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Wholesale Distribution
Top U.S. distributors run 2x the EBITDA of the industry average. Here's what they're doing differently.
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Wholesale distribution is at an inflection point. Tariffs are compressing margins, a generation of owners is approaching retirement and buyers now expect speed and accuracy that most legacy operations weren't built to deliver. The gap between high-performing distributors and the rest isn't narrowing; it's widening.
The State of Wholesale Distribution 2026 examines the five forces reshaping the industry and benchmarks performance across the metrics that matter most. The findings are drawn from distributors across North America and offer a clear picture of where the pressure points are, where top performers are pulling ahead and what separates businesses scaling with confidence from those absorbing the same challenges without a clear path forward.
If you're making decisions about operations, technology or growth strategy in the next 12 to 24 months, this is where to start:
- See why 62% of distributors expect costs to rise 10% or more due to tariffs, and how top performers are protecting margins.
- Understand what high-EBITDA distributors are doing differently across pricing, fulfillment and operational efficiency.
- Identify the gaps most likely to limit growth and where peer businesses are investing to close them.
- Benchmark your operation against industry performance data and see where you stand.
The distributors outperforming the market aren't doing more. They're operating on better information.
