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HOW TO USE THIS INDEX: All 2005 issues of Modern Distribution Management are volume 35, issues numbers 1-24. The exact issue is indicated at the end of each index listing by the notation “35.xx.” Back issues from the entire year and the past four years are available without charge to subscribers online in the Archive section of www.mdm.com. Click on the ARCHIVES tab in the left column. News items and other content from the past three years are also available by using the “Search” tool on the main page of www.mdm.com. For complete back issues or complete years, please call 303-443-5060.
Deals & Market Moves
Anatomy of a Deal in Progress: Scenarios for Kaman Corporation’s future, By Thomas P. Gale and Robert A. Cornog Jr., 35.20
Ferguson to Buy Kennametal’s Integrated Supply Unit, 35.7
Grainger Tops $5 Billion in 2004, Exits Integrated Supply Business, 35.3
Home Depot & Hughes Supply?, By Lindsay Young, 35.21
Joint Venture Extends U.S. Supply Expertise to China, 35.20
Kaman Deal Timeline, 35.20
MDM Q&A: Ferguson and Full Service Supply, 35.7
SuperValu Expands Foothold in Third Party Logistics Market, 35.3
The Home Depot to Acquire National Waterworks, 35.14
Wajax’s Income Fund Conversion, 35.6
WinWholesale to Buy Noland Company, 35.7
Distribution Trends
Beyond the Factory: Expanding integrated supply into contractor markets and beyond, by Douglas Chandler, 35.16
Converging Channels, by Thomas P. Gale, 35.22
Distribution Functions Are Changing, 35.23
Hype & Hope for RFID in Distribution, by Adam J. Fein, 35.12
Integrated Supply 2005 Update: Part 1: The changing face of integrated supply, by Douglas Chandler, 35.15
Integrated Supply 2005 Update: Part 2: A more fragmented market creates opportunities, by Douglas Chandler, 35.16
Integrated Supply 2005 Update: Part 3: Constraints and opportunities ahead, by Douglas Chandler, 35.17
Shifts in Alcohol Distribution Channels, an interview with Tim Horan, 35.14
Standardizing Price Updates, 35.24
The Shifting Value of Distribution, by Thomas P. Gale, 35.10
Management Case Studies
A Margin Optimization Project, by Anthony Pericle, 35.18
Apache Hose and Belting: Time management is a key differentiator, 35.11
Atlantic Fasteners: Don’t go direct!, 35.23
Better Margin Customers: Company shifts segments to focus on higher margin opportunities, by Anthony Pericle, 35.11
Better Margin Management, by Anthony Pericle, 35.8
Business Ethics as a Differentiator, by Lindsay Young, 35.24
Dual Plans Prove Destructive: Salesforce is refocused on customers, not product, by Mike Marks and Mike Emerson, 35.9
Flexible Steel Lacing Company: Work with me to improve efficiencies, 35.15
Gates Corporation: Use lean to improve processes, 35.17
Kaman Industrial Technologies: Make transactions transparent, 35.13
Minarik Automation and Controls: Have an honest obsolescence program, 35.2
MPT Drives Inc.: Know when to say “No,” 35.5
Salesforce Overcompensation, by Mike Marks and Mike Emerson, 35.15
SKF Sealing Solutions: Provide accurate & complete information, 35.20
Product Linkage Development: Leveraging hard-to-get product to expand customer base, penetration, by Mike Marks and Mike Emerson, 35.13
Economic/Market Analysis
ARC Forecasts Warehouse Management System Market to Reach $1.3 Billion, 35.13
Manufacturers Alliance Forecast: Expect Moderate Growth for 2006, 35.4
MAPI Business Outlook Index Indicates Continued Growth, 35.2
MDM Annual Reports Digest: Metals USA, 35.6
Purchasing Execs Expect Growth in 2006, 35.24
Steady Growth Ahead, 35.1
Strained Supplier Relationships Hurting Ford and GM, 35.12
Wholesale Employment Up in March, 35.7
Marketing & Branding
Build a Better Sales Comp Plan, by Stacy Ward, 35.18
Build Your Brand, Build Your Future, by Thomas P. Gale, 35.23
Congress OKs Established Relationship Fax Exception, 35.13
Critical Sales Measurements, by Todd Youngblood, 35.4
Is It Time to Revise Your Sales Compensation Plan? by Dave Kahle, 35.18
Good Marketing Gone Bad, by John Graham, 35.5
Learning Competitive Advantage: Lessons sales representatives can leverage, by Todd Youngblood, 35.14
Missing Sales Management, by Mike Marks and Mike Emerson, 35.5
One Product Ranking is Not Enough, by Jon Schreibfeder, 35.18
