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Distribution Case Studies

Case Study: Standardized Pricing Information

Who: Dan Duffy, director sales and marketing industrial, SKF Sealing Solutions (Elgin, IL)Company SnapshotProduction facilities in North America, Europe and Asia 1,600 employees Key products: Seals and related productsThe Product and Price Information Format (PPIF) ...
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Case Study: A Margin Optimization Project

This publicly traded company wanted to improve and maintain high margins. Based on research of pricing processes, existing tools and actual margin performance across product lines, the company field-tested and then rolled out a process ...
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Case Study: Use Lean to Improve Processes

Gates Corporation finds applications in corporate and sales environment
Who: Justin Aschenbrenner, vice president, Power Transmission Division, Gates Corporation (Denver, CO) Company Snapshot: Sixty-eight production facilities in 21 countries 23,600 employees Key products: Belts, hose and hydraulics, pulleys and tensioners Traditionally, the "relentless ...
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Best Practice Case Study: Flexible Steel Lacing Company

Work with Me to Improve Efficiencies
Who: Tom Wujek, vice president, sales and operations, Flexible Steel Lacing Company (Downers Grove, IL)Company SnapshotSix production facilities worldwide, three in North America500 employeesKey products: Mechanical conveyer belts fasteners, conveyor belt cleaners, tracking devices, pulley ...
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A Flexible Pricing Model

Laird Plastics adopts regional system to stay aggressive
Editor's note: This case study is one of several case studies from the book, Price for Success, A Practical Guide for Improving Margins in Wholesale Distribution, a resource guide on pricing for distributors interested ...
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Product Linkage Development

Leveraging hard-to-get product to expand customer base, penetration
A large distributor of semiconductors to the OEM electronics market had a clear strategy and corporate objectives that included growth generated by expanding its customer base. One problem was the cyclical nature of computer memory ...
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Make Transactions Transparent

Kaman Industrial Technologies
Who: Brian Lombardo, director of ebusiness, Kaman Industrial Technologies; Windsor, Conn.Company SnapshotApproximately 200 branches1,500 employeesKey customer base: Industrial machinery, food processing, primary metals, pulp and paper, cement, fabricated metals, electronics, chemicals, lumber and wood, utilities ...
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Best Practice: Apache Hose and Belting

Time management is a key differentiator
Who: Steven Crain, CEOApache Hose and Belting; Cedar Rapids, IowaCompany SnapshotFive branches 170 employees Key customer base: Agricultural, aggregate, mining, petro-chemical, fuel and chemical transport and big box retail.Ensuring efficient and timely results requires managing ...
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MPT Drives, Inc.

Know when to say "No"
Who: Keith Nowak, President, MPT Drives, Inc. Madison Heights, MichiganCompany SnapshotOne branch locationKey customer base: Automotive OEM, HVACNo one on either the manufacturer or the distributor side likes to say "no," but it has to ...
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Case Study: Minarik Automation and Controls

Have an honest obsolescence program
Who: Patrick J. Frater, Minneapolis Branch General Manager of Minarik Automation and Controls (Eagan, MN)Company SnapshotOne branch (19 branches total) Key products: Motion control and automation Key markets: Small machine builders, packaging, material handling, medical ...
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