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Mike Hockett analyzes Sonepar's 26-year North American expansion that has led to over $15 billion in 2023 sales, with most of that in the U.S.

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Market Insight Reports

Find a wealth of data and analysis extracted from the 1Q24 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue and expectations, plus plenty of interesting commentary.
The report features in-depth articles that recap the year that was 2023 in distribution dealmaking, a full rundown of every deal we covered in October-December, the latest EBITDA trading multiples and more.
Find a wealth of data and analysis extracted from the 3Q23 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue and expectations, plus plenty of interesting commentary.
Find a wealth of data and analysis extracted from the 3Q23 Baird-MDM Industrial Distribution Survey, including trending charts and figures for revenue and expectations, plus plenty of interesting commentary.
Our 2023 third quarter M&A report features in-depth articles on activity by Ferguson and Veritiv, and chronicles the overall quarterly pace of new deals.

Fletcher Building Limited, Auckland, New Zealand, has acquired Formica Corporation, Cincinnati, OH, for $700 million. Fletcher is a publicly traded material and construction company with revenues of US$4 billion.

The company has five operating units: Laminates & Panels, Building Products, Steel, Infrastructure and Distribution.

Formica will retain the South America operations and certain real estate in California.

Formica has 14 manufacturing and 33 distribution facilities across Asia, Europe and North America.


In the near term, Formica will be structured as a business unit within the Fletcher Building Laminates & Panels division. Frank Riddick will remain as president and CEO of Formica and the management team will remain with the ...

Sun Capital Partners, Inc., Boca Raton, FL, private investment firm announced that one of its affiliates has acquired the automotive OEM fuel and fluid handling operations of Mark IV Industries, Inc., Amherst, NY/Airasca, Italy, which will operate under the name, Fluid Routing Solutions, Inc.
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FRS designs and manufactures highly-engineered fluid and fuel handling systems from six facilities in Florida, Michigan, South Carolina, Tennessee and Quebec. Products are sold to original equipment automotive manufacturers serving customers in North America, Europe, South America, Asia and the Pacific regions.
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Fuel system products include fuel filler assemblies, evaporation canisters, and coolant hoses primarily for original equipment channels. Fluid handling ...

Danaher Corporation has agreed to buy ChemTreat Inc., a provider of water treatment products and services, for $435 million in cash.
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Headquartered in Glen Allen, VA, and with revenues of over $200 million in its most recent completed fiscal year, ChemTreat serves a broad set of end markets with a particular focus on boiler, cooling water and industrial waste water applications.
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Danaher is a manufacturer of Professional Instrumentation, Medical Technologies, Industrial Technologies and Tools and ...

JH Larson Electrical Company, Plymouth, MN, has purchased Lappin Lighting, a full-service lighting showroom, Minneapolis, MN. Lappin serves the commercial and residential lighting markets.

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JH Larson serves the electrical, plumbing and HVAC residential and commercial markets. It has 240 employees in eight branches. It is in three ...

The volume of mergers and acquisitions activity in distribution has increased substantially over the past 12 months. Along with a continued increase in interest from private equity firms, strategic buyers have reentered the fray, both in the U.S. and overseas. The market will likely plateau or even soften in the next year or so, especially in sectors affected by the downturn in residential construction. Right now though, the market is hot -maybe even too hot, according to some industry experts. What's more, an HD Supply spin-off could have an impact on valuations and provide opportunity to competitors of its diverse units.



HD Supply
Home Depot's potential spin-off of its $12-billion wholesale division -announced in February by the $90-billion ...

The competitive landscape has shifted thanks to growing consolidation, Grainger President and COO Jim Ryan said recently.


Small regional and local distributors still command the overwhelming share of this market," he said. "But they're under attack from larger regional and national players. The billion-dollar plus players are growing at a disproportionate rate to the market and to their smaller competitors.


"...There is going to be a need for specialist distributors, and there is absolutely a place for large-scale distributors. The ones who will find it more difficult are the generalists in the middle."


Ryan was addressing analysts attending the annual meeting of the Electrical Products Group of New York. Grainger is a $5.9 billion broad-line supplier of ...

Employer spending on health care continues to grow so many employers are focusing on hiring healthier employees. This article looks at some of the federal and state laws that affect decisions regarding who to hire based on health considerations.



In recent years most employer provided health plans have significantly raised employees'co-payments so that the amount of money employers spend on prescription medication has decreased. Nevertheless, employer spending on total health care still exceeds the rates of general inflation. Indeed, such spending increased 7.7% in 2006.
Given the continuing increase in employer spending it's not surprising that employers are focusing on hiring healthy employees, wellness programs and on employer provided drug programs. Doing so is ...

