Market Analysis

Large Distributors are Gaining Pricing Power 6X Faster than You. Here’s the Data

This piece analyzes recent MDM survey data to compare pricing power divergence between large and small distributors. It's measurable, and most small companies haven't seen it yet, says author Nelson Valderrama.

June 4, 2026

Editor’s Note: Welcome to “The Hidden Majority” — a new column series from MDM authored by one of our top contributing writers, Nelson Valderrama. This series is all about providing thought leadership and industry analysis geared for small- to mid-sized distributors, which comprise the vast majority of the wholesale distribution landscape. Leveraging the latest quarterly Baird-MDM survey data, Nelson dives into the numbers and commentary to identify trends and takeaways that apply to SMBs in the industry.

The previous article in this series

looked at the three causes of margin pressure for…

This is a Premium Article

Join NAW to read the full article — plus access to research, data, and intelligence.

As a member, you get:

Unlimited premium MDM articles, case studies, and monthly intelligence reports
Access to webcasts, podcasts
Exclusive whitepapers, research reports, and market data
Quarterly M&A, MarketPulse, and Economic Outlook reports
Access to NAW Nucleus, NAW SmartBrief, and NAW’s policy and leadership resources

The NAW Professional Membership is $850/year for individuals. It’s the fastest way to unlock this article — and everything else.

Unlock Premium Content

>> Explore all membership options

Already a member? Use your MyNAW Account to Log In

Large Distributors are Gaining Pricing Power 6X Faster than You. Here’s the Data

This is a Premium Article

Related Articles

Research: Pricing Power Holds Steady While Pressure Builds Beneath the Surface

Depatie Fluid Power Nets Minority Investment

3M’s Amazon Deal Targets Data Center Growth, Ties Stock Rights to $6B in Purchases