Modern Distribution Management

Hybrid media and research outlet providing high-level analysis for wholesale distribution executives. Since 1967, MDM has been a definitive resource for wholesale distribution management best practices, benchmarking, trends and business intelligence. Publishes daily news, in-depth articles on sales/marketing strategy, and premium research (including market forecasts and benchmarking reports). Offers newsletters and webinars on topics like pricing, digital sales and salesforce optimization. 

Niche Publications

Depending on your sector, there are many niche magazines, such as Supply House Times for plumbing/HVAC distributors, Contractor Supply for tool/fastener distributors (via STAFDA), B2B Marketing publications. These provide targeted sales and marketing tips for your product vertical. Most offer free subscriptions to industry professionals.

Trade Associations

Industry associations provide networking, education, and advocacy – many have dedicated sales/marketing resources for members. Here are key associations for industrial distributors:

National Association of Wholesaler-Distributors (NAW)

One of America’s leading trade associations representing the $8 trillion wholesale distribution industry. Membership spans 35,000 firms across all distribution sectors. NAW delivers world-class programs and services to help distributors succeed, including sales training, benchmarking studies, webinars, and an annual Executive Summit (more below). NAW also advocates for distributor interests in Washington, and offers publications on trends (like the Facing the Forces of Change series). Membership is paid, but many resources (like the NAW SmartBrief newsletter) are free.

Industrial Supply Association (ISA)

Channel association for the industrial MROP supply industry. ISA is unique in that it connects all partners in the channel (manufacturers, distributors and independent reps) under one roof. Founded in 1902, ISA provides networking events, training, analytics tools, and strategy resources to help members stay relevant and competitive throughout industry change. For example, ISA offers sales seminars, a quarterly Economic Outlook/Forecast, and online courses. (ISA members also receive Industrial Supply Magazine as a benefit.)

Power Transmission Distributors Association (PTDA)

Niche but important association if you deal in PT/MC products (bearings, motors, drives, etc.). PTDA is the leading association for the industrial power transmission/motion control distribution channel, uniting over 300 distributor and manufacturer member companies. PTDA members generate $16+ billion in sales across 2,500+ locations. The association offers targeted resources: a valuable annual Industry Summit, networking mixers, and sales training tailored to technical industrial products. Even if you’re not a member, PTDA publishes free industry trend information and benchmarks that can guide your sales strategy.

Affiliated Distributors (AD)

Member-owned marketing/buying group rather than a public association, AD connects independent distributors in industries like industrial supply, electrical, safety, PVF, and more. AD helps members grow sales through networking with best-in-class supplier partners, joint marketing programs, and shared services. For example, AD hosts annual meetings for each sector where distributors and manufacturers collaborate on promotions and strategy. Membership requires meeting certain criteria and fees, but AD’s scale can significantly boost a distributor’s marketing capabilities (national marketing campaigns, e-commerce solutions, etc.).

Other Associations

Nearly every distribution sector has its own group: NAED (electrical distributors) which provides networking, training and research to its members in the electrical distribution industry, HIDA (healthcare distributors), ISSA (cleaning/sanitary supply distributors), STAFDA (tool/fastener distributors), and more. If your sales focus is in one of these areas, joining the relevant association can offer tailor-made sales training and market data. Many also have regional chapters or forums that allow you to learn from peers.

Events (Conferences & Shows)

Attending industry events is a powerful way to gather new sales insights and marketing ideas while growing your network. Here are some top events and conferences for industrial distributors:

NAW Executive Summit

The American wholesale distribution industry’s premier strategy event. Held each January by NAW, this summit brings together CEOs and sales leaders from major distribution companies. Sessions cover big-picture trends (e.g. the future of sales in distribution, digital transformation, economic outlooks) and actionable insights from top performers. The networking is unparalleled, as you can swap strategies with other distribution executives. (The event is paid, with discounts for NAW members.)