Rockwell Automation, Inc., Milwaukee, WI, has agreed to acquire UK-based Industrial Control Services Group Limited for & pound; 110 million (US$218.4 million) in cash. ICS does business as ICS Triplex, a global supplier of control and safety solutions to process industries.
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ICS Triplex annual revenues are projected to be & pound; 70 million (US$138.9 million) for its current fiscal year which ends May 31, 2007.
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Headquartered in Maldon, United Kingdom, ICS Triplex has more than 500 employees and operations across Europe, the Middle East, Asia and North America. It serves industries including oil and gas exploration, production, transportation and refining as well as chemicals and power generation.
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ICS Triplex will be included in ...
RBC Bearings Incorporated, Oxford, CT, a manufacturer of highly-engineered precision plain, roller and ball bearings for the industrial, defense and aerospace industries, has acquired Phoenix Bearings Limited for $4.3 million in cash.

Phoenix, in Gloucestershire, England, manufactures bearings for the steel and mining industries as well as other general industrial applications with bore sizes ranging from 100 millimeters to one meter. Phoenix generated revenues of $4.5 million in its most recent calendar year.

RBC Bearings Incorporated is an international manufacturer and marketer of highly engineered precision bearings and ...
Illinois Tool Works has acquired Tregaskiss Welding Products of Windsor, Ontario, Canada.
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Tregaskiss is a manufacturer of robotic and semi-automatic MIG welding torches and peripherals.
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Tregaskiss, a privately held company, employs 179 people and offers its products through welding supply distributors in Canada and the U.S. The company will continue to operate independently, which is consistent with ITW's decentralized organizational structure.
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Other ITW welding companies include Hobart Brothers, Jetline Engineering, Smith Equipment, Tempil and Weldcraft.
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ITW, Glenview, IL, is a $14.1 billion diversified manufacturer of highly engineered components and industrial systems and ...

GE has agreed to sell GE Plastics to Saudi Basic Industries Corporation (SABIC), a global petrochemicals manufacturer, for $11.6 billion in cash plus assumption of debt.

&nbsp ;
GE Plastics is a $6.645 billion global supplier of plastic resins widely used in automotive, healthcare, consumer electronics, transportation, performance packaging, building and construction, telecommunications, and optical media. It is headquartered in Pittsfield, MA. and employs 10,300 people in 60 locations worldwide.
&nbsp ;
SABIC is&nbsp ; one of the world's 10 largest petrochemicals manufacturers ranked by market capitalization (currently US$80 billion). The company produces polyethylene, polypropylene, glycols, methanol, and fertilizers as well as the fourth largest polymer producer. ...
Airgas, Inc., Radnor, PA, has acquired the aqua ammonia operations of Continental Nitrogen & Resources in Rosemount, MN, which had more than $2 million in revenues in 2006.
&nbsp ;
The business will be integrated into Airgas Specialty Products, a leading national distributor of ammonia products and services, various process chemicals, and refrigerants. &nbsp ; Other operations of CNR were not included.

This acquisition is in line with our strategy to expand our aqua ammonia business and capabilities and serve our growing customer base across the U.S.," said Chuck Broadus, president of Airgas Specialty Products, Duluth, GA.

Airgas Specialty Products has 24 locations nationwide for distribution of anhydrous ammonia and aqua ammonia products and services and ...
Audax Group, Boston, MA, has acquired UTEX Industries, Inc. Headquartered in Houston, TX, UTEX is a manufacturer of complex gaskets and highly engineered seals to oil and gas, water distribution, and industrial end markets.
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UTEX CEO Michael Balas will continue to lead the management team.
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Audax Group Co-CEO Geoffrey S. Rehnert says the firm, which invests in middle-market companies, wants to capitalize on positive trends in the energy market. Audax plans to grow the business by expanding into new markets and executing strategic add-on acquisitions.<br ...

State Industrial Products, Cleveland, OH, has acquired Ohio Soap Products of Parma, OH, a Cleveland suburb.

