IN THIS ISSUE May/June 2025 | Vol. 114 Num. 3 Editorial Staff Anna Wells ........................................................ anna@ien.com 16 The 2025 Survey of Distributor Operations Distributors weigh in on the 2025 business climate. Andy Szal .......................................................... andy@ien.com Business Staff Thomas Lynch President ............................................................ tom@ien.com Eric Sorensen Director of Multimedia ........................................ eric@ien.com Holly Hoffer Audience Development Manager ........................ holly@ien.com Heidi Lynch Director of Contracts .......................................... heidi@ien.com Denise Hamm Digital Ad Production Manager ........................ denise@ien.com Jake Steidl Marketing Manager ............................................ jake@ien.com Bobbi Burow Creative Services................................ bobbi.burow@gmail.com Contacts & Sales Territories 9 Optimas shares its tariff “war room” approach. ID In-Depth 32 Sales Pitch Paul Reilly on the value of a pencil over a pen. 12 Guest Column 36 M&A Report Chuck Marin , National Sales Manager E: chuck@ien.com; P: 973-800-6191 Territory: CT, DE, GA, MA, MD, ME, MI, NC, NH, NJ, NY, PA, RI, SC, TN, VA, VT, WV Eric Wixom , National Sales Manager E: ericw@ien.com; P: 920-691-6587 Territory: AR, CO, FL, IA, IL, KS, LA, MN, MO, MS, MT, OH, OK, ND, NE, TX, SD, WI, WY Mike Riege , National Sales Manager E: mike@ien.com; P: 608-698-3348 Territory: AZ, CA, ID, IN, KY, NM, NV, OR, UT, WA Mike Peterson , Sales/Advertising Service Rep E: mikep@ien.com; P: 608-692-2304 List Rentals Why distributors need to prioritize speed over cost. Andy Szal on Winsupply’s efforts to add AI capabilities. 14 Q&A Plaza Group president Randy Velarde on the chemical industry supply chain. 26 Guest Column Rebate mistakes distributors are making. Departments 5 First on ID : Notes from the editor 6 ID Today 8 On the Web 34 Product Focus: Motors & PT 38 What’s Trending Brian Clotworthy , The Information Re nery E: brian@infore nery.com; P: 800-529-9020 28 Legal Watch Fred Mendelsohn on whether tariffs qualify as “force majeure.” **To unsubscribe, please email newsletters@ien.com. Subscription-related customer service inquiries can also be addressed by calling 847-763-9549. 30 Market Update Understanding intelligent breathers. Advertisers AFC Industries ............................................. 38 Air Systems ................................................. 17 BDH Belts ................................................... 11 BEVCO Precision Mfg ................................... 19 Carl Bechem GmbH ..................................... 25 Coxreels ...................................................... 33 LUBRIPLATE Lubricants .................................. 2 Migatron Corp ............................................. 37 Old World Industries .................................... 40 Pro-Line Corp .............................................. 21 QA1 ............................................................ 13 Shear-Loc ................................................... 37 ULINE ........................................................... 7 Zenex International ..................................... 27 Industrial Distribution® (Online): ISSN 0019-8153 Industrial Distribution® (Print): ISSN 0019-8153 Industrial Distribution® is published six times per year by Industrial Media, LLC, corporate and editorial of ce: 199 E. Badger Rd., Suite 100, Madison, WI 53713. Industrial Distribution® (ISSN 0019-8153) reports on news and operations for industrial distribution companies. Subscriptions are offered at no charge when requested by quali ed readers in USA and its possessions. Subscription rate to others in USA is $45/year, in Canada, $65/year; all other countries $145/year. Single copies within USA, $5.00. Standard postage, #984, paid at Lebanon Junction, KY and additional mailing of ces. Postmaster: Please send address changes to Industrial Distribution® , 199 E. Badger Rd., Suite 100, Madison, WI 53713. Industrial Distribution® respects your privacy. To see our full Privacy Policy, please go to www.inddist.com/page/privacy-policy. ©2025 Printed in USA Industrial Media, LLC 4 INDUSTRIAL DISTRIBUTION | May/June 2025
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