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Volume 34 - Number 7 | April 10, 2004

MDM April 10, 2004

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How To Segment Customers

By Brent R. Grover

To 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 Srdoch

Here'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. Gale

Gross 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. Nappi

We 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. Gale

You 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.

MDM Digital

The Case for Mobile in Distribution Marketing John Sonnhalter explains why distributors should include mobile in their marketing plans and how to start. Watch now. iPad users: click here to view.	Economic Update: The Festering Euro-Crisis MAPI Economist Kris Bledowski analyzes the outcome of recent meetings about the European banking and debt crisis. Watch now.
Online Marketing Tips from Bob DeStefano Many companies make the same mistake on their company websites. Do you? Find out.	More Audio and Video Features from MDM: Distributor Executive Interviews MDM's YouTube Channel MDM/MAPI Monthly Economic Update Think About It Sales Podcast

MDM Podcast

Think About It:
When They Google,
Will You Be There?

In this digital age, the first stop a potential customer makes is the internet. If you're not there, you're not part of the decision-making process.

Listen now.

Learn more or subscribe to the Think About It podcast.

Training

Upcoming Programs

Feb. 9: Operating for Profit: The Coming Revolution in Supply Chain Finance with Jonathan Byrnes. This program is part of the quarterly Islands of Profit Webcast Series.

Did you miss MDM's recent webcasts? Order the DVDs and share with your team today:

* Leading for Profit: How to Lead a Profitability Turnaround

* Inventory Management Best Practices in 2012

Featured

U.S. Abrasives Market Demand Report

This report provides a three-dimensional view into estimated market size, customer segment potential and customer size demographics for the U.S. Abrasives Market.

These three data slices give you deep insight into total market potential and your market share by both customer type and size.

Learn more about the U.S. Abrasives Market Demand Report

Training Resources

Featured Article - MDM-Baird Benchmarking Survey: Distributor Optimism Returns

$34.95

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Management Tips from Modern Distribution Management

$49.95

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Inventory Management Best Practices with Jon Schreibfeder: DVD + Book

$119.00

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Benchmarks & Best Practices: The Answer Book for Growth-Minded CFOs & Controllers

$249.00

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Title	Company	Location
Credit/Collections Manager	APR Supply Co.	Lebanon, PA
Management Trainee	APR Supply Co.	Lebanon, PA
INDUSTRY SPECIALIST - Rubber Products	KAMAN Industrial Technologies	North East Area - CT, MA, ME, NY, RI, VT
Sales Account Manager - Energy Market Segment	TESSCO	Baltimore, MD
Channels Marketing Representative -- Advanced Supply Chain Business Information Systems	Scientel Information Technology, Inc.	Southeast Michigan
Technical Trainer - Innovative Change Agent - Long Island City, NY	Daikin AC	Long Island City, NY
Sales Representative	Superior Essex	Minnesota
View ALL Wholesale Distribution Job Listings

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	MDM/Baird Survey: Optimism Returns Rexel's U.S. CEO on Service & Alternative Energy Global Markets Not Just for Large Companies December 2011 Industrial Inflation Index
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