&nbsp ;
Ohio Soap is a manufacturer and distributor of institutional ware washing equipment and cleaning products with $10 million in annual sales and 100 employees.
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Founded in 1911, privately-owned State Industrial Products has 1,200 employees and annual sales of more than $100 ...
Diversified industrial manufacturer Eaton Corporation, has acquired the technology and related assets associated with SMC Electrical Products, Inc.'s industrial medium-voltage adjustable frequency drive business.
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This acquisition complements Eaton's already strong position as a manufacturer of medium-voltage motor control products," said Randy Carson, Eaton senior vice president and president -Electrical Group. "By incorporating this product into our power distribution and control assemblies portfolio, we will be able to provide our customers with a comprehensive solution to address their motor starting needs."
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Eaton Corporation had 2006 sales of $12.4 billion.&nbsp ; Eaton has 61,000 employees and sells products to customers in more than 125 ...
Pearlman Industries, Inc., Commerce, CA, which was recently acquired by Harbour Group, has acquired Dimensional Tools, Inc., Dallas, TX.
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Dimensional Tools, based in Dallas, will become part of Pearlman's Keystone Tools division.

Dimensional Tools is a distributor of products for the stone fabrication market. It has locations in Dallas and Phoenix as well as a fleet servicing customers in the field.
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Pearlman Industries, Inc. is a supplier of diamond cutting products and abrasives to professionals in diverse end-markets, including stone, tile, construction, welding, and equipment rental. The company has two divisions: Pearl Abrasives, which develops branded abrasives and diamond products sold through distributors to a wide range of industries; and ...
Praxair, Inc., Danbury, CT, has agreed to buy a 50% stake in the industrial gases business of Yara International ASA of Norway.

The joint venture would initially include Yara's existing industrial gases businesses in Norway, Denmark and Sweden. The venture would operate under the name Yara Praxair AS and would be based in Oslo, Norway. The intentions are to establish the new company during the third quarter.

Yara generated annual sales of US$150 million in fiscal year 2006.

Combining the strong market position and name recognition that Yara enjoys in Scandinavia with Praxair's operational expertise and technology offerings, particularly in the areas of energy and environmental applications, creates a very compelling partnership," said Steve Angel, chairman ...
HeidelbergCement AG, Heidelberg, Germany, has agreed to buy Hanson plc for about & pound; 8 billion (US$15.8 billion). The transaction forms the second largest building materials group worldwide.
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HeidelbergCement is one of the top producers of building materials worldwide, with its core products being cement, ready-mixed concrete and concrete products, aggregates, building materials and other products. It had sales in 2006 of & euro; 9 billion (US$12.2 billion).
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Hanson supplies heavy building materials to the construction industry, with sales of & pound; 4.1 billion (US$7.9 billion) in 2006. Its products fall into two categories: aggregates, which includes crushed rock, sand and gravel, ready-mixed concrete, asphalt and cement-related products; and building ...
Emerson, St. Louis, MO, has agreed to buy Stratos International, Inc., which will become part of Emerson Network Power. Emerson will acquire the company for about $85 million.
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The agreement broadens the scope of Network Power's offerings and strengthens the position of Emerson Connectivity Solutions in the $35 billion connector industry, particularly in the radio frequency (RF) sector.
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Emerson Network Power serves telecommunications networks, data centers, health care and industrial facilities with power solutions, including inbound power, connectivity, power supplies, power systems and precision cooling. Sales in fiscal 2006 were $4.4 ...
W.W. Grainger has increased the number of SKUs in its catalog 33 percent, year-over-year. The massive scale of Grainger's product expansion over the past few years indicates a reorientation of Grainger's traditional model.
 
Five years ago, Grainger invested in a multiyear branch expansion program in the top 25 major metro markets. The goal was more local sales people and larger, more merchandise-oriented branches. In 2003, the company set an aggressive 7-10 percent annual growth rate target, and this effort was the engine. The company saw an opportunity to take market share from competitors by increasing presence in local markets.
 
The effort was all about increasing customer service. The recent product expansion effort has come with an increased focus ...

The economic outlook looks very grim right now. The housing-led slowdown that began in 2007 has now turned into a deep U.S. recession that looks likely to be the longest and deepest downturn since the 1930s.

Unprecedented financial and credit market volatility has reduced prospects for a quick turnaround. Both U.S. Gross Domestic Product (GDP) and the wholesale distribution industry's revenues will decline this year.

As I see it, the companies with the will, the skill, and the till have the best chance of surviving the downturn and coming out with a better position on the other side:

  • The skill to manage their businesses well despite a crisis; ...
Chicago, IL-based facilities maintenance distributor Grainger has added 64,000 products to its catalog, along with 27,000 more to its Web site. The additions to the company's catalog are a 33 percent increase over last year's 180,000. (Some products were also removed this year.)
 
Grainger now has 240,000 products in its catalog and 300,000 online.
 
