The MRO Dilemma: Massive Number of Products to Sell + Constantly Innovating Competitors and a Drop in Internal Skills. How Do You Grow?
The maintenance, repair and overhaul (MRO) and industrial distribution industry is massive and continues to grow at a steady pace. Despite this positive outlook, individual MRO distributors aren’t short on their own challenges when it comes to retaining and growing their market share.
There are several factors hindering MRO companies from retaining the share they have and claiming more. Namely:
- Complexity: Their large customer counts and behemoth SKU counts render it impossible to give reps market-aligned pricing guidance and sales intelligence
- Competition: MRO is ripe for poaching by Amazon, and as a result, traditional distributors continue to see market share slipping away to the online giant
- Skills: A massive generational shift in the workforce is resulting in a skills gap that’s proving particularly problematic to fill
In this playbook for MRO and industrial products distributors, we will discuss how growth is hindered in this dynamic industry and then provide reimagined strategies for retaining and growing share.