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Applied Sales Up 7% YTD

ISA MEMBER EXTRA: GET PAID FOR THE VALUE YOU ADD
Price pressure and intense competition have eliminated razor-thin margins, pushing many distributors to the brink. In addition, distributors have gotten into the habit of “giving away” value-added services in hope of winning deals, driving costs to historic heights. The solution: Revamp pricing based on the value you provide in each segment. Read the Article

After reading your weekly ISA news, scroll past the yellow section for more features.

JOIN US IN CHICAGO: 2008 ISA CONFERENCE WEBSITE NOW OPEN!
The Web site for the 2008 Industrial Supply Conference and Trade Fair, "Taking Care of Business," is now online. Take a look at this year's schedule and speakers, and, NEW for 2008, register attendees and purchase booths online!

You will have the ultimate networking experience at the 2008 event, June 1-3, 2008. There will be more than 12 hours of networking opportunities, a new BizTech Pavilion, where you can visit Service Providers in one location, a new luncheon for Canadian attendees, two lunch-and-learn sessions, and education-only opportunities on June 3. Also new this year: ISA is going green: No paper forms will be mailed. All registration options are on one registration form, and there will be complimentary spouse registration and a Hospitality Station. Click here for more information. Contact ISA at info@isapartners.org or call 215-320-3862.

NEW WEBINAR, MARCH 12: ZAP THE GAP! SOLVE THE MULTI-GENERATIONAL PUZZLE
If you think you have heard all there is about the four different generations in the workplace, you have not heard Meagan Johnson's hilarious spin on how to attract, train, market, manage and retain people from each generation and not strangle someone in the process. Laugh while acquiring tools to use in improving your multi-generational relationships with clients, customers and co-workers. Click here for more information.

NEW SEMINAR, MARCH 18-20: FOUR PILLARS OF THE SALES PROFESSION
In this seminar, March 18-20, sales professionals will learn how to document their organization’s value-added services and sell them to their customers. With the help of the logical and systematic “SELL Process,” attendees will work on a target account of their choice to gain practical, hands-on tools for better face-to-face selling. Click here for more information.

DON'T MISS THIS OPPORTUNITY TO RECEIVE THE MOST COMPREHENSIVE DATA AVAILABLE IN DISTRIBUTION!
Maximize the true value of your membership and participate in the 2008 Employee Compensation Report, which is only conducted EVERY OTHER YEAR. It is not too late as the deadline to participate has been extended to Feb. 15. Click here for more information.

TAKE ADVANTAGE OF DISCOUNTED RATES AVAILABLE THROUGH ISA-NOVA PARTNERSHIP
ISA and NOVA invites you to take advantage of the special discounted rates available to you as a client. NOVA offers many innovative products and services such as: Wide range of terminals, online reporting, electronic check service, and electronic gift cards. To take advantage of this affinity program and learn more about their products and services call 866-213-4754 and mention promotion code 86600 to receive your member pricing. Be sure to check out all of the other cost reduction programs ISA has to offer at isapartners.org.

2008 MEMBERSHIP DIRECTORY IS NOW AVAILABLE
A copy has been sent to all member locations. Additional copies are available to members only at a cost of $10 plus $5 for shipping and handling. All orders must be accompanied by a check or credit card. An order form is available here.

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

ISA CALENDAR OF EVENTS

  • Feb. 15: Employee Compensation Report – Survey Deadline! Details
  • Feb. 18: Watch your mail for 2008 ISA Profit Survey
  • March 12: ZAP THE GAP! How to Solve the Multi-Generational Puzzle Webinar
  • March 18-20: The Four Pillars of the Sales Profession Seminar, Dayton, OH
  • May 21: How to Find and Keep the Right Employees … Without Stealing from the Competition Webinar
  • June 1-3: ISA Industrial Supply Conference & Trade Fair, Chicago, IL Details
  • Sept. 10: Developing an Inventory State of Mind Webinar
  • Dec. 2: The Telephone Doctor Webinar
    For more information on upcoming ISA events, go to isapartners.org.

    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.

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    For more information, visit sage360.com.

