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Distribution Case Studies

Best Practice: Gates Corporation

Empower manufacturer field sales to buy into new ideas and products
WhoJustin Aschenbrenner, Vice President Industrial Business Development, Power Transmission Division, Gates Corporation (Denver, CO)Company SnapshotNumber of production facilities: 68 plants in 21 countries Number of employees: 23,600 Key products: Belts, hose and hydraulics, pulleys and ...
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Best Practice Case Study: DXP Enterprises

Manufacturers: Know how to communicate with my organization
WhoJames Webster, VP Vendor Relations & Marketing, DXP Enterprises, Inc. (Houston, TX)Company Snapshot48 branchesKey products: Pumps, bearings, PT, safety supplies, industrial supplies, integrated supply solutions Key customer base: Oil & gas, forest products, metal and ...
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Catalog Case Study: J&L Industrial Supply Co.

On the strength of its catalog, J& L Industrial Supply Co. built a powerful national presence as a distributor in metalworking supplies. But in its pursuit of further growth, the company found that it was ...
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Grainger 2003: Benchmark Stays Flat

Company recalibrates to get closer to customers
W.W. Grainger, Chicago, IL, reported sales for 2003 of $4,667.0 million were essentially flat versus 2002 sales of $4,643.9 million. Net earnings for the year were $227 million, up 7 percent versus $212 million in ...
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Super D Finds Formula for Growth

To compete effectively in a high-volume, low-margin market, this wholesaler of music and video products needed to increase order-processing efficiency, reduce its five to seven percent error rate, and stock a larger number of titles. ...
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Car wash equipment distributor builds unique vertical niche

Take care of the customer and the rest will come. That's one of the keys that Sonny's Enterprises found to differentiate in a competitive industry. The company's execution of that principle is a rare lesson ...
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Delaware Valley Wholesale Florists

This article is an excerpt from the book, Stand Out from the Competition! Four Pathways to Differentiate Your Wholesale Distribution Company.How would you like to source product in 12 different countries, bring it to one ...
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Beerman Precision

Beerman Precision, New Orleans, La., is a $10 million power tool distributor with a distinct twist. Less than half of its annual revenues comes from product and accessory sales. A complete array of services around ...
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Distribution Profitability Case Study

In his upcoming book, Reinventing Distributor Profitability, Bruce discusses six strategy maps for distribution companies to use. In this excerpt of a composite case study, he analyzes how a company revises its fill-rate strategies and ...
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Turf Equipment and Supply

Editor's note: This article is the final piece in an MDM series that provides select excerpts from a new book, Stand Out from the Competition! Four Pathways to Differentiate Your Wholesale Distribution Company.If you had ...
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