Distribution KPI Scorecard
The 12 metrics every distribution leader should review monthly — with exact formulas, NAW industry benchmarks, root cause analysis for when numbers decline, and specific improvement levers you can pull.
Every KPI in this scorecard has a clear formula, an industry benchmark, and specific levers you can pull when the number isn't where it should be. We don't include a metric unless you can do something about it.
- MRR should represent 60-75% of total revenue — below 50% means dangerous dependency on one-time orders
- Revenue per customer trending down while customer count grows = diluted sales effort
- DSO benchmarks: best-in-class 28-32 days, average 42 days, problematic 55+ days
- Four dimensions covered: Revenue & Growth, Operations Efficiency, Customer Health, Team & Capacity
The 12 metrics that actually matter
Stop flying blind with vanity metrics
Most distributors track revenue, margin, and AR aging. That's like driving a truck by only checking the fuel gauge. These 12 KPIs give you the complete picture.
Real industry benchmarks from NAW data
Know exactly where you stand against peers: best-in-class DSO is 28-32 days, MRR should be 60-75% of total revenue, and more.
Actionable root cause analysis for every KPI
When a number is trending wrong, the top 3 root causes and specific improvement levers are spelled out — no guessing required.
Track trends, not snapshots
One bad month isn't a crisis. Three consecutive months of decline is a pattern. The scorecard framework helps you tell the difference.
What's included
-
12 KPI Definitions & Formulas
Exact calculation formulas with variable definitions — no ambiguity about what to measure
-
Industry Benchmark Reference
NAW/NACD benchmarks for each KPI across electrical, plumbing, HVAC, and industrial segments
-
Google Sheet Spec
Specifications to build your own monthly tracking dashboard — pull data from ERP on the 1st, review on the 5th
This is for you if
- — You review financials monthly but don't have a structured KPI framework covering operations, customers, and team capacity
- — You want to catch problems early — declining customer frequency, wallet share erosion, team capacity ceilings
- — Your leadership team needs a shared scoreboard to align priorities each month
Skip this if
- — You already have a comprehensive KPI dashboard with automated data pulls from your ERP
Ready to download?
Drop your email once. Get this resource and access to every other one in the library.
Want to see how Workd runs all of this on one platform? Get a demo →