Archived Issue
Volume 34 - Number 7 | April 10, 2004
MDM April 10, 2004
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How To Segment Customers
By Brent R. GroverTo build a successful customer-focused distribution business, it's critical to focus on customers with the greatest profit
potential. Dividing your customer base into groups or segments is the fastest way to identify them. Here's an excerpt from
a new NAW
Business System Package Selection
By Bob SrdochHere's a 10-step checklist for software package selection. The framework is built to catch what the author has seen as the
most common pitfalls to the selection process itself as well as getting desired results and performance out of new software.
February Wholesale Sales Up
February 2004 sales of merchant wholesalers were $257.0 billion, up 1.3 percent from the revised January level, and were up
9.1 percent from the February 2003 level.
Gross Margins Ratios Stay Flat
By Thomas P. GaleGross margins to sales ratio stayed flat from 1993-2002 for wholesalers, according to the Annual Benchmark Report for Wholesale
Trade released last month by the U.S. Census Bureau.
RosettaNet Launches Global Logistics Council
RosettaNet, the e-business standards consortium, announced the formation of the RosettaNet Global Logistics Council. Cisco,
DHL, Exel, FedEx, HP, IBM, Intel, Menlo Logistics, Portnet Singapore, Texas Instruments and UPS are among the first major
industry
Commentary: Don't Expect a Rescue
By Ralph J. NappiWe must work with our government and focus on solving our own challenges by adapting, morphing and changing our businesses
to reflect the permanent structural shift in our manufacturing environment.
Commentary: The Story Behind Gross Margin Trends
By Thomas P. GaleYou can argue that the ten-year gross margins trends show distributors have done well in the face of unprecedented challenges.
MDM News Digest 3407
Prophet 21 builds presence in fluid power with DISC acquisition; Brady Corporation pays $190 million for identification products
manufacturer EMED; Grainger realigns around new growth plan as COO steps down; Financials on MSC and Strategic Distribution.
February 2004 I.D.A. Inflation Index
February's Inflation Index, which measures a cross-section of industrial supplies, is up 0.24% over the previous month, and
up 0.53% from February 2003.
Market Data: MRO Industrial Paints
MRO Industrial paints represented a market in 2003 of $2.4 billion. Here are the top ten industries by SIC code consuming
these products, and the 2003 end-use consumption sorted by the nine government regions.
Grainger Restructures to Align with Growth Plans
W.W. Grainger, Inc., Chicago, IL, is restructuring to drive its growth plans in national and international markets. The move
was announced with the resignation of president and COO Wesley M. Clark.
Prophet 21 Acquires DISC
Prophet 21 gains stronger fluid power base as it continues to buy smaller software companies in vertical distribution niches.
DISC has 70 employees.
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| Title | Company | Location |
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| Chief Executive Officer | Search Firm | East Coast U.S. |
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March 10, 2010
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Study: Grainger's E-Commerce Evolution* Sidebar: Grainger's Timeline * Why United Stationers Bought a Software Company * NBMDA: Visibility Improves * Industrial Inflation Index
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