October 10 2011
Volume 41, Issue 19 - Business Intelligence: Actionable Data for Distributors
41
19
Subscribers: Log-in to read this issue of Premium.
Not a subscriber? Click here to learn more and subscribe.
- Premium
- Premium
This is the fourth article in MDM’s Emerging Technologies Series. This article examines trends in business intelligence and how distributors are using these tools to get smarter about sales, marketing and overall strategy.
Full Emerging Technologies Series is available here.
Distributors have questions, and many are looking to business intelligence technology tools to get the answers.
- Why are customers unprofitable?
- How can we work more closely with vendors to reduce costs?
- Why was margin off this quarter?
- Which salesperson is contributing most to Gross Profit? Least?
Data from the past is helping them gain a better understanding of trends to help improve the future.
“It’s more than just pulling the data out and viewing it,” says Kelly Squizzero, director of product management for Infor Distribution. “It’s being able to …
- Premium
In terms of cost, the sales function in a typical distributor represents the largest expense. Yet it is arguably the area where the fewest analytics have been applied.
Pricing and profitability have garnered much of the attention in terms of process improvement, to good effect. Companies that have changed their pricing policies and …
- Premium
Over the past year, MDM Editor Lindsay Konzak and Associate Editor Jenel Stelton-Holtmeier spoke with several distribution executives to find out what keeps them awake at night. The question was part of “7 Minutes With …” executive interviews, a regular feature on MDM’s free monthly Executive Briefing webcast available at www.mdm.com/executivebriefing. The first year of programming is now available on DVD at www.mdm.com/ExecutiveBriefingDVD.
This article provides a summary of how distribution executives at large and small companies including HD Supply, MSC Industrial Supply, Airgas and Lawson Products answered.
Over the past year, the economy has dominated headlines, and uncertainty continues to be the main message. But for most of the 12 distribution executives who participated in MDM’s 7 Minutes With… audio interview feature in the past year, the top issue wasn’t the economy; it was …
- Premium
Womack Machine Supply’s plans for rapid growth may mean the company’s traditionally close culture will change over time. CEO Mike Rowlett decided he wanted to work to make sure Womack remained a positive place to work despite its growth. He appointed a Vice President of Culture and pushed forward initiatives to make culture a more formal part of the distributor’s plans.
Company Profile
Company: Womack Machine Supply
Headquarters: Farmers Branch, TX
Leadership: CEO Mike Rowlett, President Art Kostaras
2010 Revenues: $134 million, up 7.2%
Details: Womack Machine Supply is an industrial distributor of supplies and components for hydraulic, pneumatic and automation control systems. It is No. 36 on MDMs list of the Top 40 Industrial Distributors.
Near his office sits one of CEO Mike Rowlett’s most important pieces of office equipment: an ice cream machine, which he purchased when he bought …
- Premium
- Premium
This is the fourth article in MDM’s Emerging Technologies Series. This article examines trends in business intelligence and how distributors are using these tools to get smarter about sales, marketing and overall strategy.
Full Emerging Technologies Series is available here.
Distributors have questions, and many are looking to business intelligence technology tools to get the answers.
- Why are customers unprofitable?
- How can we work more closely with vendors to reduce costs?
- Why was margin off this quarter?
- Which salesperson is contributing most to Gross Profit? Least?
Data from the past is helping them gain a better understanding of trends to help improve the future.
“It’s more than just pulling the data out and viewing it,” says Kelly Squizzero, director of product management for Infor Distribution. “It’s being able to …
- Premium
In terms of cost, the sales function in a typical distributor represents the largest expense. Yet it is arguably the area where the fewest analytics have been applied.
Pricing and profitability have garnered much of the attention in terms of process improvement, to good effect. Companies that have changed their pricing policies and …
- Premium
Over the past year, MDM Editor Lindsay Konzak and Associate Editor Jenel Stelton-Holtmeier spoke with several distribution executives to find out what keeps them awake at night. The question was part of “7 Minutes With …” executive interviews, a regular feature on MDM’s free monthly Executive Briefing webcast available at www.mdm.com/executivebriefing. The first year of programming is now available on DVD at www.mdm.com/ExecutiveBriefingDVD.
This article provides a summary of how distribution executives at large and small companies including HD Supply, MSC Industrial Supply, Airgas and Lawson Products answered.
Over the past year, the economy has dominated headlines, and uncertainty continues to be the main message. But for most of the 12 distribution executives who participated in MDM’s 7 Minutes With… audio interview feature in the past year, the top issue wasn’t the economy; it was …
- Premium
Womack Machine Supply’s plans for rapid growth may mean the company’s traditionally close culture will change over time. CEO Mike Rowlett decided he wanted to work to make sure Womack remained a positive place to work despite its growth. He appointed a Vice President of Culture and pushed forward initiatives to make culture a more formal part of the distributor’s plans.
Company Profile
Company: Womack Machine Supply
Headquarters: Farmers Branch, TX
Leadership: CEO Mike Rowlett, President Art Kostaras
2010 Revenues: $134 million, up 7.2%
Details: Womack Machine Supply is an industrial distributor of supplies and components for hydraulic, pneumatic and automation control systems. It is No. 36 on MDMs list of the Top 40 Industrial Distributors.
Near his office sits one of CEO Mike Rowlett’s most important pieces of office equipment: an ice cream machine, which he purchased when he bought …