    MDM NEWS UPDATE: January 24, 2008
    (Click headline to view)

    WOLSELEY BLAMES U.S MARKET FOR 25% PROFIT DROP
    Global building products and plumbing/HVAC distributor Wolseley plc reported a 25% drop in profit for its first five months ended Dec. 31. Revenue was up 2%. The UK-based company was hit hardest in North America, where profit was down 40% and revenue down 10%. In addition to the 3,000 already laid off in the U.S., Wolseley has implemented a "general headcount freeze" for both continents on which it operates. The company blamed the "worsening U.S. housing market, low consumer confidence arising from global credit restrictions and the weakness of the U.S. dollar." And, the distributor says "market conditions are likely to worsen."

    But there's news on Canada: Wolseley reported that the Canadian residential market has not been significantly impacted by the U.S. housing market. Wolseley Canada had local currency revenue growth of more than 3%, although profit was 15% lower, due to branch closures. More...

    WHAT ARE THE BENCHMARKS FOR SUCCESS IN DISTRIBUTION?

    A successful benchmarking effort begins with an understanding of common performance metrics. The Annual Census of Distribution conducted by the MPI Group identifies current performance levels for key technologies and processes—from radio-frequency identification (RFID) to Six Sigma—in distribution centers and warehouse operations. Learn how savvy distributors are using benchmark metrics and adopting best practices to stay one step ahead of the competition.

    Click here to read the Annual Distribution Executive Summary.

    THE FED CUTS RATES: ANALYSIS FROM AROUND THE WEB

    The Fed's surprise move: Cutting the federal funds rate by 0.75 percentage points to 3.5%.

    The Wall Street Journal says that the Fed is running a risk with its swift reaction.

    This New York Times article looks at how big a recession would be if it does indeed come to pass. Here's Forbes' take on the question.

    The impact on European economy: Bloomberg says Europe may be starting to suffer collateral damage from the U.S. subprime mortgage slump.

    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.

    MDM BLOG: HOME DEPOT HANGOVER – AN UPDATE ON M&A ACTIVITY
    Distribution M&A markets have changed significantly in the past six months. Deals, especially in the last quarter, have started to dry up and valuations are dropping fast. Yet there is still a lot of private equity money looking for a place to land. MDM Publisher Tom Gale reflects on a recent discussion on the subject with Brent Grover of Evergreen Consulting and Jim Miller of Supply Chain Equity Partners. His takeaway: There will be significantly lower levels of deal activity in 2008, with strategic buyers making most of the headlines. And likely there will be very few “headline” deals. More...

    2008 Wholesale Distribution Economic Outlook with Adam Fein

    90 minute CD and Transcript only $209

    Benchmark your 2008 sales and marketing plan with the latest segment-specific economic data and analysis for wholesale distribution channels. Hear Fein’s insightful analytic commentary on the latest government business data, emerging macroeconomic trends and his forecast for 2008 conditions.

    Visit here to learn more and purchase the cd of this recent MDM Audio Conference.

    LABOR MARKET, AUTOMATION NEEDS DRIVE WMS ADOPTION
    What's driving the growth in WMS adoption? In a recent interview with Supply Chain Digest, David Landau of Manhattan Associates says that an aging workforce, a drive toward automation in DCs, and a rise in "labor management systems." In addition, as companies rapidly grow, they need a warehouse management system that will support that growth and the service levels demanded by it.

    "Companies are really trying reduce the impact labor has on their warehouses. We see many new buildings that are coming online that are far more automated than they were before. Miles of conveyer, more sorters, more automation – we’re seeing this across the board. So for a WMS to have real-time, pre-built integration out of the box to different material handling vendors is more critical than ever to improve integration and reduce risk," he says. More...

    Strategic Pricing with Mike Marks

    Order the 90 minute CD

    Are you searching for ways to improve your profit margin? Is it time to increase prices? How do you avoid or minimize a price squeeze?

    Listen to 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.

    Visit here to learn more and purchase the cd of this recent MDM Audio Conference.

    SIGN UP YOUR ASSOCIATES

    Sign up other members of your staff to receive breaking news, industry and association information. To sign them up, click here.

    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.

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