65%
The percentage of end-buyers in the manufacturing market who cite saving them time as a key benefit of working with a distributor.
(ASI Research)
Most of the time, movements in the manufacturing industry foreshadow economic shifts in all areas of the supply chain, due to its reliance on raw material availability and natural resource regulation.
To that end, a part of the surprising renewed economic optimism this year can be traced to how the U.S. manufacturing industry in 2023 continued to capitalize on new laws that prioritized rebuilding infrastructure and advancing clean energy initiatives. By midyear, a Deloitte report on annual construction spending in manufacturing showed a 70% year-over-year increase and set the stage for further industry growth in 2024.
Despite those encouraging signs, manufacturers worldwide are still facing the ongoing shortage of skilled labor, lingering supply chain disruptions and innovation challenges in the race to meet stricter emissions goals – worthy problems to solve, but ones that will face their fair share of hurdles along the way.
Even with these multifaceted challenges, manufacturing has historically ranked as a top five market for distributors (especially small and medium-sized ones), proving that there are always opportunities for business even amid economic uncertainty.
Product Pick
Items that are worn with pride beyond the job site, like this logoed trucker mesh back hat (i3028), is a sure-fire bet when it comes to outfitting manufacturing clients and their distribution partners.
Product Pick
These custom-molded nameplates with super-strength adhesive can withstand inclement weather and are essential for any manufacturer of raw materials, as their products are distributed for various industries and environments.
3 Distributor Tips
Burke Buchanan, senior account executive at Top 40 distributor The Vernon Company (asi/351700) since 1992, has carved out a successful career in promo by working with clients in aluminum, trailer manufacturing and automotive. Here is his advice.
1 Become an expert at decals. Manufacturers need original equipment manufacturer (OEM) labels when selling their products, be it to automotive or another industry. “Decals with the appropriate adhesive strength are paramount for warning labels, instructions and brand decals,” Buchanan says. Approach clients with solutions that follow the intricate guidelines of their regulatory systems, and you’ll be a partner for life.
2 Invest in employee retention. “It’s expensive to lose a labor worker, or even pay the price of employees missing days,” says Buchanan. “Incentives for days on the job, days without incident, promotions and achievements all fall under the category of positive reinforcement.” Awards like branded work apparel and hard hat decals are huge among union workers. These products signal belonging, loyalty and achievement, and can be part of a larger plan to show appreciation.
3 Play the long game. The manufacturing industry ebbs and flows, so it’s important to be conservative with inventory in company stores and orders. “Instead of just trying to get a big pay day, you want to prove that you have their best interest in mind,” Buchanan says. “Ask about projections for the current year and give them options that will help their cash flow.” This solidifies long-term relationships and leads to more consistency in your own business as well.