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July 25, 2011
News briefs from July 11 - 25, 2011.
Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of nearly 600 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of second-quarter results.
On average, respondents to the latest quarterly MDM/Baird survey said second-quarter revenues were up 9.7 percent year-over-year. In the first-quarter survey, respondents indicated …
When it comes to positioning and messaging, the overwhelming majority of distributors in a recent MDM survey have three things in common:
About 90 percent of distributors believe that they deliver more value than their competitors for a comparable price.
More than 88 percent of distributors place a large emphasis in their messaging on a handful of features: product selection, availability, speed of delivery, pre-sales technical support and professional sales representatives. If everybody is messaging on the same items, it means that nobody is really differentiating.
Nearly 70 percent of distributors use informal methods for positioning and messaging.
This article, the first in a two-part series, explains why distributors hold this belief about their value and shows how they can develop differentiated messaging around a broader set of features.
Create new ways to help customers or streamline your own operations to become more profitable.
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Sales and inventories data for wholesaler-distributors in May 2011.
The index's three-month moving average decreased to its lowest level since Oct. 2009.
Electrical Americas sales for Eaton were up 16 percent.
Full-year 2011 revenues for Despatch are expected to be $200 million.
Strong growth in industrial supplies and janitorial/breakroom were partially offset by declines in technology and furniture.
First-half sales grow 6.7% for Owens & Minor.
Overall growth, including acquisitions, for the manufacturer and distributor was up 25.8%.
Acquisition complements Rexnord's water management platform.