2016 Trends Snapshot: Hose and Hose Accessories Distribution - Modern Distribution Management

Log In

2016 Trends Snapshot: Hose and Hose Accessories Distribution

This article is part of MDM's 2016 Distribution Trends Special Issue. It provides a quick look at key trends affecting the hose and hose accessories distribution sector.

The annual feature was researched and written by MDM based on interviews with dozens of distributors, industry experts and manufacturers. MDM also conducted a survey of its readers to uncover the trends outlined in this issue.

The full special issue is available to download in PDF format to MDM Premium subscribers. Subscribe below for full access. Or log-in if you are already a subscriber.


This is a part of the 2016 Distribution Trends Special Issue. The annual feature was researched and written by MDM based on interviews with dozens of distributors, industry experts and manufacturers. MDM also conducted a survey of its readers to uncover the trends outlined in this issue.

2016 Distribution Trends Special Issue

Perceived commoditization creates a challenge for distributors of hose and hose accessories. For example, Grand Junction, CO-based Munro recently had a customer come in and say they found a hose for 20 percent cheaper at different distributor and would stop buying from Munro, according to Katie Powell, general manager, business strategy. Even Munro didn't see an immediate difference, so the company reached out to the manufacturer who explained the difference. "It's just all about making sure you really have those conversations with your customers and then asking your vendors to help you better understand the differences in their product and what you're going up against," Powell says.

The industry is dealing with a "market shift." Manufacturers and distributors have to look to different end markets in order to remain profitable. For example, shifting from a focus on OEM manufacturer to replacement markets. "It's the same product that gets used, they just get used in a different way," says Scott Shane, CEO of Mid-America Fittings, Overland Park, KS. And the markets themselves have shifted, according to Don Fritzinger, president of Singer Equities. "In the 1980s it was steel, and look where that is now," he says. "Things cycle and we need to pay attention."

Competition for qualified workers remains high, resulting in higher demand for training and development. Changing customer expectations also means the training provided has to change. "Training has to be faster," says Jeffrey Scheininger, president, Flexline, Kenilworth, NJ. "What their fathers did with us is not going to stand."

Management and human resources spends more time on tactical elements, such as regulatory compliance and policy management, just to keep operating. Conversations at HR events focus far more on managing the tactical than creating strategic hiring and development plans, says John Salveson, Salveson Stetson Group. "I spend more time than ever on these things, and it's doesn't add value to my company," Flexline's Scheininger says.

Oil & gas continues to drag on the industry. "However, this hangover phase will pass," noted one distributor. Distributors looking to succeed when the hangover passes are investing now to capitalize on that market shift. 

Share this article

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.