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Home » Modern Distribution Management » Volume 34, Issue 18 - 09/25/2004

Archived Issue

Volume 34 - Number 18 | September 25, 2004

MDM September 25, 2004

This is the pdf of this issue of Modern Distribution Management. Apply the full $24.95 pay-per-view cost toward an annual subscription (within 30 days of purchase), which includes two issues a month plus access to more than six years of online archives an

Emerging Model: Fee-for-Service

By   Douglas  Chandler 
Distributors in the pharmaceutical industry are shifting to a fee-for-service compensation model, giving other industries an opportunity to see how the model plays out on an industry-wide scale. Key question: How do you get manufacturers and customers to

Health Insurance Premiums Continue Rise

Premiums for employer-sponsored health insurance continue to dramatically outpace the rate of wage increases, and families are now contributing about $1,000 more per year out-of-pocket for health insurance premiums than they did in 2000

Be a Strategic Seller

By   John F.  Monoky, 
The role of the distributor salesperson is changing. Keeping your customer's shelf full is no longer enough. Today's salesperson must help his customers increase market share, introduce new products and manage resources more efficiently.

Jaco Electronics Divests Nexus Contract Manufacturing Unit

Jaco will receive $9.25 million in cash and a note from buyer Sagamore Holdings, Inc. for total purchase consideration of $12.0 million and the assumption of certain liabilities. Jaco remains a key supplier for five years as part of the deal.

Monthly Wholesale Trade: Sales and Inventories for July 2004

July 2004 sales of merchant wholesalers were $271.6 billion, up 0.5 percent from the revised June level, and were up 13.8 percent from the July 2003 level. The July inventories/sales ratio for merchant wholesalers was 1.16. The July 2003 ratio was 1.21.

Commentary: Fee-for-Service Ratchets Accountability to New Levels

By   Thomas P.  Gale 
Those operating in highly fragmented distribution sectors see the concept of fee-for-service taking root in the near future somewhere in the neighborhood of a Chicago Cubs World Series victory.

MDM News Digest 3418

Standard Electric Supply buys Illinois firm; Barnes Group acquires DE-STA-CO Manufacturing; BOC courts independent distributors folowing sale of stores to Airgas; Coal mining distributor bought by equity group. More...

Precision Castparts Corp. to Sell Pump and Valve Businesses

Sulzer Pumps Ltd., Winterthur, Switzerland, has agreed to acquire the pump businesses of Precision's Fluid Management Products segment, which include the Johnston, PACO, and Crown product lines, for $36.0 million in cash.

Barnes Group Acquires DE-STA-CO Manufacturing

The acquisition for $16.9 million in cash adds $28 million in annualized sales to Barnes Group Inc.'s Associated Spring unit. DE-STA-CO is a manufacturer of reed valves and shock discs.

BOC Increases Focus on Independent Distributor Channel

Following the sale of its BOC stores to Airgas, international industrial gases producer and distributor The BOC Group plans to increase its focus on its independent distributor channel and has identified opportunities for improvement following a Distribut

Coal Mining Distributor Bought by Private Equity Group

Private equity firm The Riverside Company has acquired United Central Industrial Supply Company, Bristol, VA, the largest, full-service distributor of consumable coal mining supplies in the U.S.
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Industry Data: Monthly Wholesale Trade

Source: U.S. Census Bureau

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