Industrial distribution, once dominated by family-owned companies built on generations of personal relationships, has undergone a quiet but dramatic renaissance. Vendor reduction initiatives, widespread mergers and acquisitions, and the inevitable growth in online selling have intensified competition for available dollars. This whitepaper, conducted in partnership with research firm TNS, sheds light on factors driving the purchase decisions of those who buy or influence industrial supplies purchases. Touching on both current and intended purchase behaviors, the study offers distributors a glimpse into their competitive position in the marketplace, as well as potential areas for growth.