Our 2024 EOR is a comprehensive economic reference guide to the U.S. wholesale distribution industry and its many different verticals. It is comprised of 20 different subreports.

Premium Monthly

MDM August 2024 Premium Monthly

This jam-packed issue includes nine articles that span Ferguson’s diversification and private brand strategy; QXO’s acquisition plans; research on labor trends; Fastenal’s AI tools; and much more.

Market Insight Reports

MDM 2Q 2024 MarketPulse Report

Find a wealth of data and analysis extracted from the 2Q24 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue and expectations, plus plenty of interesting commentary.

MDM 2Q 2024 M&A Report

See our Premium M&A articles from April-June 2024, including Sonepar’s acquisition journey; how dealmaking impacts MDM’s Top Distributors feature; and the latest EBITDA trading multiples.

Case Studies

Wesco: Strength through Scale, Digital and People

This case study analyzes the key transformation levers Wesco has deployed across the dimensions of growth, culture, digital and data to scale and innovate its value proposition.

Fastenal: The Big Pivot That Paid Big Dividends

This report examines Fastenal’s strategic pivots over the past ten years – digital, self-service, product mix, sales specialization and more – that have created one of the highest performing North American distributors as measured across most financial benchmarks.

Strategy

Wesco Analysis, Pt. 2: Enterprise Strategies

The second of this three-part MDM Premium series examines Wesco’s strategy to digitalize and transform its business while developing its team and culture of excellence.

Technology

MDM Research: Industry’s AI Participation Jumps from a Year Earlier

We benchmarked the results of a large-scale poll on distributors’ AI usage against that of a year earlier, and the findings were eye-opening. This piece examines the comparative results.

Economic Trends

MDM Forecast: Modest July Downshift for Most Sectors

Despite the month-to-month regression for 2024 and 2025, full-year revenues are still expected to outperform the U.S. GDP by a healthy margin.

Strategy

Wesco Analysis, Pt. 1: Scale and Value Proposition

The first in this three-part Premium series examines the state of electrical supplies distributor Wesco International, how it got to this point and the strategic pillars powering the organization.

Market Analysis

Amazon Business, Home Depot Raise the Disruptor Ante

New tech features and a landmark acquisition illustrate the many elephants in the distribution room today.

Top Distributor Sectors

Diversification, Fragmentation Drive MDM’s Top Distributors Forward

Accelerated diversification amongst product verticals has complicated our Top Distributors process in recent years, while also making it increasingly fascinating, as this piece explains.

Tech & Operations

MSC’s Web Pricing Anomalies Expose Omnichannel Icebergs

Unexpected results from the distributor's pilot phase of a web pricing realignment rollout may serve as a cautionary tale for others to avoid emulating.

Featured Blog

MDM Forecast: Most Sectors See ‘24-25 Rebound

The U.S. wholesale distribution's sector's overall revenue outlook for 2024 moved more aligned with its historical growth average, with an even better 2025 to follow.

Data & Analytics

How to Build Profit with Analytics (and Enhance Your ERP)

In pursuing better cash flow, the challenge is identifying the sales that are canceling profits already made, and that's where analytics comes in.

Data & Analytics

Mind Over Metrics: How Cognitive Biases Hinder Analytics ROI

Learn to root out these six cognitive biases within your distribution business to better incorporate analytics and data-driven decision-making.

Operations

Thinking of Adding Rooftop Solar? Here’s What Distributors Should Know

Examine the potential rooftop solar has for distributors' ROI, and review a case study of a small distributor getting results from recent installations.

Economic Trends

MDM Forecast: Most Sectors Slide in May Update

All but two of the 19 wholesale distribution sectors we track moved more pessimistic month-to-month in our May forecast for 2024 revenue growth, which moved into lower single digits.

Mergers & Acquisitions

A Study of Sonepar’s North American Acquisition Journey

Mike Hockett analyzes Sonepar's 26-year North American expansion that has led to over $15 billion in 2023 sales, with most of that in the U.S.

Quarterly MDM-Baird Distribution Survey

Research: Distributors’ Top Business Risks & Concerns

Distributors are dealing with more potential business risks today than ever before. We polled hundreds of them to determine what the biggest risks are, and dissected plenty of interesting commentary.

Technology

Research: What’s Holding Distributors Back from AI Progress?

We gathered polling data and commentary from hundreds of respondents to find out. Find our analysis on the results here.

Quarterly MDM-Baird Distribution Survey

Analysis: Geopolitical Impacts on Distributors’ Supply Chains

We analyze the qualitative results of our 1Q24 Baird-MDM Distribution Survey question that asked distributors about current or expected impacts from geopolitical issues.

