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The fifth and final section of this series focuses on implementation excellence — covering how to present prescriptive output for maximum adoption; align messaging across all channels; and create a culture of analytics-driven decision-making. It wraps with a conclusion that ties the whole series together.
MDM explores the latest vacancy rates and demand for distribution centers and warehouses across the country in this installment of the Logistics Liaison.
April tied March for the weakest month of distributor M&A activity that we’ve tracked since September 2023. Get a full recap of April’s distributor dealmaking here, including our year-to-date breakdown of deals by product category.
Respondents in the 1Q25 Baird-MDM Industrial Distribution Survey were divided on 2025 demand and investment outlooks, as tariff uncertainty clouds confidence and prompts cautious strategic planning. See our full breakdown of the results.
Most distributors and manufacturers surveyed in the 1Q25 Baird-MDM Industrial Distribution Survey indicated a 1-10% increase in the cost of goods sold in 2025, though uncertainty colored commentary. Get our deep dive analysis here.
We polled nearly 300 distributors and manufacturers in early April about the methods they are using in response to a higher cost of goods sold brought on by tariffs. See our detailed breakdown of the results, including by revenue size, along with plenty of respondent commentary.
The latest MDM Forecast had a modest continuation in downward revision in April overall, with growth still expected but at a slower pace than previously projected. As always, the projection varied throught the 19 different industry verticals tracked by the U.S. Census Bureau. Get your sector-specific outlook here.
QXO acknowledged a rebranding in an FAQ for Beacon employees, though timing is still to be determined.
This piece reviews relevant pricing and tariff dynamics and describes key implications for distributors as they plot their course through a choppy environment.
![Airgas Owned_RADNOR Women's PPE Line for MDM[25]](https://www.mdm.com/wp-content/uploads/elementor/thumbs/Airgas-Owned_RADNOR-Womens-PPE-Line-for-MDM25-scaled-r3k1bw8x7i9lyf9z9qzgx1ktps835rrcrkr5pvwa10.jpg "Airgas Owned_RADNOR Women’s PPE Line for MDM[25]")
Dive into the latest demand trend in the safety product category and explore how some distributors have answered the call for PPE designed for women in trades.
With QXO’s acquisition of Beacon set to finalize by the end of April, let’s look at what the deal does for both sides and the attributes that QXO just couldn’t walk away from.
See where your salary and compensation levels for drivers and fleet managers stack up against other distributors, in this installment of the Logistics Liaison.
The latest MDM Forecast revises 2025 revenue growth downward, driven by regression in oil & gas, but still projects solid growth for most sectors. Get your sector-specific outlook here.
Even without robust technology or staffing resources, you can still boost relationships by providing clarity when it’s needed most.
Fastenal’s latest sports-oriented endeavor joins several other pro teams and leagues that the distributor supports. The company gave us the details on why it made sense and what’s involved.
Exclusive to Premium and NAW members, this webcast will sort out the industrial economic picture to guide you through what matters most, including the role that tariffs will play.
More than a handful of companies on MDM’s Top Distributors Lists garnered the reputation-based honor from Fortune.
Truck equipment distributors expect 2025 sales to grow 5.3% above 2024 sales, according to exclusive NTEA survey data.
Achieving real needle-moving innovation in wholesale distribution often involves numerous obstacles. Here are four of the most common and how to overcome them.
Over 60% of MSC Industrial Supply’s sales are eCommerce-based, making it one of the leading web-driven distributors in North America. The final piece of this three-part series explores the progression of that digital business to meet changing market and customer demands.
How did 2024 stack up against other recent years? We dive into the numbers to analyze how it graded by historical context alongside GDP performance.
We asked distributors if their gross margin was over- or under-inflated in 2022 thanks to pricing inflation. Here’s what the data says.
Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.
We polled distributors about how much pricing influenced last year’s revenue numbers. See the exclusive results and commentary here.
What is loyalty marketing? Lincoln Smith explains and makes a case for using incentive loyalty programs to bolster your revenue.
The quarterly Baird-MDM industrial distribution survey gauged distributors’ confidence heading into 2023. Here’s what they had to say about pricing expectations.
We chat with pricing expert Lee Nyari on the various factors distributors are working into their strategy — and how they are navigating the many pitfalls along the way.
Mike Hockett shares takeaways from an MDM SHIFT keynote session that addressed the burnout that is hindering distribution sales organizations — and what they can do about it.
Data is the new currency of business, and distribution leaders must guide their teams while there’s no guarantee as to what will happen next, Nelson Valderrama explains.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial’s unique sales structure and go-to-market strategy.