The Sales Excellence Council: Try this approach to build process into sales efforts, by Todd Youngblood, 35.19
Tight Connections: Selling distribution value is critical for smaller distributors, by Doug Chandler, 35.23
What Sellers Should Expect: How to make the best deal work, part 1, by Brent R. Grover, 35.11
What Sellers Should Expect: How to make the best deal work, part 2, by Brent R. Grover, 35.12
Legal/Human Resources
Customer-Focused HR, by Jeff Turner, 35.5
Dealer Pricing Case Up for Review, by Thomas P. Gale, 35.6
Distributor Fraud Case Plays Out, by Lindsay Young, 35.24
Electronic Evidence Engulfs the Courts, by Frederic A. Mendelsohn, 35.1
Estate Planning Tips, by Frederic A. Mendelsohn, 35.4
Fallout from Pharmaceutical Inventory Management Agreements, by Thomas P. Gale, 35.6
Health Care Trends & Tools, by D. Bruce Merrifield Jr., 35.7
Reining in Health Care Costs, by Lindsay Young, 35.22
Research Health Savings Accounts, by D. Bruce Merrifield Jr., 35.4
Strategic Planning
A Flexible Pricing Model: Laird Plastics adopts regional system to stay aggressive, by Anthony Pericle, 35.13
Growth Strategy for Manufacturers, part 1, by Bill Hodgdon, 35.8
Growth Strategy for Manufacturers, part 2, by Bill Hodgdon, 35.9 ml
How to Build Service Value Propositions, 35.2
How to Create Spend, by Bill Hodgdon, 35.3
Pillars of Financial Success, by Albert D. Bates, 35.10
Rebuilding After Katrina, by Lindsay Young, 35.19
Reinvigorate Your Supplier Relationships, By Mark Dancer, 35.21
Straight Answers from Mike Marks: Key strategic issues to consider for 2006, 35.22
Strategy for 2006: Stop doing what we’re doing! by D. Bruce Merrifield Jr., 35.19
Support a Differentiation Strategy, 35.1
Take the Fantasy Out of Strategy, by Steve Deist, 35.17
Ten Major Supply Challenges, 35.5
The Extended Value Index, by William R. McCleave Jr., P.E., & Thomas P. Gale, 35.21
The Outlook for 2006, by Adam J. Fein, 35.24
Technology & E-Business
A Tranformation: Buying vs. selling, by Ralph J. Nappi, 35.16
Activant Solutions to Acquire Prophet 21, 35.16
Consolidation in IT Providers, by Chuck Boyle, 35.8
Distribution Software “Rolls-Up,” by Tim Reynolds, 35.9
Enabling Profitable Growth, by Paul Pretko, 35.6
How to Better Leverage Technology, by Adam J. Fein, Ph.D., 35.20
What to Expect: Inventory management principles and technology, by Neil Jaffe, 35.4
Economic Indices
MDM Inflation Index: November 2005 35.24,October 2005 35.22,September 2005 35.20,August 2005 35.18, July 2005 35.16, June 2005 35.14, May 2005 35.12, April 2005 35.10, March 2005 35.8, February 2005 35.6, January 2005 35.4, December 2004 35.2
Monthly Wholesale Trade/Sales and Inventories: October 2005 35.24, September 2005 35.22, August 2005 35.19, July 2005 35.17, June 2005 35.15, May 2005 35.13, April 2005 35.11, March 2005 35.10 , February 2005 35.8, January 2005 35.3, December 2004 35.1
MDM Databank: Spring 2005 snapshot of publicly traded distributors, 35.8
U.S. Industrial Market Analysis
U.S. Market Analysis for MRO Products 2005: 35.21
Adhesives and Sealants: 35.23
Abrasives: 35.18
Wiring Devices: 35.16
MRO Fasteners: 35.15
Construction Fasteners & Power Tools: 35.10
Mechanics’ Hand Tools: 35.9
MRO Plumbing, HVAC & Refrigeration Products: 35.6
MRO Plastics: 35.5
Janitorial Supplies: 35.2
MRO Safety Products: 35.1
Perspectives (Commentary)
How Do You Measure Customer Relationships?, 35.24
The Case for Branding, 35.23
Prepare for a Turbulent 2006, 35.22
Rumor mill well fed with Hughes-Home Depot talk, 35.21
Government is Disconnected from Manufacturing Base, 35.20
Distributors are Critical in Rebuilding Gulf Coast, 35.19
Beware of Pricing Pressures Ahead, 35.18
Rocky Road to Strategy, 35.17
Are You Ready for Next Year?, 35.16
Integrated Supply Evolves, 35.15
Home Depot Points Bigger Guns at MRO Channels, 35.14
Shifting Definitions of Service, 35.13
What is the Bottom Line Value of Trust?, 35.12
Invest for Growth, 35.11
Soft Cost Metrics Offer Opportunities, 35.10
Respect Has New Meaning as Value Changes, 35.9
Integrated Supply is Not Dead, 35.8
Lean is Not Bad, But Distributors Can Do Better, 35.6
Slow and Steady Growth for 2005, 35.5
Inflation No Surprise for Distributors, 35.4
Create Growth in Shrinking Accounts, 35.3
Turn Heat Up on Healthcare Reform, 35.2
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