DiSC Survey

2020 Distributor Statistical Comparisons (DiSC) Survey

Deadline to Submit Completed Survey is: April 15

The Distributor Statistical Comparisons (DiSC) study is a financial benchmarking study of MHEDA members. This study has become an important tool for members to be more successful and without your participation this tool would not be available. It costs nothing to participate and the results are always free.

There are three DiSC studies, one aimed at each of three major segments of MHEDA members. Each of these segments has different business models and, therefore, different benchmarking needs.


The major goal for this program is to be sure that you are getting as much value out of the DiSC as possible so that we can all be more successful in the future. And that is what the DiSC is about — helping MHEDA members become more successful.

When you participate in this survey you will receive the following reports complimentary:

1. Three industry-wide reports profiling the financial and operating performance of MHEDA members. The reports will be delivered in both a PDF format and an Excel dashboard. Management commentary is provided in the reports to explain what the various statistics and ratios mean and why they are important.

2. Financial Performance Dashboard — Each participant will also receive an individual Financial Performance Dashboard delivered in an Excel dashboard analyzing their company. This report offers an interactive, dynamic look at the columns of data the user wants to use for benchmarking.

Industrial Trucks

Industrial truck distributors or lift truck dealers, is the most diverse business model of the three segments with several sources of revenue, a wide-ranging customer base, and an extensive product offering. Lift truck dealers, of course, sell new industrial truck equipment, but that tends to be only about one-third of their revenue. They also sell used equipment, they have an expensive inventory of parts, they staff a service department to repair and maintain equipment, and they rent units. In order to be successful, all of these revenue sources must be coordinated to complement each other for an effective customer offering. At the same time, each revenue source needs to contribute its share to overall company profitability.

The MHEDA Industrial Truck DiSC study is a process of benchmarking the costs of what your lift truck dealer experiences against what other distributors in the industry encounter. The result is a business case for making changes in order to improve return on investment in your business. The DiSC analysis includes the traditional business benchmarking you would expect; return on investment, Income Statement costs and margins, Balance Sheet comparisons, financial ratios, asset productivity ratios, and finally employee productivity.

The Industrial Truck DiSC study also takes a much deeper look into the analytics for five distinct departments. They are: Aftermarket Operations • Equipment Sales • Parts Department • Service Department • and Rental Department.

Choose the best method to complete the survey. Either PDF or Excel format:

Download the Industrial Truck Survey - PDF Format


Download the Industrial Truck Survey - Excel Format

Storage & Handling/Engineered Systems

There are concrete benchmarks that highly successful storage & handling distributors manage in their business just a little better, resulting in a lot better return on investment (ROI). Thriving distributors achieved their success by managing what the Storage & Handling DiSC report calls the Critical Profit Variables (CPVs). Those key CPVs are the decisive benchmarks that separate successful companies from other distributors in the industry.

This portion of MHEDA’s DiSC study provides some key insights into exactly how the high-profit firms generate better profit numbers. It focuses intently on the key profit drivers — growth, gross margin, expenses, inventory turnover and accounts receivable collections. The report provides a roadmap for any firm wanting to improve its financial performance.

Choose the best method to complete the survey. Either PDF or Excel format:

Download the Storage & Handling Survey - PDF Format


Download the Storage & Handling Survey - Excel Format


Engineered System/System Integrators

Dedicated DiSC survey that examines Engineered Systems/System Integrator business statistics exclusively. For years engineered systems companies have been saying, “We don’t fit into the typical distributor model for financial benchmarking.” Our goal is to provide a valuable business planning tool for your business and to provide a resource, which continues to evolve. You are not compelled to complete the IT or S&H Survey with data points that may not apply to Engineered Systems.

Choose the best method to complete the survey. Either PDF or Excel format:

Download the Engineered System/System Integrator Survey - PDF Format


Download the Engineered System/System Integrator Survey - Excel Format



Only the staff of the Mackay Research Group will have access to your financial survey information. Because the members send completed surveys directly to them, neither the MHEDA staff nor its members have access to any individual company’s data. Data is collected by Mackay Research Group from participating MHEDA members and then analyzed for validity, thoroughness, and market representation based on the organization’s size, line of business, and geographic region. Participants data is aggregated in a way that prevents identification of any individual company’s results.