For MRO and industrial distributors, eCommerce behemoths continue to threaten share and economic outlooks remain uncertain. Given the inherent complexity of these businesses — large customer counts and even larger SKU counts — maintaining market share and retaining existing business is a critical strategy. The same was true for this more than $1 billion broadline distributor of specialty maintenance, repair and operations (MRO) products. Backed by a leading private equity firm, this company was under extreme pressure to deliver significant revenue growth.

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