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2008

Distributors Weather Auto Turmoil

The slowdown in the auto industry is being felt well beyond the Big Three automakers currently appealing to Congress for help. Distributors and manufacturers that serve the automotive industry are struggling to keep their own businesses solvent; business for many of them has dropped precipitously over the past few months.
Jeff Stohr, president of Conveyer and Caster -Equipment for Industry in Cleveland, OH, says he began noticing a slowdown in automotive about five years ago, but the real turning point was Nov. 1 of this year.
 
Our business at that time was a fraction of what would be considered normal,"Stohr says. The distributor of material handling products, casters and conveyor systems has annual revenues of $10 million to $15 million, with the automotive ...

Distributors Weather Auto Turmoil Read More »

Commentary: Email as a Marketing Weapon

Some distributors have been reluctant to deploy and train their employees on email because it carries technical and management issues with how to use it appropriately and effectively.
 
It's time to rethink email as a tool. Email does not Spam people; people Spam people. Your competitors are using email to not only reach your customers, but they are using it as the most efficient and cost-effective way to reach your customers. Can you say the same? If you argue that your customers don't spend time online, it may be true that they don't visit your Web site to shop for their supplies. But do they use email? Do they have mobile devices?
 
Email marketing expertise and tools are evolving at a fast rate. Some distributors are able to segment their email database into key ...

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MDM Interview, Part 2: Motion Industries’ Focus in 2009

In Part 2 of this interview with Motion Industries President and CEO Bill Stevens, he delves deeper into trends he is seeing in Motion's core markets, as well as issues distributors face going into 2009.
MDM: What opportunities do you have in the current market?
 
Bill Stevens: The exciting thing to me is the MRO market in North America is still very large. As long as there are manufacturing plants, some of what we sell is needed and that is an encouraging thought. My greatest concern is the instability of our economy. Our customers are most definitely affected by the deepening economic downturn.
 
How many people thought companies like Lehman Brothers and others would go like they did as quickly as they did? I think we all thought they ...

MDM Interview, Part 2: Motion Industries’ Focus in 2009 Read More »

Forecast: Canada Faces a ‘Rough First Half’

Canadian economists are saying the country will follow the U.S. into a recession. The severity of that recession -which is currently expected to be short -is dependent on how far the U.S. falls. Here's an overview of the current situation.
While conditions in Canada no more than a few months ago pointed to a downturn, a recession was not necessarily yet in the cards thanks to strong domestic demand and high commodity prices.
But with the U.S. economy officially in a recession, Canada is facing the same prospect. Demand for its products in the U.S. continues to fall despite a weakening of the Canadian dollar -which in any other year might make Canadian products more attractive to U.S. companies.
 
What's more, commodity prices and demand for raw materials have ...

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Monthly Wholesale Trade: October 2008

October 2008 sales of merchant wholesalers were $377.4 billion, down 4.1 percent from the revised September level, but up 2.7 percent from the October 2007 level, according to the U.S. Census Bureau. The September preliminary estimate was revised downward $2.4 billion or 0.6 percent. October sales of durable goods were down 4.2 percent from last month and were down 1.6 percent from a year ago. Sales of metals and minerals, except petroleum were down 5.2 percent from last month and sales of motor vehicle and motor vehicle parts and supplies were down 4.5 percent. Sales of nondurable goods were down 4.1 percent from last month, but were up 6.5 percent from last year. Sales of petroleum and petroleum products were down 11.2 percent from last month and sales of farm product raw materials were ...

Monthly Wholesale Trade: October 2008 Read More »

3M Outlines Strategy to Weather Downturn

For executives at 3M, St. Paul, MN, coming out of the current recession as a healthy company requires more than the usual cost cutting measures; it also means changing the mentality with which one views the recession. That was the message presented by George W. Buckley, president and CEO, and Patrick Campbell, senior vice president and CFO, during a recent conference call to present earnings guidance for 2009.
 
When there's a 2 percent turndown, there's 98 percent of the market left,"Buckley said.
 
In keeping with this idea, Buckley and Campbell emphasized that 3M intends to maintain its research and development budget even while cuts are being made in other parts of the company. 3M recently announced layoffs of 1,800 people and plans to cut an additional 500 ...

3M Outlines Strategy to Weather Downturn Read More »

MDM News Digest 3823

Praxair, Danbury, CT, will be laying off 1,600 employees and closing underperforming and non-core product lines and businesses in response to a substantial decline in demand for the fourth quarter. The company saw a fall-off in demand in November and is expecting additional customer plant closings in December. More
Applied Industrial Technologies, Cleveland, OH, has acquired Cincinnati Transmission Company, a single location, regional distributor of power transmission and motion control products as well as gearbox repair solutions in Cincinnati, OH. More
NESCO-Needham Electric Supply, Canton, MA, has acquired Gettens Electric Supply Co., Inc., ...