In an interview with MDM, Fred Costello, vice president - product management, says Grainger will continue adding products over the next several years.
 
Every catalog will continue to see a similar increase, Costello says.
 
"Product line expansion is a Grainger priority. … I can say with confidence that our Canadian and Mexican business units are also ...
December 2008 sales of merchant wholesalers were $336.1 billion, down 3.6 percent from November and down 10.7 percent from the December 2007, according to the U.S. Census Bureau. December sales of durable goods were down 2.0 percent from last month and were down 9.4 percent from a year ago.
 
Compared to last month, sales of lumber and other construction materials were down 8.6 percent and sales of motor vehicle and motor vehicle parts and supplies were down 8.1 percent. Sales of nondurable goods were down 4.9 percent from last month and were down 11.8 percent from last year. Sales of petroleum and petroleum products were down 16.4 percent from last month and sales of farm product raw materials were down 9.4 percent.
 
Inventories. Total inventories of ...
M&A deal activity fell by 38.7 percent globally in January, according to the latest Robert W. Baird & Co. monthly M&A market analysis. It's the largest monthly decline since Sept. 2001, the firm says.
 
Dollar volume for January was up 14.6 percent, but excluding the Pfizer-Wyeth deal, global M&A volume was down 40.1%. The middle market saw greater hits than the overall market. Strategic acquisitions continue to increase as a percentage of all deals.
 
A bright spot to the report: The credit markets appear to have "largely stabilized." That said, the report acknowledges that credit is available at much lower levels, higher interest rates and tighter covenants than before. "The ability to raise debt for acquisitions is a key component ...
MDM Editor Lindsay Young sat down with Graybar Senior Vice President and CFO Beatty D'Alessandro at the January meeting of the National Association of Wholesaler-Distributors to talk about current market conditions and Graybar's approach to growth.
 
The Graybar veteran also addressed the electrical distributor's M&A strategy, recent drops in commodity prices, plans for technology and global opportunities. Part II of this interview, to be published March 10, will cover how Graybar is addressing the recruitment, retention and training of its employees.
 
Graybar is a $5.2 billion North American distributor of electrical and networking products.
 
MDM: How is Graybar doing this ...
Here's what 3M's George Buckley had to say about current conditions and supply chain partner reaction in the manufacturer's recent earnings call with analysts:
 
"While weak business conditions, poor consumer confidence and the psychological fear factor made it worse, we believe the principle cause of the severe downturn was the shortage of credit to lubricate the wheels of global commerce. That fact effectively locked the cycles of the world's major economies into synchronism and into shrinking mode.
 
"… There are always three principle effects that one sees at times like these. The first is that the rate of contraction in sales at wholesale is always a multiple of the rate of contraction in point of sale or retail. This happens as the channel ...
On almost any given day, another company is announcing another round of layoffs in response to the recession. But even with the sky-high numbers we're seeing, some analysts are beginning to say that it's not as bad as it could be.
 
A recent survey conducted for Towers Perrin showed that companies have been taking a more measured approach to cutting costs, looking at a variety of options before resorting to layoffs. Of the 513 companies who responded to the survey, only 11% said they had made significant reductions in headcount (defined as 10% or more of the workforce). That said, 19% are now considering significant reductions or have such reductions planned.
 
Other methods being utilized include: hiring freezes or reductions, cutting travel and ...
Wholesale prices rose 0.8% in January, seasonally adjusted, the Bureau of Labor Statistics of the U.S. Department of Labor reported. This increase followed declines of 1.9% in December and 2.5% in November.
 
At the earlier stages of processing, the decrease in prices for intermediate materials slowed to 0.7% from 4.2% in the prior month, and the index for crude materials declined 2.9% after dropping 5.3% in December.
 
The upturn in the index for finished goods was led by the index for energy goods, which increased 3.7% after falling 9.1% in December. Price declines for finished consumer foods slowed to 0.4% in January from 1.4% in the preceding month. The index for finished goods less foods and energy (core inflation) increased 0.4% following a 0.2-percent rise a ...
The latest Manufacturers Alliance/MAPI Quarter Economic Forecast predicts that inflation-adjusted gross domestic product (GDP), which grew by 1.3% in 2008, will decline 2.1% in 2009 before rebounding to 2.2% growth in 2010. The GDP forecast for 2009 in the current MAPI report is double the previously anticipated 1% decline for this year projected in the November 2008 release. 


