Leveraging Proven Strategies to Support Sales Growth in the Evolving MRO Market
At E.A. Langenfeld, we thrive on our work in the retail hardware and homewares space, but we are so much more than that. Our work extends to the MRO Distribution market wherein our objective is to drive sales growth through targeted outreach and marketing, as well as partner with brands to manage SKU assortments, product data, special quotes, pricing, and much more.
In truth, this is a B2B channel with end-customers ranging from large, national multi-facility brands to smaller regional manufacturers, school districts, local governments, and much in between. Distributors and customers alike are looking for programs that group multiple products together to leverage buying and supply power to secure mutually beneficial contracts. While MRO distributors do have local branches across the US, these are not traditional retail locations where planograms and POP advertising will affect growth. The key to this channel is communicating the quality of the product to the end user and educating the field sales teams for the distribution partners to close the sale.
The distinctions between this market and the retail space truly make all the difference. Major MRO players utilize unique strategies to target their demographics, and working with Langenfeld helps enhance those key relationships, provides new connections, and simplifies the sales process. Backed by our long-held legacy in the MRO market, the EAL Industrial Team has a unique portfolio of services to offer, from field sales and customer care to digital commerce and data analytics. In order to understand the complexity of the market and where Langenfeld fits, we must first look at the data.
The Market in 2024 and Beyond
Our work in this space is backed by over ten years of experience with our finger on the pulse of the industry.
According to a recent study at Grand View Research, the North American MRO Distribution market is projected to grow by 2.6% between 2024 and 2030. The industrial sector of this market accounts for a large portion of American GDP, estimated at over $91 billion in 2024, and anticipates positive changes in the coming years. Therefore, massive opportunities await brands, especially those of considerable market size.
As the latter half of the decade draws near, we are looking forward to the growth of the MRO market as a whole.
Anchor MRO Clients
The key players in the Industrial/MRO Distribution channel count in the dozens, but three of our clients stand out as touchpoints for understanding the nuances of this market: Grainger, Fastenal, and McMaster Carr.
Grainger and Fastenal employ a similar strategy; both utilize large field sales teams and top-notch e-commerce websites. Grainger is the market leader due to their sheer size, offering their ability to fulfill needs quickly. Fastenal is also a large company, but their mastery is in supply chain and inventory management.
McMaster Carr concentrates their work in e-commerce and in-bound sales. With their agnosticity towards products and brands, they place their focus on e-commerce supported by print, featuring their renowned 1600-page catalog. The pure breadth of their services is enough to satiate their customers and keep them returning.
The way these brands differentiate themselves is indicative of the scope of the MRO industry; while essentially the goal is the same, it is undeniable that there is more than one way to succeed. That’s where Langenfeld comes in.
The Langenfeld Industrial Team
At E.A. Langenfeld, the cornerstone of our work is partnership. We team up with brands to effectively communicate their message and share their product, leveraging our resources and experience to provide services that optimize growth and simplify the complexities of the market. Our teamwork with the largest MRO distributors in the industry allows us to continue supporting MRO companies of all sizes and help them thrive in the ever-changing market.
To learn more about what the E.A. Langenfeld Industrial Team can do for you, reach out to Kurt Holler at kurt.holler@langenfeld.com or call us at 800.621.7337.