All your exclusive premium content in one location.

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

Contractor

Ferguson to Position Closer to Contractors with Market Distribution Centers

Economic Trends

Census Bureau Revisions Lead to Rosier 2024 MDM Forecast

Premium Monthly

MDM March 2024 Premium Monthly

MDM February 2024 Premium Monthly

Market Insight Reports

MDM 1Q 2024 MarketPulse Report

MDM 4Q 2023 M&A Report

The report features in-depth articles that recap the year that was 2023 in distribution dealmaking, a full rundown of every deal we covered in October-December, the latest EBITDA trading multiples and more.

MDM 4Q 2023 MarketPulse Report

Find a wealth of data and analysis extracted from the 3Q23 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue and expectations, plus plenty of interesting commentary.

MDM 3Q 2023 MarketPulse Report

MDM 3Q 2023 M&A Report

Our 2023 third quarter M&A report features in-depth articles on activity by Ferguson and Veritiv, and chronicles the overall quarterly pace of new deals.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

Tech & Operations

STAFDA Channel Chat, Pt. 1: eCommerce & Marketing Opportunities, Pitfalls

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

Sales & Marketing

Tech as a Teammate: How to Use Automation to Lighten the Sales Load

Technology has the power to lighten the load on a distributor's sales team, freeing time to focus on higher-quality deals, says Gartner's sales VP.

Branding for Distributors

Inside Global Industrial’s ‘Engaged’ Sports Marketing

Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.

Featured Premium

Friction Fixes: How to Align Sales with Operations

The age-old conflict of sales vs. revenue operations doesn't have to be a combative relationship. Mike Hockett distills takeaways from an ISA23 session on ways to make this dynamic more collaborative.

Strategy

How to Map Your Customers to the Right Channels and Reps

In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.

Sales & Marketing

How to Refresh and Refine Your Customer Segmentation

This MDM Premium piece from Redwood Advisors focuses on how your organization can develop a detailed customer segmentation methodology.

Pricing

How Did Pricing Inflation Affect Gross Margin in 2022? Here’s What Distributors Said

We asked distributors if their gross margin was over- or under-inflated in 2022 thanks to pricing inflation. Here's what the data says.

Pricing

How Rockstar CFOs Solve the Inflation Puzzle

Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.

Pricing

How Much Did Pricing Impact 2022 Revenue? Here’s What Distributors Told Us

We polled distributors about how much pricing influenced last year's revenue numbers. See the exclusive results and commentary here.

Strategy

An Introduction to Incentive Loyalty Programs

What is loyalty marketing? Lincoln Smith explains and makes a case for using incentive loyalty programs to bolster your revenue.

Pricing

Baird-MDM 3Q Survey: Distributors Expect Pricing to Increase at Slower Rate in 2023

The quarterly Baird-MDM industrial distribution survey gauged distributors' confidence heading into 2023. Here's what they had to say about pricing expectations.

Pricing

Distributor Margin Management in Inflationary Markets

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.

Sales & Marketing

Let’s Make the Future of Distribution Sales Easier

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.

Pricing

5 Ways Distributors Can Manage Inflation

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.

Technology

AI’s Role in Increasing Sales Rep Efficiency

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.

Sales & Marketing

Global Industrial Continues Sales Structure Diversification

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.

Sales & Marketing

Customer Retention: The Golden Goose in Distribution Has New Demands

What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.

Sales & Marketing

Content: A Wingman for Distribution Sales Teams

Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.

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.

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

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?

Cybersecurity

Survey: How Concerned are Distributors about Cyber Threats?

Future Leaders

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

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.

Mergers & Acquisitions

MDM’s 2023 M&A Recap: A Mega Year in Dealmaking Activity

The previous two years were strong for M&A activity in distribution, but 2023 was on a whole other level. We dive into 2023's dealmaking figures here.

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.

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

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?

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.

Economic Trends

December Data: Most Distributors’ 2024 Expectations Improve

The data gave more fuel to a "soft landing" consensus for economic conditions next year.

Human Resources in Wholesale Distribution

Your Talent Strategy Goes Far Beyond HR

Amid a sea change in employer-to-employee power dynamics, distributors have had to be much more strategic with their hiring and retention practices. We gather key takeaways on this front from Alex Chausovsky.

Economic Trends

2024 is Your Investment Year, and 2019 is Never Coming Back: Takeaways from Alan Beaulieu

As a primer for 2024, Mike Hockett condenses ITR Economics' Alan Beaulieu's latest industry keynote presentation into seven key points.

Strategy

Wesco Targets Operating Margin Improvement with Anixter-Era Plan

When Wesco merged with Anixter in 2020, it took on a margin improvement plan, which may help the company reach its 10% EBITDA margin target.

Economic Trends

November Data: Wholesale Revenue Optimism Continues Uptick

Overall, revenue outlooks for 2023 and 2024 improved for a second straight month. Mike Hockett dives into the U.S. Census Bureau's latest wholesale trade data.

Quarterly MDM-Baird Distribution Survey

What are Distributors’ Economic Expectations for 2024?

More than three-fourths of executives who responded to the 3Q 2023 Baird-MDM Industrial Survey said they expect either flat or modest growth in 2024.

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.

SHIFT 2023 Playbook

As distribution leaders constantly seek educational resources on business transformation, technology optimization and talent…

Data-Driven Decisions: Opportunities and Challenges in the Data Revolution

Distributors of all sizes and in all verticals are ambitiously investing in data capabilities…

Elevate Your Sales Game: The Ultimate CRM Playbook for Distributors

Customer expectations are evolving, buying behavior is shifting, and competition has become more intense….

What It Takes to Embrace AI in Distribution for Next-level Business Success

Find out how wholesale distribution executives in various stages of adoption have practically applied…

Market Prospector

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.

Sign Up for the MDM Update Newsletter

Our daily newsletter is your best source for news and trends in the wholesale distribution industry.

Analysis: Geopolitical Impacts on Distributors’ Supply Chains

Baird-MDM Research: Suppliers Changing Purchase Minimums

Ferguson to Position Closer to Contractors with Market Distribution Centers

Census Bureau Revisions Lead to Rosier 2024 MDM Forecast

Premium Monthly

MDM March 2024 Premium Monthly

MDM February 2024 Premium Monthly

Market Insight Reports

MDM 1Q 2024 MarketPulse Report

MDM 4Q 2023 M&A Report

MDM 4Q 2023 MarketPulse Report

MDM 3Q 2023 MarketPulse Report

MDM 3Q 2023 M&A Report

Investment Banking Directory

SHIFT 2023 Playbook

Data-Driven Decisions: Opportunities and Challenges in the Data Revolution

Elevate Your Sales Game: The Ultimate CRM Playbook for Distributors

What It Takes to Embrace AI in Distribution for Next-level Business Success

Market Prospector

Sign Up for the MDM Update Newsletter

Get the MDM Update Newsletter

Register for full access

Learn More about Custom Reports

Request a Market Prospector Demo