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Congratulations to the 2013 MDM Market Movers, distributors MDM is recognizing for their innovative approaches to doing business and differentiating in their markets.
This year we are recognizing three distributors for this honor:
Replenex, Eden Prairie, MN
Replenex, an industrial distributor, has made finding and documenting customer cost savings a part of its DNA, including building a Web-based tool to help salespeople track progress toward customer savings goals. President Matt Cohen said that the distributor looks beyond piece price savings. “Piece price savings hardly scratches the surface of opportunities to save customers money,” he said in an MDM Market Mover profile. The distributor has actually found that in reengineering processes for its manufacturing customer base, that piece price can sometimes go up, but overall savings for the customer far exceeds the increase.
A&M Industrial, Rahway, NJ
When Superstorm Sandy struck the Northeast in October 2012, flooding, power outages and closed roads caused a significant disruption to business. A&M Industrial’s Emergency Response Team was there to help its clients. A&M Industrial has carved a niche in its markets by creating a suite of services and products around clients in emergency situations. "We began a program to target essential services as a way of making our company remain viable in a changing marketplace," said Kevin Rosenthal, executive director of business development at A&M.
Machinery Tooling & Supply, Schaumburg, IL
Smaller companies often struggle to find time to create and implement a strategic plan. “We tend to spend all of our time working in the business and not on the business,” said President Bob Cuthbertson. But Machinery Tooling & Supply set the time aside to create the company’s first strategic plan in 2005; management stuck with it and has seen a 129 percent sales increase since. And the distributor continues to tweak goals and initiatives, which Cuthbertson said is part of what has made the company’s strategic planning so successful. “It’s important because things change. Look at just how much the market’s changed in the last four years,” he said in an MDM Market Mover profile.
Listen to Replenex President Matt Cohen talk about his company’s cost savings culture in this month’s 7 Minutes With … interview below and in this month’s Executive Briefing. The leaders of A&M Industrial and Machinery Tooling & Supply will be featured in the 7 Minutes With … Q&A program in coming months.