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2010 MDM Market Leaders: Top Industrial Distributors- No. 17

F.W. Webb

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Headquarters: Bedford, MA
2009 Revenues: $601 million
Change in Sales from 2008: -14.3%
Employees: 1,250
Locations: 73 locations + 1 DC + 1 pipe depot + HQ
Key Executives: Owner/CEO/President John Pope; VP-Purchasing Charlie Slattery; CFO Bob Nucciarone; Dir of HR: Ruth Martin; SVP - Industrial Sales Ernie Coutermarsh
2009 Acquisitions: OConnor & Senecal Inc.
New Locations in 2009 Not a Result of Acquisition: 2

FW Webb breaks out their sales like this: 35% plumbing & heating, 35% HVAC, 30% Industrial PVF. Senior Vice President for Industrial Sales, Ernie Coutermarsh, says that the distributor is seeing strength in institution, property management, biopharmaceutical, semi-conductors markets, as well as HVAC - related to green/energy efficiency. Residential and commercial construction are difficult markets. Regarding commercial, he said: "Nothing new will be built, and there just aren't any alternatives." The distributor is focused on taking advantage of interest in green products. "We're taking advantage of what people are interested in right now," he said. Inventory challenges have increased due to the difficulty in projecting demand and lead times for products that are increasingly made overseas. "Most of our product is sold because something broke. How do you predict what will break? We have to maintain a diverse inventory for a diverse customer base."

No. 18: DXP Enterprises

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