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Manufacturing Expands at Slower Rate

ISA MEMBER EXTRA: Service-Oriented Architecture: Another Way to Modernize Legacy Systems
Distributors have had wildly varying degrees of success in updating their legacy systems. Service Oriented Architecture provides an opportunity to preserve the value of legacy systems but doesn’t pigeon-hole a distributor into an exclusively Web interface or Windows-based application. Here’s an overview. Use the email and password provided in the ISA Advisor welcome email to access this article. Tap into other articles like this at Modern Distribution Management's ISA Research Center.

FREE ISA eBUSINESS WEBINARS IN JANUARY
The ISA eBusiness Committee presents two free webinars for its ISA Members. Both webinars will be one hour in content followed by a half-hour question and answer session. The first webinar, "ISA Identification for Items, Assets and Locations," is Jan. 23, 2008, at 10:30 a.m. EST. This 90-minute webinar will review the rules for assigning globally unique identification numbers for items, locations and assets.

The second Webinar, "ISA Bar Code 101," is Jan. 24 at 10:30 a.m. EST. This Webinar will review several bar code case studies for manufacturing, receiving and decreasing scrap. To participate in either of these webinars, register here by Jan. 18, 2008.

GMROI: GOOD INTENTIONS GONE AWRY
GMROI stands for Gross Margin Return on Inventory. The enthusiasm for GMROI rests upon the fact that it allows firms to make inventory decisions from a return on investment perspective. The sad truth is that despite the hoopla, GMROI actually produces biased financial results which can lead to counter-productive actions. If anything, using GMROI makes inventory management decisions less accurate. Here's a report from Profit Planning Group's Dr. Albert D. Bates. GMROI Report

NEW: INDUSTRIAL CAREERS PATHWAY VIDEO AVAILABLE TO ISA MEMBERS
Industrial Careers Pathway (ICP) has made available an online video promoting exciting careers in the industrial distribution industry. ICP would like to give interested members the opportunity to post the video on their own Web sites. Click the link above to check out the video. A link and embeddable source code are also available.

AN END TO THE DUAL ORDER ENTRY PROBLEM
Customers re-keying or faxing purchase orders to suppliers create a Dual Order Entry Problem and, until now, EDI has been the only solution. The Industrial Supply Association (ISA), in partnership with ecmarket inc., is announcing a new, cost-effective solution to the Dual Order Entry Problem which does not require customers to implement EDI nor change their current business processes.

The ISA eBusiness Committee announces availability of the ISA eBusiness Implementation Guideline. Click here for more information.

ADDING COLLEAGUES TO ISA ADVISOR
Send name, title, email address and company name of each colleague to info@mdm.com. Only employees of ISA member companies will be added to the list to receive this weekly association update.

COMING SOON TO ISA

  • One-on-One Sales Management Seminars: Dave Unplugged Details
  • Feb. 2 – Early Bird Deadline for University of Industrial Distribution
    For more information on upcoming ISA events, go to isapartners.org.

    KEEP READING! Breaking industry news and articles on distribution trends follow your association news each week in ISA Advisor. Articles six months and older are available free of charge to ISA members. Subscription or pay-per-view required for newer content.

  • Exchange Important Documents Confidently and Affordably

    With IDEA’s Industry Data Exchange (IDX), you can exchange eCommerce documents with your trading partners faster, easier and more securely, over paper-based methods. Better yet, if you're already using Electronic Data Interchange (EDI) for document exchange, IDX's internet-based hub delivers an average of 30%-40% — and up to 90% — savings over traditional Value Added Networks (VANs).

    Watch the IDX overview video to discover how you can move your business forward.

    MDM NEWS UPDATE: December 6, 2007

    MDM BLOG: FORCE REDUCTIONS BEGIN IN EARNEST IN BUILDING MATERIALS
    Layoffs and other cost-cutting measures in building materials have begun in earnest, with several distributors and retailers announcing "workforce reductions" in the past week due to the continuing housing slump. Among those cutting jobs: The Home Depot (950), Wolseley (1,300) and 84 Lumber. If you must lay off workers to cut costs, think strategically so that you don’t damage your most valued asset – your workforce. Don't rely solely on department managers to select staff cuts. Don't depend on voluntary early retirement. And don't cut "rank and file" pay. Find out why. More...

    Distribution Case Studies: Success Secrets from Enterprising Distributors

    Learn how an irrigation equipment distributor increased revenue by 60%...how a bicycle distributor used demand planning to deliver the right inventory to the right place…and how a building materials distributor streamlined their supply chain.

    Download these success stories about distributors who are using Infor solutions to become more competitive and more profitable.

    SURVEYS: CEOs, CFOs DIFFER IN OUTLOOK FOR COMING MONTHS
    Despite a relatively uncertain economic cycle, the CEOs of America's top companies showed a slight uptick in their expectations for the economy over the next six months, according to Business Roundtable's fourth quarter 2007 CEO Economic Outlook Survey.

    In stark contrast to that survey, optimism among chief financial officers about the U.S. economy plunged to a record low this quarter in a separate survey by Duke University/CFO Magazine, driven by growing concern about weak consumer demand, high fuel costs, rising labor costs and credit markets. This pessimism will slow growth in earnings, capital spending, and hiring. CFO Survey, CEO Survey

    ORDER CDs FROM MDM'S LATEST AUDIO CONFERENCES

    Economic Outlook: Benchmark your 2008 sales and marketing plan with Dr. Adam J. Fein as he goes through the latest segment-specific economic data and analysis for wholesale distribution channels. Order here. Or call 1-800-742-5060.