MDM News Digest 3823 Read More »

Applied Industrial Acquires Cincinnati Transmission

Applied Industrial Technologies, Cleveland, OH, has acquired Cincinnati Transmission Company, a single location, regional distributor of power transmission and motion control products as well as gearbox repair solutions in Cincinnati, OH.
Cincinnati Transmission serves a broad range of customers, primarily OEMs, with bearings, v-belts, drives, electric motors, clutches, and conveying equipment.  
We're pleased to strengthen our presence in the greater Cincinnati / northern Kentucky area with the addition of Cincinnati Transmission," said Todd A. Barlett, vice president -Acquisitions and Global Business Development for Applied.
Applied Industrial is an industrial distributor with more than 475 facilities and 5,200 employee-associates across North ...

Applied Industrial Acquires Cincinnati Transmission Read More »

Conference Board Employment Trends Index Falls in November

The Conference Board Employment Trends Index declined further in November. The index fell to 102.9, down 1.6% from the October revised figure of 104.5, and down over 13% from a year ago.
 
"Thus far, the U.S. economy has lost 1.9 million jobs and the declines in the ETI suggest job losses could very well surpass 3 million by mid 2009,"said Gad Levanon, senior economist at The Conference Board. "The continued deterioration in the labor market will exert significant downward pressure on wages."
 
The 16-month long decline in the Employment Trends Index is seen in all eight of its components, most notably over the past six months in temporary-help hires and part-time workers for economic reasons, said Levanon.
 
The Employment Trends ...

Conference Board Employment Trends Index Falls in November Read More »

Machine Tool Consumption Falls in October

October U.S. manufacturing technology consumption totaled $273.85 million, according to the Association for Manufacturing Technology and the American Machine Tool Distributors'Association. This total, as reported by companies participating in the USMTC program, was down 43.4% from September and down 32.3% from the total of $404.36 million reported for October 2007. With a year-to-date total of $3,802.41 million, 2008 is up 8.2% compared with 2007.

These numbers and all data in this report are based on the totals of actual data reported by companies participating in the USMTC program.

October orders for manufacturing technology declined sharply from September, although year-to-date figures are still up over 2007,"said Robert K. Simpson, AMT president. "While orders ...

Machine Tool Consumption Falls in October Read More »

U.S. PT/MC Sales Unchanged in October

U.S. distributors'overall sales of PT/MC products were unchanged in October 2008 compared to September 2008, according to the latest month-end trend data released by the Power Transmission Distributors Association. When matched up against sales in the same month last year, sales in October 2008 were up by 7.4%. Accounts receivable collection days rose 2.3% since September 2008. The confidence index of U.S. distributors for October was also unchanged, remaining at 5.2 (on a 10-point scale).
 
Following double-digit sales growth in September 2008, Canadian distributors reported a 4.2% drop in sales in October 2008. Sales over the same period last year were up 2.5%. Accounts receivable collection days fell 5.1% compared to September 2008. For the third consecutive ...

U.S. PT/MC Sales Unchanged in October Read More »

MAPI Outlook: Manufacturing Recession ‘Intensifies’ in 3Q

The U.S. manufacturing recession continued unabated, and in fact intensified in the third quarter, and is now part of a global downturn, according to the Manufacturers Alliance/MAPI Quarterly Industrial Outlook -Third Quarter 2008, a report that analyzes 27 major industries.
 
"There was a sudden and acute acceleration of the decline in the industrial sector in September and October,"said Daniel J. Meckstroth, chief economist for the Manufacturers Alliance/MAPI and author of the analysis. "The vicious circle of financial crisis, decline in wealth, consumer spending cuts, and job loss continues to spiral into a severe recession—certainly the worst since the early 1980s."
 
On an annual basis, MAPI forecasts a decline in the ...

MAPI Outlook: Manufacturing Recession ‘Intensifies’ in 3Q Read More »

NESCO Acquires Gettens Electric Supply

NESCO-Needham Electric Supply, Canton, MA, has acquired Gettens Electric Supply Co., Inc., Fitchburg, MA. Gettens Electric Supply will continue to operate under its name as A Division of NESCO, Needham Electric Supply."The acquisition expands NESCO's presence in Western Massachusetts.

In the past two years, electrical distributor NESCO has more than tripled its number of locations through both organic growth and strategic ...

