The stats in State of the Industry are often broken down along promo distributor revenue class, which yields a meaningful look at how small, medium and large distributors run their business. Here, we spotlight the unique characteristics of each class by looking at their top challenges and markets, which additional services they offer the most and their level of concern in finding qualified workers.

Small Distributor
($250K and under in revenue)

54%

are concerned about finding qualified workers.

75%

of clients retained annually.

$980

Average value of orders.

80%

Prefer Made-in-the-USA products.

Top Business Challenges

1. Increasing the size of their customer base

2. Remaining profitable under pressure to cut prices

3. Finding new product ideas to present to clients

Top Markets

1. Education

2. Healthcare

3. Associations & Clubs

4. Manufacturing

5. Nonprofit

Top Additional Services Offered

1. Graphic Design

2. Printing

3. Creative/Marketing Services

Medium Distributor
($250k+ to $1M in revenue)

69%

are concerned about finding qualified workers.

83%

of clients retained annually.

$1,478

Average value of orders.

71%

Prefer Made-in-the-USA products.

Top Business Challenges

1. Recruiting and retaining well-qualified employees

2. Meeting client deadlines

3. Increasing the size of their customer base

Top Markets

1. Education

2. Healthcare

3. Nonprofit

4. Manufacturing/Distribution

5. Associations & Clubs

Top Additional Services Offered

1. Graphic Design

2. Printing

3. Company Stores

Large Distributor
($1M+ in revenue)

72%

are concerned about finding qualified workers.

86%

of clients retained annually.

$1,816

Average value of orders.

67%

Prefer Made-in-the-USA products.

Top Business Challenges

1. Recruiting and retaining well-qualified employees

2. Increasing the size of their customer base

3. Remaining profitable under pressure to cut prices

Top Markets

1. Education

2. Healthcare

3. Construction

4. Finance/Insurance

5. Retail

Top Additional Services Offered

1. Graphic Design

2. Company Stores

3. Warehousing/Fulfillment