Finding Opportunity When the Market Doesn’t ‘Carry the Channel’

As distributors stare down a potentially sluggish year, how they can continue to go after more market share.

Major distributors wrapping up their recently concluded fiscal years tended to report slower growth toward the end of 2023, and many suggested that a similar environment awaited them in the beginning of 2024 ahead of more favorable conditions later in the year.

John Gunderson, a longtime industry executive who leads distribution sales, category and marketing strategy at consulting firm the Dorn Group, says that after post-pandemic inflation helped goose distributors’ bottom lines, price isn’t having the same effect these days — and that customers are increasingly looking for better rates.

Gunderson recently joined Industrial Distribution to discuss what distributors are seeing in the market, and where opportunities remain to continue to grow.

More in Video