NESCO Acquires Gettens Electric Supply Read More »

EnPro Industries Acquires 3 Companies

Manufacturer EnPro Industries, Charlotte, NC, has acquired three companies for its Compressor Products International (CPI) business. The acquired businesses are Horizon Compressor Services Inc., Houston, TX; RAM Air, Inc., New Smyrna Beach, FL; and C&P Services (Northern) Limited, Warrington, UK.
 
The acquired businesses provide components and aftermarket services for reciprocating compressors to customers in the petroleum, natural gas, PET bottle molding and chemical processing industries in the United States and England.
 
We are quite pleased to announce the completion of these acquisitions in support of the continued growth of Compressor Products International," said Steve Macadam, president and CEO of EnPro. "Acquisitions completed over the past 30 months ...

EnPro Industries Acquires 3 Companies Read More »

Distributors’ Greatest Asset: Local Knowledge of Markets

A recent article in McKinsey Quarterly defines one of the key values that distributors offer to manufacturers in terms of getting a product efficiently into markets that are fragmented, either geographically or by size of industry or company. It serves to remind us that the local knowledge of a distributor of its market and customers is its greatest asset.
 
The article looks at the high-tech industry -companies that make computing, telecom and networking equipment. They have in recent years sold directly to customers or to resellers online or through their sales forces and have become less dependent on traditional distribution partners. But as OEMs look for ...

Distributors’ Greatest Asset: Local Knowledge of Markets Read More »

Beacon Roofing Supply Sales Up 8.4% in 2008

Beacon Roofing Supply, Inc., Peabody, MA, reported sales for the fiscal 2008 ended Sept. 30 were up 8.4% to $1.78 billion, thanks to acquisitions and an increase of 1.3% in organic sales.
 
According to Beacon, roofing product sales benefited from an unusually large rise in prices during the fourth quarter," mostly from the pass-through of manufacturer price increases in residential shingles, as well as from strong re-roofing activity in storm-affected regions and continued strength in commercial roofing activity in most markets. Complementary product sales continued to be negatively impacted by both the slowdown in the economy and lower levels of new residential construction.
 
The distributor's 2008 profit was $40.3 million compared to $25.3 million in 2007. ...

Beacon Roofing Supply Sales Up 8.4% in 2008 Read More »

MDM Reader Survey: Distributors Shifting Strategy for an Uncertain 2009

From time to time before the end of 2008, we will be posting results and ideas from the recent MDM Reader Survey. Here's a look at respondents' strategic focus going into the new year.
 
In response to the MDM Reader Survey question, How have you changed your strategy for 2009 based on current economic trends?", many readers -but not all -said they were making a change. Many said they were going back to basics. Improving customer service and pricing were both mentioned. Others are leaning operations to ensure efficiency and cut unnecessary costs.
 
Many respondents mentioned either layoffs or a hiring freeze, in addition to delaying major capital expenses. One respondent plans to improve maintenance on existing equipment to make it last longer. Others said they ...

MDM Reader Survey: Distributors Shifting Strategy for an Uncertain 2009 Read More »

Manufacturing Contracts in November

Manufacturing contracted in November for the fourth consecutive month, according to the latest Manufacturing Institute for Supply Management Report On Business.
 
When comparing November to October, the PMI indicates a continuing rapid rate of contraction in manufacturing, ISM reported. New orders have contracted for 12 consecutive months, and are at the lowest level since June 1980 when the index registered 24.2 percent.
 
Order backlogs have fallen to the lowest level since ISM began tracking the Backlog of Orders Index in January 1993. The Prices Index at 25.5 percent indicates that commodity prices continue to decline at a rapid rate. This is the lowest reading for the index since May 1949 when it registered 20.1 percent.
 
The two industries ...

Manufacturing Contracts in November Read More »

Avnet Agrees to Acquire Japanese Company

Avnet, Inc., Phoenix, has agreed to acquire Nippon Denso Industry Co., Ltd. of Japan, a value-added distributor of electronic components, through its subsidiary, Avnet Japan Co., Ltd. The acquisition expands Avnet's presence in the Asia-Pacific market and enhances product offerings.
 
NDI President Yukio Kawabata will continue to serve as a member of the executive management team of Avnet EM Japan. Besides a Shibaura, Tokyo-based headquarters and warehouse, NDI also has five sales offices within Japan, two international sales offices based in Singapore and Hong Kong and an international subsidiary in Shanghai, China.  It had annual revenue of JPY16.1 billion ($170 million) for its fiscal year ended March 31, 2008.  With the addition of NDI, Avnet EM will more than ...

Avnet Agrees to Acquire Japanese Company Read More »

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