Benchmarking PPAI 100 Distributors Item Average Median 2024 Revenue $37.62M $6.43M Revenue Change Since 2021 30.91% 10.43% % of Revenue From New Clients 15.62% 12% Gross Profit 36.48% 36.10% Total Order Count 101,653.97 12,000 Avg. Order Size $2,948.83 $1,823.58 % Of Revenue From Top Three Clients 25.02% 21% % of revenue from Top 10% of Sales Reps 30.70% 27% Avg. Number Of Full-Time Sales Rep 51 13 Avg. Number Of Full-Time Customer Service 24 7 Avg. Number Of Full-Time Finance Staff 12 5 Net Freight Profit/Loss $358,780.99 $150,000 Avg days to payment 35.93 35 The staffing trend continues with the industry’s smallest distributors, whose employees are forced to wear multiple hats. “We have only 11 full-time sales reps, four fulltime customer service reps and two full-time finance staffers,” Kornblum says. TABLE 10: Average Days To Payment Distributors $100M+ 44 Distributors $25M-$100M 36 Distributors $10M-$25M 36 Distributors $3M-$10M 31 Distributors Under $3M 19 This category could be a strong point for smaller distributors, as many larger firms would welcome the faster payment turnaround that those in the under $3 million segment are achieving. TABLE 11: Average Total Order Count Distributors $100M+ 557,534 Distributors $25M-$100M 47,471 Distributors $10M-$25M 19,209 Distributors $3M-$10M 7,691 Distributors Under $3M 865 No surprise that the average total order count increases exponentially as you scan up the size segments. TABLE 12: Average Net Freight Profit/Loss Distributors $100M+ $1.75M Distributors $25M-$100M $362,459 Distributors $10M-$25M $442,369 Distributors $3M-$10M $94,687 Distributors Under $3M $1,481 “Overall, this report gives me lots of optimism about our industry as we move forward,” Kornblum says. “Even with all the unknowns, there is growth and opportunity out there. The companies that are true consultants and provide real value to their clients and their clients brands will continue to see growth.” The State of Growth 2025 | Must Read PPAI • JULY 2025 • 39
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