Consolidation is a trend that’s been heavily discussed in the last decade. Last year, it went into hyperdrive. The Top 40 distributors grew their sales by 23% in 2022 – more than double the rate for the entire promo industry. The runaway growth means that the largest distributors in our industry generated nearly $10 billion in revenue and account for 37.5% of all industry sales. What’s driving it? You can certainly look at the top of the list, which now sports not one but two billion-dollar distributors: 4imprint and HALO. But these two mega distributors aren’t the only ones grabbing market share; in fact, there were massive revenue gains up and down this year’s list. Like every year for the Top 40 promotional products distributors, the Counselor team obtained certified financial information and conducted research and interviews to vet the figures – including deeper inquiries when companies reported significant growth or declines. The many positive results by distributors this year meant that happened often. It’s clear that the industry has recovered, and it’s the biggest distributors who are leading the way.

Note: All revenues represent U.S./Canada promo sales.
E: Estimate; EG: Estimate W/Guidance; *: Restated prior year’s sales