Sort of like getting a copy of the play book from the other team, here is a link to Industrial Distribution's 59th Annual Survey of Distributor Operations. This detailed document includes an overview of the distribution market, economic analysis, demographics, sales growth, supplier relationships, and a whole bunch more. It also includes compensation studies so you can know what your opponent is making.
Interesting reading that will help you craft the best negotiating strategy. You might even want to share the link with your industrial distributors. I'll be they have not even seen it.