    Strategic Pricing: Tap the real-world expertise of speakers Mike Marks and Gene Zelek as they address how to change entrenched and/or dysfunctional pricing relationships and internal structures. Order here. Or call 1-800-742-5060.

    TRANSPORT, LOGISTICS M&A DEALS ON PACE TO BEAT 2006
    Total transportation and logistics deal volume for 2007 is on pace to exceed 2006 levels, according to PricewaterhouseCoopers’ quarterly report on M&A in the global transportation and logistics industry. This may be due in part to the effects of the decline in debt market liquidity and stock market volatility felt by financial investors. Total deal value during the first three quarters of 2007 exceeded the total deal value announced during the comparable period in 2006.

    Based on value, U.S. firms have been leading acquisition targets for M&A deals worth more than $50 million in 2006 and the first three quarters of 2007. More...

    NEED HELP MANAGING YOUR WAREHOUSE?

    Effective warehouse operations can make or break your business. For innovative ideas on how to streamline the operations of your warehouse, click here to download IBM's ALL-NEW Warehouse Management eKit. It features Adam Fein's 2007 Industry Economic Report, a cost justification whitepaper, case studies and more!

    Download your copy today.

    KNOW YOUR CUSTOMER, YOUR SUPPLIER, THEIR SUPPLIERS & THEIR CUSTOMERS
    Many importers have taken to screening all of their suppliers domestically and globally, according to this article from IndustryWeek. The author suggests that companies protect themselves by scrutinizing potential suppliers' general and financial operational practices, starting with a questionnaire concerning business practices, employee benefit information and facility information. Do a site visit and interview some of the company's employees.

    Put that supplier "on probation" for awhile until they prove to be ethical, conscientious and compliant member of the supply chain. Physical audits are recommended on a regular basis to ensure that supplier's conduct remains high. More...

    BOOST YOUR GROWTH PLANS WITH LAWSON DISTRIBUTION
    Lawson Knows Growth in Distribution. Do you know Lawson? Lawson is a global provider of software and services specifically tailored for the distribution sector. Our goal is to arm you with the knowledge and tools necessary to grow your company. The right technology solution can be the key to achieving your growth goals.

    Visit www.lawson.com/growth2 for more information.

    WTO 2007 TRADE STATISTICS: U.S. IS NO. 2 EXPORTER
    The World Trade Organization's International Trade Statistics 2007 provides a broad overview of export and import activity between its member countries. The report is packed with numbers – many of which may not be of much interest– but if you dig, there are a few interesting nuggets. In 2006, the U.S. was the No. 2 exporter in the world behind Germany, and the No. 1 importer ahead of Germany. China comes in third. When including the EU as one unit, combined EU member countries are No. 1 in exporting. Canada is No. 9 in the world in both exporting and importing product and services.

    The report also looks at trade by product and service area, as well as by region and country. World trade in machinery and transport equipment, which is the largest sector in the trade of manufactures, grew by 14% in 2006. More...

    SFA THAT INTEGRATES WITH YOUR EXISTING ERP SYSTEM…
    Tour de Force, when integrated with your current business system, provides a complete Sales Force Automation solution to address the goals of your overall CRM strategy. Tour de Force's single biggest advantage is the strong integration to your back-office ERP solution. No other solution on the market offers the level of information we make available to salespeople through the Tour de Force Business System Integration module. A comprehensive feature set for annual sales planning by account, by territory, by product group and by key vendor has proven to be another significant competitive advantage when comparing other solutions.

    Learn more here

    TAINTED PRODUCTS FROM CHINA DON'T DISSUADE MANUFACTURERS
    Despite the spate of recent product recalls, China remains and probably will remain the preferred destination for outsourced manufacturing. A recent survey found manufacturers do not believe relocating to other countries would guarantee immunity from supply chain breakdowns. Respondents said they were confident that their management in China was "more than adequate." To illustrate this, less than a quarter of respondents said they had reviewed their supply chain practices after recent product recalls. Just one in five said they were considering changes to their quality control process.

    In the survey, enforcement of intellectual property rights beat quality control concerns as the biggest issue in outsourcing production to the country. More...

    Small Business Distributors Think Big with Activant Prophet 21 Small Business Edition (SBE), a fully hosted enterprise software solution designed specifically for small business wholesale distributors. This is a great solution for small, niche distributors, companies just starting out, or those looking to upgrade from products not geared towards wholesale distribution.

    Find out how Activant took the technology platform that more than 1,200 successful distributors rely upon and scaled it to fit the needs of smaller distributors.

    Most Popular Stories at mdm.com:

  • Suncoast Files for Ch. 11 Bankruptcy Protection
  • Zep Inc. Plans Sales Through Industrial Distribution
  • Report: HD Supply to Sell LBM Assets
  • Wolseley to Lay Off 1,300 More Workers in U.S.
  • Beacon Roofing Organic Sales Fall in 2007
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    VISIT THE ISA RESEARCH CENTER

    ISA members receive access to more than five years of research and articles on trends and best practices for wholesale distribution companies through an exclusive agreement with Modern Distribution Management, a newsletter and information service. For more information, visit the ISA Research Center.

    ABOUT ISA ADVISOR

    ISA Advisor is a weekly news and industry update provided as a member service of the Industrial Supply Association. More information about ISA member benefits and services is available at the web site of the Industrial Supply Association.

    ISA Advisor is published weekly by Gale Media, Inc., publisher of Modern Distribution Management, on behalf of the Industrial Supply Association. 100 North 20th Street, 4th Floor, Philadelphia, PA 19103. All rights reserved. To unsubscribe from this e-mail newsletter, please use the links below.