TABLE 9: Average Full-time Finance Staff Distributors $100M+ 25 Distributors $25M-$100M 7 Distributors $10M-$25M 6 Distributors $3M-$10M 3 Distributors Under $3M 1 The staffing trend continues with the industry’s smallest distributors, whose employees are forced to wear multiple hats. “If it wasn’t for pumping in supplier invoices and other automation methods, we would have a ton of support staff,” Switzer says. TABLE 10: Average Days To Payment Distributors $100M+ 44 Distributors $25M-$100M 43 Distributors $10M-$25M 39 Distributors $3M-$10M 31 Distributors Under $3M 31 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 $10M segment are achieving. TABLE 11: Average Total Order Count Distributors $100M+ 436,362 Distributors $25M-$100M 41,635 Distributors $10M-$25M 26,774 Distributors $3M-$10M 6,206 Distributors Under $3M 938 Williams says the industry’s average order count highlights an interesting contrast to Spark’s model. “Our order volume is significantly lower relative to our revenue, which we see as a strength,” Williams says. “It reflects a focus on larger, more strategic programs rather than high-frequency, transactional orders. “I’m proud that we’re able to keep things lean and efficient without sacrificing growth. We’re not chasing more orders – we’re building bigger, more meaningful programs with our clients. It’s just a different way to scale, and honestly one that feels a lot more sustainable as we continue to grow.” TABLE 12: Average Net Freight Profit/Loss Distributors $100M+ $1,900,000 Distributors $25M-$100M $539,700 Distributors $10M-$25M $285,766 Distributors $3M-$10M $64,357 Distributors Under $3M $24,279 Executive Advertising reported $37,971 in 2025 compared to $52,509 in 2022. “This was expected, as we gave a lot more shipping discounts in our special programs,” Switzer says. “This number dropped, but at the same time, our business massively grew. Regardless, we fit within the industry standard here.” Corrigan is deputy editor at PPAI. Our order volume is significantly lower relative to our revenue, which we see as a strength. It reflects a focus on larger, more strategic programs rather than high-frequency, transactional orders. —CHELSEA WILLIAMS, OWNER AND CEO OF SPARK BRANDED SOLUTIONS Must Read | The State of Growth 2026 The staffing trend continues with the industry’s smallest distributors, whose employees are forced to wear multiple hats. 28 • JULY 2026 • PPAI
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