ASA member manufacturers reported a mixed bag of sales results thus far in 2024, that coming from the latest ASA Quarterly Market Survey.

While the Q1 survey delved into all things manufacturers reps, the latest survey focused on ASA member suppliers. As is the case with all ASA Quarterly Market Surveys — a free ASA member benefit delivered to your email inbox — survey questions were generated by ASA member suppliers, wanting to query fellow suppliers on a variety of important/current industry-related topics.

In terms of 2024 sales, 47% of respondents report sales increases thus far this year, while 42% say sales have been flat. Only 11% note a decrease in sales.

"Q1 was flat, but in the last two months we have seen a sizable bump in sales,” one supplier noted.

"PVF distribution sales cutting back on inventor due to decline in projects,” another supplier wrote. “MRO is growing, plumbing is growing and international sales to Europe and Asia are growing.”

Taking out the proverbial crystal ball, 47% of respondents to the survey predict sales will be up the remainder of 2024, while 47% say flat and only 6% predict a decrease.

"Residential construction is beginning to pick up,” one supplier said. “The reshoring of industrial manufacturing continues.”

"High interest rates are keeping opportunities at a very conservative level,” another supplier pointed, “and there is extremely aggressive competition.”

While there was a mixed bag of sales responses, 62.9% of supplier respondents say they are looking to expand in 2024 through acquisition or organic growth.

Suppliers also were asked their view on attempts by some wholesalers to introduce private labeling/creating wholesaler house brands, which elicited a large swath of responses.

Looking at the remainder of the year, 47% of survey respondents say they expect to see an increase in sales.

“Some manufacturers see it as being a good partner,” one supplier wrote. “Others see it as competing with themselves. We look at what makes sense for the business and the long-term.”

"It’s a growing trend,” another wrote. “Success varies and it still seems to be focused on the basics.”

Other topics broached in the survey:

• What have manufacturers done to increase brand loyalty with distributors and sell-through to contractors?
• Investment in training to ensure contractors are well-trained and educated on the latest product innovations and products for the future.
• Best practices around launching new products to reps and other rep-related operational questions.
• What does a typical rebate program look like?
• Current trends with pricing and inventory
• Effective training methods for wholesale showroom and outside sales personnel?
• Hiring and retention trends

Upcoming surveys

The ASA Business Intelligence Unit will produce two more surveys for distributors and our usual 2025 forecast this year and will debut the results of its 2025 Voice of the Builder Survey live at NETWORK2024 in Chicago Nov. 13-15.

How can I get a copy of the survey?

If you are not on the mailing list to receive ASA Quarterly Market Survey results, contact ASA’s Bri Baresel at bbaresel@asa.net.