The maintenance, repair and overhaul (MRO) and industrial distribution industry is both large and growing steadily. Despite this positive outlook, MRO distributors are challenged from many angles 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 SKU counts render it impossible to give reps market-aligned pricing guidance and sales intelligence
- Competition: MRO is ripe for poaching by Amazon Business, 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 whitepaper, we discuss how growth is hindered in this dynamic industry and then provide intelligent strategies for retaining and growing share.