After more than 35 years in the No. 1 spot, Graybar Electric Co., Clayton, Mo., fell to the No. 2 spot as WESCO Distribution, Pittsburgh, inched ahead with $4.4 billion in 2005 sales, an 18.2 percent upswing. WESCO attributed the increase to market-share growth and acquisitions. Although Graybar declined to disclose revenue in its Top 200 survey, employee-owned Graybar’s 2005 annual report lists sales of $4.3 billion, a 5.5 percent increase over the $4.1 billion in 2004 sales Graybar reported in last year’s Top 200 survey.
In recent years, distributors have seen their markets drastically change with new competitors and new product categories appearing almost daily, and customers wanting to change the way they buy products and services. And when markets change, distributors must change....More