We are in the midst of a very severe global recession in manufacturing which looks to be the worst recession since 1973-74 in terms of depth and duration, said Daniel J. Meckstroth, MAPI chief economist. "Manufacturing did not create the problem but is paying the price for the problems that began in the financial markets." 

MAPI economists ...
The Power Transmission Distributors Association (PTDA) reported that U.S. distributors and manufacturers experienced overall growth in sales in 2008 while their Canadian counterparts experienced a decline in sales. Confidence in the market (as measured on a scale of 1 to 10 with 10 being most optimistic) has eroded overall, holding a current neutral position between 4.6 and 5.2 versus a range of 5.0 to 5.8 at year-end 2007.
 
Growth in sales of PT/MC products is definitely slowing. Following a moderate growth rate of 6.6% in 2007, U.S. distributors saw a 4.3% increase in PT/MC product sales in 2008. The annualized sales-to-inventory ratio for 2008 was at 6.5, compared to 7.6 in 2007.
 
Canadian distributors ended the year with a drop in sales of 0.5%, ...
Industrial production fell 1.8 percent in January. At 101.3 percent of its 2002 average, output in January was 10.0 percent below its year-earlier level.
 
Production in the manufacturing sector dropped 2.5 percent with broad-based declines among its components. A plunge in motor vehicle and parts production that resulted from extended plant shutdowns subtracted more than 1.0 percentage point from the change in manufacturing production. The output of mines moved down 1.3 percent.
 
A swing to below-average temperatures contributed to an increase of 2.7 percent in the output of utilities.
 
The capacity utilization rate for total industry fell to 72.0 percent, a rate 8.9 percentage points below its average from 1972 to 2008.

<a ...
Privately-owned housing starts in January were at a seasonally adjusted annual rate of 466,000, 16.8% below December and 56.2% below January 2008, according to the U.S. Census Bureau and the Department of Housing and Urban Development.
 
Single-family housing starts in January were at a rate of 347,000; this is 12.2% below the December figure of 395,000. The January rate for units in buildings with five units or more was 114,000.
 
By region, in the Northeast starts were down 73.7% from January 2008; in the Midwest they were down 66%; the South saw a drop of 53.7%, and the West declined 45.4%.
 
Permits
Privately-owned housing units authorized by building permits in January were at a seasonally adjusted annual rate of 521,000. This is 4.8% below ...
More ideas on managing in a downturn come from DC Velocity, a magazine focused on logistics.
 
A recent article offered some ideas to build a more flexible work force to better respond to today's uncertain conditions.
 
Hiring older workers and interns is advice I hear often; many distributors are unaware that a lot of schools have internship programs. You can fill a vacant spot a lower price while training someone who could work for you post-graduation. Older workers are attractive because many are looking for part-time work and they are known to be reliable and productive. What's more, they require little training if they have worked for you or a similar company their whole lives.
 
<a ...
A recent McKinsey Quarterly report (registration required) outlined changes it expects to see in business technology this year, including some of the findings MDM found in its distribution-specific report. Businesses in every industry are looking to automate more processes and use more productivity-based tools. E-commerce is becoming more common; however in the distribution world, more larger distributors than smaller have taken advantage of Web-based storefronts, catalog systems and electronic communication with supply chain partners.
 
Businesses are also looking to cut costs in IT, just as they ...
Deal activity in the global industrial manufacturing industry declined significantly in 2008, according to the PricewaterhouseCoopers LLP report Assembling Value: Fourth-quarter 2008 Mergers and Acquisitions Analysis. Compared with 2007 M&A levels, overall deal volume decreased 32% and deal value fell 57% in 2008.
 
The pace of M&A activity during 2008 (141 deals), as measured by the number of deals with a disclosed value of at least $50 million, fell behind levels set in 2006 (169 deals) and 2007 (206 deals). Similarly, the number of deals announced during the fourth quarter of 2008 (11) is well behind the number of transactions announced during the fourth quarter of 2007 (71).
 
Total deal value reached $39 billion in 2008, less than half of the ...
MRO distributor Barnes Distribution, a business of Barnes Group Inc., is launching a green products catalog.
 
Many of our customers are trying to reduce toxicity levels within their facilities while others have embraced ‘greener' initiatives to be more environmentally responsible, said David Nagle, president, Barnes Distribution, North America. "We developed this catalog to centralize all of our environmentally friendly products to respond to customer needs."
 
The 270 products sold in the catalog have low or no volatile organic compounds (VOC), no hazardous air pollutants or ozone-depleting chemicals, and no SARA reportable ingredients. Products in the catalog include Barnes Distribution High Solid Paints, which emit less VOCs ...

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