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November 25 2011

Volume 41, Issue 22 - Interview: Grainger's Growth Drivers in 2012

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Features
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This is the pdf of this issue of Modern Distribution Management. Apply the full $34.95 pay-per-view cost of this issue toward an annual subscription, which includes two issues a month plus access to more than eight years of online archives and market data. Call 1-888-742-5060 or email info@mdm.com to subscribe. Subscribers log-in to download this issue.

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 was featured in the Nov. 10, 2011, issue of MDM. Read: MDM Interview, Part 1: Grainger's Take On the Market

MDM: You have increased your focus on inventory management programs, specifically your program KeepStock. Why do you believe you are seeing increased demand for these services? What kinds of customers are you targeting with inventory management programs?

Mike Pulick: Our KeepStock program is really an important part of our business, and it continues to grow very rapidly. It all gets back to the MRO purchasing process, which is usually very cumbersome. They use many, many different suppliers and there are a lot of ways that we can help them take waste out. But there is also ...

According to Paul Miller, vice president of e-commerce for Grainger, the lines are blurring between B-to-C and B-to-B e-commerce. Because most people have bought something online, B-to-B customers are increasingly carrying expectations from retail to B-to-B websites.

Related: MDM Interview, Part 2: Grainger's Growth Drivers

Miller spoke at Grainger’s recent Annual Analyst Meeting. More than 25 percent of Grainger’s sales are ...

Jeff Crane, CEO of industrial rubber products distributor Lewis-Goetz and Company says the distributor will remain focused on its growth strategy after being recently acquired by ERIKS. This article looks at how Lewis-Goetz’s strategy fits in with the European distributor’s plans for fast expansion in North America.

The recent acquisition of industrial rubber products distributor Lewis-Goetz and Company by ERIKS NV, a Netherlands-based industrial distributor, puts Lewis-Goetz in a new position both financially and strategically.

Lewis-Goetz was owned by The Audax Group, a private equity firm who has invested in and grown many industrial distributors over the past several years.

Lewis-Goetz CEO Jeff Crane spoke with MDM ...

Recently, the European Power Transmission Distributors Association hosted its annual meeting in Budapest, Hungary. Jean-Marie Fink, managing director of JMF Consulting, Mougins, France, attended the meeting and in this article shares insights on trends in the European manufacturing and distribution industry.

While international businesses have to contend with many unique operational issues – from import/export regulations to varied labor laws – the underlying challenges they face are universal. At the European Power Transmission Distributors Association’s annual convention in Budapest, Hungary, earlier this year, distributors discussed their top concerns and the key trends facing their industry.

Top Concerns for Europe
Current economic condi ...

This table highlights key financial metrics and trading multiples for 26 publicly traded distributors in the industrial and building products industries up to Nov. 17, 2011. Download this data below. Also find graphic illustrating median EBIDTA multiples for the same distribution companies.

These materials, prepared by Robert W. Baird & Co. for MDM, are for informational purposes only.

PDF Download
4122Cover
This is the pdf of this issue of Modern Distribution Management. Apply the full $34.95 pay-per-view cost of this issue toward an annual subscription, which includes two issues a month plus access to more than eight years of online archives and market data. Call 1-888-742-5060 or email info@mdm.com to subscribe. Subscribers log-in to download this issue.

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 was featured in the Nov. 10, 2011, issue of MDM. Read: MDM Interview, Part 1: Grainger's Take On the Market

MDM: You have increased your focus on inventory management programs, specifically your program KeepStock. Why do you believe you are seeing increased demand for these services? What kinds of customers are you targeting with inventory management programs?

Mike Pulick: Our KeepStock program is really an important part of our business, and it continues to grow very rapidly. It all gets back to the MRO purchasing process, which is usually very cumbersome. They use many, many different suppliers and there are a lot of ways that we can help them take waste out. But there is also ...

According to Paul Miller, vice president of e-commerce for Grainger, the lines are blurring between B-to-C and B-to-B e-commerce. Because most people have bought something online, B-to-B customers are increasingly carrying expectations from retail to B-to-B websites.

Related: MDM Interview, Part 2: Grainger's Growth Drivers

Miller spoke at Grainger’s recent Annual Analyst Meeting. More than 25 percent of Grainger’s sales are ...

Jeff Crane, CEO of industrial rubber products distributor Lewis-Goetz and Company says the distributor will remain focused on its growth strategy after being recently acquired by ERIKS. This article looks at how Lewis-Goetz’s strategy fits in with the European distributor’s plans for fast expansion in North America.

The recent acquisition of industrial rubber products distributor Lewis-Goetz and Company by ERIKS NV, a Netherlands-based industrial distributor, puts Lewis-Goetz in a new position both financially and strategically.

Lewis-Goetz was owned by The Audax Group, a private equity firm who has invested in and grown many industrial distributors over the past several years.

Lewis-Goetz CEO Jeff Crane spoke with MDM ...

Recently, the European Power Transmission Distributors Association hosted its annual meeting in Budapest, Hungary. Jean-Marie Fink, managing director of JMF Consulting, Mougins, France, attended the meeting and in this article shares insights on trends in the European manufacturing and distribution industry.

While international businesses have to contend with many unique operational issues – from import/export regulations to varied labor laws – the underlying challenges they face are universal. At the European Power Transmission Distributors Association’s annual convention in Budapest, Hungary, earlier this year, distributors discussed their top concerns and the key trends facing their industry.

Top Concerns for Europe
Current economic condi ...

This table highlights key financial metrics and trading multiples for 26 publicly traded distributors in the industrial and building products industries up to Nov. 17, 2011. Download this data below. Also find graphic illustrating median EBIDTA multiples for the same distribution companies.

These materials, prepared by Robert W. Baird & Co. for MDM, are for informational purposes only.