Quarterly MDM-Baird Distribution Survey

Baird-MDM Research: Suppliers Changing Purchase Minimums

A key question in the latest Baird-MDM Distribution Survey addressed whether there is a real trend in suppliers changing minimum purchasing requirements, and who it's impacting most.

Contractor

Ferguson to Position Closer to Contractors with Market Distribution Centers

We update on where Ferguson is at in its MDC rollout plan that will place smaller distribution centers closer to pro customers in major metro areas.

Economic Trends

Census Bureau Revisions Lead to Rosier 2024 MDM Forecast

The U.S. Census Bureau's annual March revisions to wholesale trade revenues considerably lifted its largest sector - oil & gas - which likewise raised the latest MDM forecast modeling.

Operations

Distributors See Local but Limited Impacts from Baltimore Bridge Collapse

We share insights from distributors on how they've been affected by the tragic March 26 collapse of the Francis Scott Key Bridge over the Port of Baltimore, and examine its broader logistics impacts.

Sales & Marketing

Harnessing the Power of Personalized Selling

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.

Sales & Marketing

How to Handle Distribution Sales Transformation

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.

Sales & Marketing

What Omnichannel Means for Today’s Distributors and Suppliers

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.

Strategy

What Do Your Buyers Want From You?

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.

Sales & Marketing

2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation

Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships in Distribution

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

Sales & Marketing

John Brooks Turned COVID into an Opportunity — and Turned Sales on Its Head

With a new digital sales playbook, the distributor turned its sales focus from inanimate products to targeting efficient customer experiences.

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

Sales & Marketing

Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure

Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here's how they developed a new integrated approach.

Sales & Marketing

Break Free from the Constraints of Traditional Gross Margin-Based Sales

Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?

Sales & Marketing

Sales Travel Will Continue to Be a Mixed Bag in 2022

Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.

Sales & Marketing

Sales Travel Will Continue to Be a Mixed Bag for Distributors in 2022

Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.

Sales & Marketing

Sales and Marketing Teams Plan to Build on Pandemic-Induced Flexibility

Sales team transformations accelerate thanks to online sales growth and COVID-19-related restrictions on in-person meetings.

Sales & Marketing

3 Ways to Rethink the Sales Model

Industry leaders share how distributors can transform their sales processes.

Sales & Marketing

Unpacking Distribution’s Digital Transformation Inflection Point

Three of the biggest challenges distributors face to better understand how companies should proceed with technology investment.

Sales & Marketing

Commentary: Don’t Let Conventional Wisdom Hurt Your Customer Relationships

Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.

Sales & Marketing

Next Generation Customer Stratification: Driving Performance in 2021

With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.

Sales & Marketing

How to Reset Your Sales Compensation Plan in the New Year

The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.

Sales & Marketing

Next Gen Customer Stratification: Driving Performance in 2021

With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.

Sales & Marketing

6 Website Mistakes That Are Sinking Your Sales (And How to Fix Them)

Have you been wondering why the investment in your website is not resulting in a big increase in sales? If so, you’re not alone.

Technology

Research: What’s Holding Distributors Back from AI Progress?

We gathered polling data and commentary from hundreds of respondents to find out. Find our analysis on the results here.

Quarterly MDM-Baird Distribution Survey

Analysis: Geopolitical Impacts on Distributors’ Supply Chains

We analyze the qualitative results of our 1Q24 Baird-MDM Distribution Survey question that asked distributors about current or expected impacts from geopolitical issues.

Operations

Distributors See Local but Limited Impacts from Baltimore Bridge Collapse

We share insights from distributors on how they've been affected by the tragic March 26 collapse of the Francis Scott Key Bridge over the Port of Baltimore, and examine its broader logistics impacts.

Human Resources in Wholesale Distribution

2051 Ambition: Embrace ‘Force for Good Leadership’ for a Flourishing Culture

It’s time to think differently. Guest author Dirk Beveridge wants distributors to join his mission to improve the lives of 51% of the distribution workforce by 2051.

Mergers & Acquisitions

What SRS Distribution Does for Home Depot, and Some Remaining Questions

Mike Hockett analyzes different angles of this $18.25 billion megadeal in building materials distribution and the questions it raises for the markets it touches.

Perspective

Thoughts from MODEX: The Expo Epicenter of Warehouse Technology

The massive supply chain expo and conference showcased the latest and greatest in warehouse tech, with much of it aimed at augmenting labor woes.

Technology

AI Adoption Rates in Manufacturing vs. Distribution: The Makers are Winning

While adoption rates for both sides are relatively slow-going, this piece examines new data that shows the gap between them.

