MAFSI Barometer: Industry Sales on the Upswing

For the first time in a long time, manufacturers’ reps have reported an increase in overall sales. The latest MAFSI Business Barometer, posted last week, showed reps saw an increase of +0.2% in Q4/24, up from -0.6% the previous quarter.

The positive swing marks what Michael Posternak, CEO of PBAC and Associates, says in his executive summary is the start of the fourth and upward leg of COVID disruption toward normalization. And it’s the first quarter to see growth after 13 quarters of declining sales.

Taking a closer look, by product category, furniture was up by +1.2% and equipment by +0.5% while durable supplies and tabletop saw declines. Regionally, Canada led the way with +2.8% and the South at +1.8%. West was flat and the Midwest and Northeast saw declines.

Some of the most positive indicators, Posternak says, were quoting activity at (reps experiencing) 38% more versus 13% less, and consultant activity at 31% more versus 12% less. “Clearly, the pipeline is strengthening,” he says.

Coming up, reps forecast growth of +1.2% for Q1/25 and will stick with +2.7% overall for 2025. Of course, tariffs could impact these numbers.