If you work in wholesale distribution, you already know that strategy may be written at headquarters, but execution lives and dies at the branch. That reality sits at the heart of Foundations of a Giant: A Branch Boss’s Blueprint for Wholesale Distribution, a new book built around one core idea: strong branch leadership is still the most reliable competitive advantage in the … [Read more...] about Branch Leadership Blueprint for Distribution
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Fastenal – Strong Revenue Growth and 3 Consecutive Months of Double-Digit Organic Sales
The Winona, Minnesota based wholesale distributor of industrial and construction supplies, announced 3Q25 earnings on October 13. Revenue grew 11.7% from prior year to $2.13 billion and gross margin grew 40 basis points to 45.3%. Revenue growth was driven by increases in customers and unit sales, especially in customers spending >$10k per month, and market share … [Read more...] about Fastenal – Strong Revenue Growth and 3 Consecutive Months of Double-Digit Organic Sales
Part 3 – All good things in distribution start when a pick ticket prints in the warehouse
I have written two recent columns reminding Industrial Channel leaders to not forget about the business fundamentals of the channel, which hit a nerve with many readers. These columns focused on that even with all the changes over the past two decades - instant access to data, end customers who want self-service digital tools and full-service support, and many other changes- AI … [Read more...] about Part 3 – All good things in distribution start when a pick ticket prints in the warehouse
2026 Industrial Planning Season – Finance team leadership is crucial to great outcomes
Yesterday, I was writing a planning season column for a series that I am writing. I was multi-tasking and listening to an ISA webinar hosted by Brendan Breen and Mark Gilham from Enable titled Finance for Future Leaders. As I was writing and listening, I realized in my outline notes that I had not accounted enough on the role of Finance in Annual Planning Meetings. Your … [Read more...] about 2026 Industrial Planning Season – Finance team leadership is crucial to great outcomes
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 … [Read more...] about What can Industrial Leaders do to enhance their skill sets?
Finance Training is often overlooked by Industrial Channel leaders
This week, I had a webinar announcement caught my eye from ISA and Mark Gilham. It reminded me of how valuable basic finance training was when I first got started in my career at Crescent Electric Supply Company. All the sales and marketing type newbies had to attend a new manager training finance session that was in-depth, that was led by our CEO - Jim Etheredge (he was … [Read more...] about Finance Training is often overlooked by Industrial Channel leaders
Part 2 – All good things in distribution start when a pick ticket prints in the warehouse
I wrote a recent column reminding Industrial Channel leaders about not forgetting about the business fundamentals of the channel that hit a nerve with many readers. The column focused on that even with all the changes over the past two decades - smart phones, instant access to data, end customers who want self-service digital tools and full-service support, and many other … [Read more...] about Part 2 – All good things in distribution start when a pick ticket prints in the warehouse
AI for Industrial Supply IMR’s
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 are concerned about … [Read more...] about AI for Industrial Supply IMR’s
ISA Member Haggard and Stocking – Acquisition News
A few weeks ago, I was able to do an IST profile on Haggard and Stocking and their history. It was a fun story to write on an Industrial Channel leader who has shown steady growth over the past five decades. As what always seems to happen if right after you write a story the company, they go out and make a big move right after it is published. Haggard and Stocking make an … [Read more...] about ISA Member Haggard and Stocking – Acquisition News
Fall is the season to get your Channel business ready for 2026
This week, I was on calls with various Industrial Channel and Industrial Supply Association (ISA) leaders discussing the upcoming ISA Fall Summit in Memphis, TN, in early November. We were discussing the tracks, the speakers and presenters, and the takeaways for participants. In looking at the speakers and presenters, I was struck by the fact that 20 of the speakers across … [Read more...] about Fall is the season to get your Channel business ready for 2026
