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Distribution Interviews

Distributor Makes Charging for Services Work

Valin CEO: We have grown services revenue by design.
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MDM Interview: Services Drive Growth for Valin

Valin CEO Joseph Nettemeyer on Valin's fee-based services.
Services make up more than a third of Sunnyvale, CA-based industrial distributor Valin’s revenue, up from just 5 percent five years ago. That growth has been no accident. Valin CEO Joseph Nettemeyer spoke with ...
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MDM Interview: Wurth’s Approach to Growth in the U.S.

Wurth-North America CEO Robert Stolz discusses how its integration strategy helps it succeed
Associate Editor Jenel Stelton-Holtmeier recently spoke with Wurth-North America CEO Robert Stolz about how the industrial distributor, which is part of the Germany-based Wurth Group, is approaching growth in U.S. markets. MDM: It looks ...
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MDM Interview: Bold Growth Plans for Morrison Supply

CEO Chip Hornsby & private equity partner Advent address expansion plans
In November 2011, private equity firm Advent International made a majority investment in Morrison Supply Company, Fort Worth, TX, a distributor of plumbing and HVAC supplies. Chip Hornsby, an Advent operating partner and former ...
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MDM Executive Interview Collection: Grainger, MSC Industrial Supply, Rexel, Airgas & Lewis-Goetz

Five interviews from 2011-2012 in one place for MDM Premium subscribers.
This collection features five of the dozens of interviews MDM editors did in 2011 and 2012 with the leaders of wholesale distribution companies. In this report, you'll find insights from top distribution companies on market ...
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'Our Only Policy is to Make the Customer Happy'

Siblings Alex McGill and Ainsley McGill-Gaboury discuss the benefits and challenges of being part of a small family-owned business.
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MDM Interview: Why Analytics is About People, Not IT

Tony Pericle on the ROI of hiring data champions.
MDM recently spoke with Tony Pericle, author of Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions, published by the National Association of Wholesaler-Distributors. Pericle has worked in the distribution industry since ...
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MDM Interview: Services in Alternative Energy, Efficiency Drive Rexel

CEO of U.S. operations on why he sees ongoing opportunities in these markets
Recent controversy surrounding the funding of solar energy companies, led by the bankruptcy filing of Fremont, CA-based Solyndra, hasn’t swayed Rexel Holdings USA, the U.S. subsidiary of Paris, France-based Rexel Group and No. 3 ...
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MDM Interview, Part 2: Grainger's Growth Drivers

Grainger U.S. president on doing business on the customer’s terms
In part 2 of MDM's interview with Grainger U.S. President Mike Pulick, Pulick talks about growth drivers, e-commerce, and inventory management services, and about targeting small and mid-sized customers. Part 1 of this interview ...
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MDM Interview, Part 1: Grainger's Take on the Market

Grainger U.S. President Mike Pulick: Current environment provides opportunities for growth
Chicago-based W.W. Grainger reported sales in the third quarter were up 11 percent, and sales in the U.S. up 7 percent, an ongoing positive trend for the distributor of MRO products. MDM Editor Lindsay ...
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