain market share and seek growth in a challenging market. Typically, the most profitable strategy to strengthen, deepen and broaden opportunities within existing customers. An effective tool to achieving this is also a time-tested strategy for many Industrial distributors and some manufacturers ... contractor incentive and loyalty strategies.
- [ERP ... The Heart of Your Industrial Channel Business](https://industrialsupplytrends.com/erp-the-heart-of-your-business-industrial/) - There was a phrase years ago that is attributed to EF Hutton, which was a financial advisory firm that goes “when EF Hutton speaks, people listen.” The inference was that EF Hutton had a wide reach, and somewhat influence. The same goes for Epicor given how integral their Prophet 21 and Eclipse ERP platforms are
- [Return to Basics Can Drive Sales ](https://industrialsupplytrends.com/return-to-basics-can-drive-sales-industrial-channel/) - Recently Prokeep developed a sales playbook white paper for B2B distributors that is a great reminder of the sales basics that inevitably every salesperson, sales manager, branch manager and marketing department … forget. Companies, managers, and individuals forget because everyone is too busy supporting “the” customer, “the” opportunity, developing “the” next new marketing program or
- [Lessons Industrial Distributors Can Learn from Wesco](https://industrialsupplytrends.com/what-lessons-can-the-industrial-channel-can-learn-from-wesco/) - In 2025, I have been writing a series of articles on Wesco for Modern Distribution Management. In the series I took a deep dive into Wesco's 3 key enterprise strategies “Extend our industry-leading scale and value proposition.” “Further develop our team and our culture of excellence.” “Digitalize and transform our B2B business.” Wesco Analysis, Pt.
- [Inventory Planning Approaches for Industrial in 2025](https://industrialsupplytrends.com/inventory-planning-approaches-for-2025-industrial/) - As we enter the final 2 months of 2024, I am having many conversations with Industrial distributors and manufacturers about their into stock inventory positions. Industrial Channel growth rates have slowed from double digits % from April 2021 to April 2023 days and now are slightly down to at best flat (2023 vs 2024). Inflation
- [Is Your Team Curious? Are You Investing in "Ventures?"](https://industrialsupplytrends.com/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
- [Where is the channel headed in 2025 and beyond? Thoughts from MDM SHIFT](https://industrialsupplytrends.com/where-is-the-channel-headed-in-2025-and-beyond-thoughts-from-mdm-shift/) - I was fortunate to once again be able to attend and present at the NAW/MDM SHIFT conference, and it is interesting to see how the construction and industrial channel continues to evolve. Modern Distribution Management (MDM) has been hosting this annual event for Distribution Leaders called SHIFT (originally MDM Sales GPS) for the last decade.
- [What does the IMARK/AD Merger for electrical mean for the Industrial Channel?](https://industrialsupplytrends.com/what-does-the-imark-ad-merger-for-electrical-mean-for-the-industrial-channel/) - AD & IMARK Electrical Make the Merger Official: how does the new AD IESD impact the channel and is there any impact to HVACR Distributors? The news release that made it official called this a merger of equals to create AD Independent Electrical Supply Division (IESD) that represents 700+ independent electrical distributors with annual sales
- [CRM ... Today's Marketing Backbone](https://industrialsupplytrends.com/crm-todays-marketing-backbone/) - Marketing for distribution today requires more nuance than ever before. It is no longer solely counter days, events (especially golf!), flyers, short-term promotions and logoed items. It's more about strategy, analysis, targeting customers, determining messaging, tailoring offers to selected audiences, promoting your value proposition and more. Further, giving a flyer to your sales organization to
- [Prokeep Helps Capture the Text and Turn it Into Dollars](https://industrialsupplytrends.com/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 leverages something that

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