What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.
Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.
Hybrid selling requires sales reps to do more than guide a prospect through a spec sheet or web content. Reps can also help prospects understand the scope of their needs and align features and benefits to customer wants and needs.
Nearly every aspect of the sales process is undergoing significant transformation. Here are useful takeaways for distributors that are struggling to navigate the changing sales landscape.
One of the sessions at the ISA22 event centered on the topic of omnichannel and what it means today — which goes far beyond just having an e-commerce presence. Here’s the key takeaways from that session and their applications.
Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
With a new digital sales playbook, the distributor turned its sales focus from inanimate products to targeting efficient customer experiences.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
Of the 4Q24 Baird-MDM Industrial Distribution Survey respondents who indicated they were likely to shift their sourcing, many cited tariffs as a key factor.
Get the latest on the standoff here, and insight onto where it might be headed.
Part 2 of this series covers how the metalworking and MRO supplies distributor’s Mission Critical initiative is bearing fruit by transforming the company into a more digitally capable and agile organization.
Along with its time-sensitive proposal, the building materials distribution platform went into great detail giving a rundown of talks with Beacon since they started this past summer.
We analyze the results of our early January survey that polled 350 distributors and manufacturers about their expectations of how tariffs could impact both margins and demand. Along with data, it produced plenty of commentary.
New investment bank analyst commentary suggests QXO will have to increase its current bid for Beacon to fend off alternative suitors, but others say additional offers are unlikely.
We surveyed nearly 130 family-owned distributors this past Summer to learn about their priorities and challenges. Here, we analyze the results of our polling about succession planning.
Check out this analysis of MDM survey results, which give a snapshot of how the dynamics of family-owned distribution businesses play into decision-making.
We break down 2024’s dealmaking activity by volume vs. 2023, what the most impactful transactions were, which distributors were frequent headliners and what to expect in 2025.
Through a discussion with the CIO of each company, we get into the weeds of the what, why and how behind the electrical and fastener distributors’ AI journey and the decisions that led to success with the technology.
One-size-fits-all technology has never sat well in distribution. Here, we share how a flooring distributor prioritized industry specificity when selecting a cloud ERP platform.
Of the 3Q24 Baird-MDM Survey respondents who will do away with hybrid schedules, most cited collaboration as a key driver in the decision.
There’s no better time to find out what keeps distribution executives up at night than at the start of the year. We analyze more than 250 write-in responses to our early January survey question asking about their top concerns.
The latest MDM Forecast moved more optimistically for the total industry vs. December for both 2025 and 2026. See your sector-specific outlook.
Along with updated projections for full-year 2024 and 2025, our latest forecast shows 2026 sector-specific expectations.
From a fireside session at MDM’s 2024 SHIFT Conference, we glean insights from Stellar Industrial Supply CEO John Wiborg about the distributor’s constant drive toward win-win solutions for customers and suppliers.
Things moved more optimistically overall in our latest forecast update for both 2024 and 2025 revenues.
The final leg of this three-part series examines the HVACR supplier’s perception of being a technology company that happens to distribute products, and how it’s followed through on it.
We analyze the Wesco CEO’s insights shared at our 2024 event, where he detailed the company’s transformative journey of integrating Anixter, alongside scaling, innovating and maintaining a resilient culture.
It provides a thorough look at the state of the U.S. wholesale distribution economy today and what factors are influencing underlying demand.
!!Presidential election years can cause business caution when it comes to spending. We asked hundreds of distributors about it in an October survey.
ABC Supply’s CEO shares a scaling secret that defies business school teachings. Learn how decentralization fueled the building supply distributor’s rise to the top.
We polled nearly 200 distributors about how their budgets for attending industry events has changed in the past several years. Here’s what the data told us.
The second of this three-part series examines the HVACR distributor’s decade-transformation of its digital commerce offering, which the company says is still in the early stages of organizational adoption.
Explore the response and recovery of a sweeping three-day port strike on the distribution industry in this Logistics Liaison series. Who was prepared?
This year is shaping up to have less than half the annual growth that was originally projected, illustrating longer-than-expected industrial softness.
We spoke with the electrical distributor’s Co-CEOs on being approachable and the entrepreneurial element infused into its business model.
The first of this three-part series examines how the HVACR distributor achieved its current top market position and scale and how it serves its customer base.
Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.
Build strategic sales plans.
Determine market and demand.
Create smart prospect lists.
Turn your sales data into actionable data with Market Prospector. A web-based SAAS tool that gives you insight into your market, your territories, your customers and new prospects too.
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