MRO

Grainger Leans into Role as “Problem-Solver”

The company’s biennial Grainger Show customer event perfectly demonstrated how the distributor is hyper-focused on customer solutions — just one of which is its expansive product assortment.

Perspective

An Ethical Examination of Business AI

While application possibilities understandably drive AI discussions, the ethics component has been overlooked. This piece dives deep into the guardrails distributors will want to keep in mind as they navigate their AI journey.

Technology

Ride the AI and Data Wave: Your Business Success Secret Sauce

While distribution has been slow to embrace the game-changing technology that tech giants have pioneered and exploited, the industry can still take advantage of the AI infrastructure that exists.

Mergers & Acquisitions

Behind the Deal: Ferguson’s Bolt-On Acquisition Strategy Amplifies Growth

Hear from Ferguson's CFO on its growth strategy and the acquisitions keeping the plumbing and industrial distribution giant in the headlines.

Cybersecurity

So You’ve Been Cyber-Attacked. Now What?

With cyber attacks being a matter of when rather than if it happens to you, Nick Pericle concludes his 3-part series here with initial response steps to take when your organization suffers an attack and longer-term recovery.

Cybersecurity

Survey: How Concerned are Distributors about Cyber Threats?

Nearly all respondents in our 4Q23 Baird-MDM Industrial Distribution Survey conveyed some level of concern, but you'll want to see what portion consider it a top threat, and their interesting commentary.

Future Leaders

How Are Distributors Retaining Valuable Industry Knowledge? Here’s What They Told Us

It’s one of the biggest challenges as Baby Boomers retire and young talent is prone to job-hop. Here, we analyze our latest research into what distributors told us about their efforts on this front.

Cybersecurity

How Distributors Can Fortify Against the Cyber Attack Onslaught

Part 2 of this cyber threats series goes all-in on defense: The steps distributors can take to prep a security framework and an incident response plan.

Perspective

STAFDA Chat, Pt. 4: If Restarting Your Career, What Would You Do Differently?

The final part of this series explores commentary from a panel of executives on what they'd do differently with a career restart and advice for younger talent.

Management

Make Your Purchasing Manager a Rock Star: How Reinvention Drives Growth

Some distributors treat purchasing and procurement roles as administrators tasked with buying what the company needs to function. But you can unlock profits by rethinking purchasing and treating your purchasing manager like a rock star.

Cybersecurity

Navigating the Cyber Threat Landscape

Before companies can conquer cybersecurity, they need to know what risks exist. The first of this article series outlines the evolving landscape of cyber threats and what distributors should be aware of.

HVACR

Catching Up With Gustave A. Larson 1 Year Post-Hajoca Partnership

One year after plumbing distributor Hajoca took majority ownership of HVACR distributor GA Larson, we chat with the latter's chairman on that relationship and the path forward.

Human Resources in Wholesale Distribution

STAFDA Channel Chat, Pt. 3: The Battle for Talent

Mike Hockett extracts commentary from a panel discussion between STAFDA distributors, manufacturers and rep agents on what they voiced as their biggest challenge: talent management.

Featured Blog

MDM Forecast: Most Sectors See ‘24-25 Rebound

The U.S. wholesale distribution's sector's overall revenue outlook for 2024 moved more aligned with its historical growth average, with an even better 2025 to follow.

Economic Trends

MDM Forecast: Most Sectors Slide in May Update

All but two of the 19 wholesale distribution sectors we track moved more pessimistic month-to-month in our May forecast for 2024 revenue growth, which moved into lower single digits.

Mergers & Acquisitions

A Study of Sonepar’s North American Acquisition Journey

Mike Hockett analyzes Sonepar's 26-year North American expansion that has led to over $15 billion in 2023 sales, with most of that in the U.S.

Quarterly MDM-Baird Distribution Survey

Research: Distributors’ Top Business Risks & Concerns

Distributors are dealing with more potential business risks today than ever before. We polled hundreds of them to determine what the biggest risks are, and dissected plenty of interesting commentary.

Technology

Research: What’s Holding Distributors Back from AI Progress?

We gathered polling data and commentary from hundreds of respondents to find out. Find our analysis on the results here.

Quarterly MDM-Baird Distribution Survey

Analysis: Geopolitical Impacts on Distributors’ Supply Chains

We analyze the qualitative results of our 1Q24 Baird-MDM Distribution Survey question that asked distributors about current or expected impacts from geopolitical issues.

Quarterly MDM-Baird Distribution Survey

Baird-MDM Research: Suppliers Changing Purchase Minimums

A key question in the latest Baird-MDM Distribution Survey addressed whether there is a real trend in suppliers changing minimum purchasing requirements, and who it's impacting most.

