Most distributors plan to raise prices in response to China tariffs: report
A new report from Proton reveals 42% of North American distributors still don’t have a plan for responding to tariffs, despite growing competitive pressure from more proactive peers.
The company's "2025 Tariff Impact Report," based on a survey of 93 distributors in the industrial, HVAC, electrical, janitorial, and building materials sectors, outlines how the industry is handling the return of global tariffs.
One major takeaway is that nearly half of distributors are still in “wait and see” mode, even as smarter players are using this moment to protect margins and grab market share.
“This isn’t just about tariffs. It’s about visibility,” said Proton CEO Benj Cohen. “Right now, too many distributors are flying blind and reacting instead of planning. The ones who are getting ahead aren’t the ones with the perfect forecast. They’re the ones who built systems that let them move fast when the market shifts.”
Key findings from the report:
- 42% of distributors say they’re still in “wait and see” mode, without a formal plan to adjust sourcing, pricing, or supplier contracts in response to the return of tariffs.
- 79% plan to raise prices to protect margins, indicating that pass-through pricing remains the default strategy.
- Distributors are split on China: 35% are seeking alternative suppliers, while 20% are raising prices specifically on Chinese goods.
The report emphasizes that hesitation could put distributors at a disadvantage. While many are still weighing options, others are actively using the tariff pause to gain a foothold in the market.
The final section of the report shares strategies distributors can deploy to get ahead, including:
- Exploring bonded warehouses and FTZs
- Using pre-tariff inventory to outprice competitors and win market share
- Monitoring vendor cost hikes in real time with internal dashboards
- Using AI to automate low-value tasks so reps can focus on high-impact selling
“The best sales teams aren’t scrambling to react,” said Cohen. “They’re keeping customers close while competitors are stuck chasing down costs and reacting to surprises instead of focusing on relationships. That’s how you grow in a moment like this: with clarity, speed, and customer focus.”
INDUSTRIAL SUPPLY MAGAZINE
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