ISA Annual Convention

The Industrial Supply Association’s yearly convention (every spring) is a must for those in industrial/MROP distribution. ISA’s multi-day event is described as the “epicenter of the industrial supply industry where business gets done, connections are made, and the future of the industry is shaped.” It features keynote speakers (sales and economic experts), interactive sales workshops, and a large exhibitor floor. ISA emphasizes innovative networking (social events, roundtables) to ensure distributors, manufacturers, and reps build productive relationships. (Open to members and non-members; registration fee applies.)

MDM SHIFT: Future of Distribution Summit

Hosted by Modern Distribution Management, SHIFT is a conference focused on emerging trends that impact sales and marketing. For example, the 2025/2026 agenda highlights applied AI in distribution, future sales models, and distributor of the future strategies. It’s a forward-looking forum where you can learn about cutting-edge tools (like AI-driven sales enablement) and case studies of distributors reinventing their go-to-market approach. Often co-located or partnered with other events, SHIFT typically requires a paid registration.

Sector-Specific Trade Shows

Many distributors benefit from attending product-focused trade shows that double as sales and marketing learning opportunities. For example, the STAFDA Annual Convention (tools/fasteners) or Industrial Fastener Expo (fasteners/MRO) let you meet suppliers and also attend educational sessions on sales best practices. IMARK Showcase (electrical) and NetPlus Alliance meetings (industrial suppliers) similarly blend vendor expo with marketing workshops for members. Even general supply chain conferences (like Inbound Logistics’ events or B2B Online) can offer fresh ideas on digital marketing and customer experience that distributors can adopt.

Webinars & Regional Events

Don’t overlook free (or low-cost) webinars and regional seminars. NAW, ISA, and independent groups like Distribution Strategy Group host frequent webinars on topics such as digital marketing for distributors, value-based selling, and CRM utilization. These online events are often free and provide quick-hit lessons from experts. Regional distributor associations or buying groups might host one-day sales clinics or networking dinners that can be very insightful as well.

Research and Market Intelligence

Knowing the market and benchmarking your performance is key to refining your sales strategy. Several resources provide market intelligence, industry data, and research specifically for distributors:

NAW’s Facing the Forces of Change Series

Published every 3–4 years by the NAW Institute, Facing the Forces of Change® is a landmark research study analyzing the future of wholesale distribution across sectors. For example, the latest edition (Reimagining Distribution in a Connected World) examines how e-commerce, analytics, and shifting customer expectations are forces reshaping sales and marketing for distributors. These reports (available for purchase, with discounts for NAW members) are packed with data and strategic recommendations – essentially a roadmap for distributors to “plan, prepare, and execute strategies to capitalize on the forces of change.” Even if you only read the executive summary, you’ll gain valuable insight into where to focus your sales efforts.

Modern Distribution Management (Research)

In addition to news, MDM offers deep analytical reports. MDM’s research team produces market size estimates by sector, quarterly economic trend analysis, and industry benchmarks (distribution sales metrics, digital adoption rates). MDM has a proven track record and provides competitive intelligence to meet your specific needs, including member-only data tools. For instance, MDM’s Market Prospector tool allows subscribers to run custom market reports for demand forecasting. They also publish the annual Top Distributors list spanning various industries (a broader counterpart to ID’s Big 50), useful for competitive intel. Some content is free on their site, while detailed reports may require a premium subscription or one-time purchase.

Industrial Distribution Magazine – Surveys & Rankings

The Industrial Distribution editorial team periodically conducts a Survey of Distributor Operations and publishes findings on everything from e-commerce usage to gross margin trends (often summarized in their May/June issues). The magazine’s annual Big 50 ranking (free on IndDist.com) is not just a list of companies; it typically includes an analysis of how top distributors grew sales, which end-markets were hot, and what challenges (pricing pressures, supply chain) the industry faced in the past year. Reading these pieces can help you benchmark your own firm’s growth and identify successful strategies other distributors are using in sales and marketing.