Economic Trends

Census Bureau Revisions Lead to Rosier 2024 MDM Forecast

The U.S. Census Bureau's annual March revisions to wholesale trade revenues considerably lifted its largest sector - oil & gas - which likewise raised the latest MDM forecast modeling.

Market Analysis

Inside Border States’ Remarkable Expansion

The distributor's major acquisition of Dominion Electric is just the latest piece in what has been a rapid 13-year expansion. Mike Hockett breaks down what Dominion adds to Border States and how it aligns with its growth history.

Economic Trends

MDM March Forecast: Oil & Gas Drives Weakened 2024 Outlook

While oil & gas led the March downward revision for 2024, 10 of 19 total industry verticals likewise trended more pessimistic.

Economic Trends

MDM Forecast: Back to Normal After 2023 Wholesale Revenue Dipped Below $8T

With 2023's final wholesale trade numbers accounted for, see how the sector fared compared to previous years, and our latest 2024-2025 revenue expecations by industry vertical.

Quarterly MDM-Baird Distribution Survey

Survey: How Will Supplier Pricing Impact Distributors’ Gross Margin in 2024?

Distributors won't be able to pass along price increases in 2024 at nearly the rate of 2021-2023. So, the 4Q23 Baird-MDM Survey asked distributors how they see supplier pricing impacting gross margin.

Quarterly MDM-Baird Distribution Survey

Data: Distributors’ 2024 Sales Growth Outlook by End Market

Using charts from our 4Q23 Baird-MDM Survey conducted in the first half of January, we illustrate what this year's sales growth expectations are for distributors across five key customer end markets.

Future Leaders

How Are Distributors Retaining Valuable Industry Knowledge? Here’s What They Told Us

Economic Trends

MDM January Forecast: 2024 Revenue Expectations Slip After Softer 2023

Our latest forecast called for downward revisions, snapping a three-month streak of optimistic revenue trends.

Perspective

STAFDA Chat, Pt. 4: If Restarting Your Career, What Would You Do Differently?

The final part of this series explores commentary from a panel of executives on what they'd do differently with a career restart and advice for younger talent.

Management

Make Your Purchasing Manager a Rock Star: How Reinvention Drives Growth

Strategy

How Motion Found its North Star, and Where it’s Headed

Derived from COO Joe Limbaugh's fireside session at MDM's 2023 SHIFT Conference, we dive into Motion's 5-year and ongoing organizational transformation.

Market Analysis

STAFDA Channel Chat, Pt. 2: Industry Trends & Challenges

Mike Hockett extracts commentary from a panel discussion between STAFDA distributors, manufacturers and rep agents.

Cybersecurity

Cybersecurity Threats Take Top Billing to End 2023

Mike Hockett provides a look where distribution cybersecurity is at year-end 2023, and why data breaches in this industry are more common than you may assume.

Investment Banking Directory

Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.

5 Ways to Digitally Transform Your Warehouse

In 5 Ways to Digitally Transform Your Warehouse, we break down common barriers to…

How to Drive Adoption for B2B Technology

Download this whitepaper to uncover the stories of two pioneering distribution businesses, illuminating the…

Business Model Innovation

Discover how leading distributors are inventing and transforming business models to delight customers, disrupt…

3 Ways Distributors Can Make Better Inventory Decisions

Discover how a leading distributor has revolutionized inventory policies and supply chain planning to…

Market Prospector

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Distributors Share Hurricane Impact Updates

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What to Know before Expanding Across State Lines

4 Steps to Build a Culture of Innovation

Tactics to Align Order Value with Logistics Costs (How to Get Your Profits Back)

DEI Pushback: Where it Leaves Distribution Execs and HR Leaders

MDM Forecast: 2024 Ticks Up, Followed by Much Better 2025

A Deep Dive into Ferguson’s Digital Strategy

Buy or Build Tech Solutions? Stellar Embraces Both

ECONOMIC OUTLOOK REPORTS

2024 Annual MDM Economic Outlook

Premium Monthly

MDM August 2024 Premium Monthly

Market Insight Reports

MDM 2Q 2024 MarketPulse Report

MDM 2Q 2024 M&A Report

Case Studies

Wesco: Strength through Scale, Digital and People

Fastenal: The Big Pivot That Paid Big Dividends

Investment Banking Directory

5 Ways to Digitally Transform Your Warehouse

How to Drive Adoption for B2B Technology

Business Model Innovation

3 Ways Distributors Can Make Better Inventory Decisions

Market Prospector

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