Distributor Industry Sales

2Q 2015 Industry Sales Report: Industry Sales Increase 3.1%

Research by Nathaniel Kucsma

In June 2015, ASI® commissioned an exclusive survey to estimate industry sales for Q2 2015. The industry outlook for 2015 was also included in the study. Invitations went to ASI distributor members who had been in business at least one year. The results of this survey will be published in Counselor PromoGram®, on ASICentral.com and in multiple external media outlets.

A total of 695 distributor firms responded to the survey.

Q2 2015 Sales vs. Q2 2014 Sales

  • In total, just under one-half of distributors reported a year-over-year increase in first quarter sales.
  • Larger revenue distributors reported somewhat more positive results than smaller ones.

  • Year-over-year sales continued in a positive direction in Q2 2015, albeit at a slower rate than in past quarters.
  • Mid-size distributors with sales between $250K and $1 million in annual sales are experiencing the greatest growth.

  • Quarter-over-quarter industry sales were up for nearly half of all distributors in the second quarter of 2015 when compared to the second quarter of 2014.
  • The six quarter moving average is showing some slight signs of a decline.

Expectations for 2015 sales vs. 2014 sales

  • More than half of distributors are expecting a sales increase in 2015 compared to 2014.  This is down from Q1 when 61% were expecting a full year increase in sales.

Counselor Confidence Index

Patterned after The Conference Board's Consumer Confidence Index®, the Counselor Confidence Index is an indicator designed to measure distributor health, which is defined as the degree of optimism on the state of the industry that distributors are experiencing through the results of their business operations. The value from the industry health question is compared against each respective score since 2001, and an index is derived. The year 2001 was chosen as a benchmark because it was neither a peak nor trough in the business cycle.

Starting with Q1 2013, the Counselor Confidence Index is measured quarterly, instead of annually, to provide more timely information about the state of the industry.

  • The Counselor Confidence Index dipped slightly in Q2, but still remains near an all-time high.