Distributor Benchmarking Reports

Many trade associations offer research for members, such as ISA’s Quarterly Forecast Reports (tracking sales trends in the industrial MRO sector), PTDA’s Market Forecast reports for PT/MC sales, or NAED’s Performance Benchmarking for electrical distributors. These often combine member survey data with expert analysis, giving you KPIs to measure against (like average sales per rep, marketing spend as % of sales). If you are a member, take full advantage of these reports. If not, check association websites or press releases. They often share high-level insights publicly.

Market Intelligence Services

A few commercial services focus on B2B market intelligence that distributors can use. For instance, Dun & Bradstreet’s Hoovers or Databases like IBISWorld provide market and competitor data in industrial sectors (useful for sizing new verticals or finding prospects). Additionally, industrial B2B marketplaces (like Thomasnet) release trend reports (e.g. top products searched) that inform your marketing focus. While not distributor-specific, these resources can supplement your understanding of where demand is rising or how to position your offerings.

Marketing Agencies

RH Blake

A full-service B2B marketing agency, RH Blake specializes in helping industrial manufacturers and distributors grow sales and strengthen their market presence. With deep expertise in the industrial sector, RH Blake partners with distributors to develop go-to-market strategies, craft compelling messaging, and execute multi-channel marketing programs that attract customers and build brand preference. Their services include content creation, sales enablement tools, website development, digital marketing campaigns, and thought leadership, all tailored to the unique challenges of industrial distribution. By combining strategic insight with hands-on execution, RH Blake helps distributors drive demand, engage buyers, and accelerate growth. rhblake.com

Manufacturers’ Rep Resources

Independent manufacturers’ representatives (sales agents) play a critical role in many industrial supply channels. Distributors often interact with reps who represent product lines, and in some cases may consider hiring independent reps to extend their sales reach. The following resources help connect and educate manufacturers’ reps, which indirectly benefits distributors looking to build strong manufacturer partnerships or find sales agents.

Manufacturers’ Agents National Association (MANA)

Leading U.S. association for independent sales reps and the manufacturers who use them. MANA has been connecting independent sales reps with manufacturers since 1947. For distributors, MANA is useful in two ways: (1) It maintains an online directory of independent reps searchable by territory and product category (via its RepFinder® tool). If you carry a product line and need additional sales coverage in a region, you might find a rep agency through MANA. (2) MANA produces educational content (much of it via its free Agency Sales Magazine and blog) about effective rep-distributor-manufacturer relationships. Understanding the rep’s perspective can help your team collaborate better on joint sales calls and marketing campaigns. Full access to MANA’s rep directory requires membership or a trial, but many articles are publicly available.

RepHunter

Online platform that helps manufacturers and distributors find independent commission-based sales reps. RepHunter boasts listings for 1099 sales representatives in a wide array of industries, sectors, and products, with reps often looking to add complementary lines. Essentially, a company can post an opportunity and search the database for reps with established relationships in target markets. While there is a subscription fee to contact reps, searching the directory is free, and the site provides guides on working with reps (contracts, commission structures). This can be a valuable resource if you want to expand sales without hiring full-time staff (for example, using freelance reps to open new geographic territories or niche markets).

National Electrical Manufacturers Reps Association (NEMRA)

If you operate in electrical, datacom or lighting distribution, NEMRA is a key resource. It’s a trade group for electrical manufacturers’ reps and offers a Rep Locator tool on its website. Distributors can use it to identify rep agencies in various regions (many distributor-manufacturer relationships in electrical are facilitated by NEMRA reps). NEMRA also publishes guidelines and best practices (some freely available) on working effectively with independent reps. Similar niche rep organizations exist in other fields (e.g. AIM/R for plumbing/HVAC reps).

Manufacturer Representatives Educational Research Foundation (MRERF)

Provides training and certification for professional reps (like the Certified Professional Manufacturers’ Representative designation). While aimed at reps, MRERF’s training modules and webinars, which often cover advanced selling skills and customer engagement, can also be insightful for distributor sales managers who collaborate with rep agencies. It helps you ensure that the reps representing your suppliers are aligned with your own sales process.