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Credit: Mike Hockett
A key question in the latest Baird-MDM Distribution Survey addressed whether there is a real trend in suppliers changing minimum purchasing requirements, and who it's impacting most.

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Market Insight Reports

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.
See MDM’s analysis of 2Q23 M&A activity pertaining to wholesale distributors, plus M&A financial benchmarks and recent Premium articles that had an M&A focus.

The Producer Price Index for Finished Goods increased 0.7 percent in April, seasonally adjusted, the Bureau of Labor Statistics of the U.S. Department of Labor reported.&nbsp ; This advance followed a 1.0-percent rise in March and a 1.3-percent increase in February.&nbsp ; In April, the index for finished goods excluding foods and energy remained unchanged for the second consecutive month.&nbsp ; At the earlier stages of processing, prices received by producers of intermediate goods rose 0.9 percent following a 1.0-percent increase a month earlier, and the crude goods index fell 1.5 percent after increasing 3.2 percent in March.

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Among finished goods, prices for consumer foods moved up 0.4 percent in April following a 1.4-percent increase in the previous month, while ...

As customer bases shift, competition intensifies and commodity prices seesaw, it's more crucial than ever for distributors to maximize profitability by magnifying the value they provide for their customers and not competing on price alone. Increasing prices by 1 percent without hurting volume can improve profits as much as 11 percent, according to one pricing consultant.

Distributors looking to boost profitability and refocus on value should analyze and redesign their pricing strategy.

"If a sales force is out negotiating deals, there's very little control. They come back and say, 'I've got a deal at $90. I know our price is $100, but if we don't give them $90 we won't get the deal.' And everyone feels as if they are being held for ransom, says ...

Distributors have had wildly varying degrees of success in updating their legacy systems. Service Oriented Architecture provides an opportunity to preserve the value of legacy systems but doesn't pigeon-hole a distributor into an exclusively Web interface or Windows-based application. It also allows your system to adapt to technology that has yet to surface. Here's an overview.

It's 2007 and legacy systems have beaten the odds. Here we are, still plugging away on our green-screen applications, improving them, expanding them and making them work harder than ever before. How did this happen?

Dozens of silver-bullet green-screen-to-GUI tools have wandered into and back out of the marketplace. Many conversions have been performed, but there have been wildly ...

Economic growth in the U.S. is sustainable throughout the remainder of 2007, say the nation's purchasing and supply executives in their spring 2007 Semiannual Economic Forecast. Expectations for the remainder of 2007 are encouraging in both the manufacturing and non-manufacturing sectors. These projections are part of the forecast issued by the Business Survey Committee of the Institute for Supply Management& trade; (ISM).

Manufacturing Summary
The survey panel of purchasing and supply management executives remains optimistic with 62 percent of respondents predicting revenues to be greater in 2007 than in 2006. This is reflected in their expectations of a 5.6 percent net increase in revenues for the period. To support the revenue growth expectations, ...


March 2007 sales of merchant wholesalers, except manufacturers'sales branches and offices, after adjustment for seasonal variations and trading-day differences but not for price changes, were $346.3 billion, up 1.8 percent from the revised February level and were up 8.4 percent from the March 2006 level. The February preliminary estimate was revised downward $0.6 billion or 0.2 percent. March sales of durable goods were up 2.1 percent from last month and were up 6.6 percent from a year ago. Compared to last month, sales of computer and computer peripheral equipment and supplies were up 6.1 percent and sales of lumber and other construction materials increased 5.9 percent. March sales of nondurable goods were up 1.5 percent (+/-0.7%) from last month and were up 10.1 percent (+/-2.0%) ...
GE Supply will now be named Gexpro. The name change follows the acquisition of GE Supply by Rexel, Paris-based distributor of electrical supplies. Gexpro, a $2.7 billion unit, will continue to operate as an independent Rexel banner in the U.S. More ...

Barnes Group Inc., Bristol, CT, has renamed its Associated Spring business segment Barnes Industrial. The Associated Spring brand will remain within the Engineered Springs SBU.&nbsp ; More ...

DXP Enterprises, Inc. has agreed to buy Delta Process Equipment, Inc., a $23 ...

When a distributor loses focus on its relationships with core customers and suppliers, the company opens a door to competitors, new and old. It's often not a case of mistreatment as much as benign neglect or not keeping up with shifting needs at the customer.


Increasingly, new competitors from different product sectors have found some good growth in other distributors'back yards with tangential products. And in some cases they can pick up some of the longstanding business that wasn't in their core by packaging a better value proposition. But too often distributors tee up those opportunities and don't recognize that it's happening.


That model is at full force as more cross-channel competition grows, and consolidators look to package as much volume as possible into their ...
This is the pdf of this issue of Modern Distribution Management. Apply the full $24.95 pay-per-view cost toward an annual subscription (within 30 days of purchase), which includes two issues a month plus access to more than six years of online archives and market data. Call 1-888-742-5060 or email info@mdm.com to ...

84 Lumber Company, Eighty Four, PA, has purchased two Denver-area companies to add its network of more than 475 stores and 22 truss manufacturing plants.
&nbsp ;
JAC & Company is a seven-year-old company which provides installation services, such as framing and trim, to professional contractors. Front Range Panel is a wall panel component manufacturing plant which supplies the professional home building and construction market.
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The two companies will now operate under the 84 Lumber banner as an 84 Lumber component manufacturing plant and as an 84 Lumber installed services hub.
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This strategic acquisition allows us to greatly expand the services we offer to the professional contractor market in the Denver Metropolitan area," said Frank
Cicero, ...

Barnes Group, Bristol, CT, sales rose 20% to $361 million in the first quarter 2007. Profit was up 50% to $27.7 million from the year-ago period.
&nbsp ;
Sales at Barnes Distribution were $152.5 million in the first quarter 2007, up 23% from $124.4 million in the same quarter a year ago, as a result of $22.7 million of incremental sales from the KENT acquisition and organic sales growth of $3.7 million.
&nbsp ;
Organic sales grew in large part as a result of price increases and continued growth in Corporate and Tier II accounts. Foreign exchange positively affected sales by $1.7 million in the first quarter 2007.
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Sales at Barnes Aerospace were $91.2 million in the first quarter 2007, up 36% from the same period a year ago as original equipment ...

RONA, Canadian retailer and distributor of home improvement, hardware and gardening products, reported sales were up 10% in the first quarter 2007 from the year-ago period. Profit was $9 million, compared with $16.4 million in 2006.
&nbsp ;
RONA had sales of nearly $6 billion in 2006. ...

Economic growth in the U.S. is sustainable throughout the remainder of 2007, say the nation's purchasing and supply executives in their spring 2007 Semiannual Economic Forecast. Expectations for the remainder of 2007 are encouraging in both the manufacturing and non-manufacturing sectors.
&nbsp ;
These projections are part of the forecast issued by the Business Survey Committee of the Institute for Supply Management.
&nbsp ;
Manufacturing Summary
The survey panel of purchasing and supply management executives remains optimistic with 62 percent of respondents predicting revenues to be greater in 2007 than in 2006. This is reflected in their expectations of a 5.6 percent net increase in revenues for the period. To support the revenue growth expectations, ...

Industrial Distribution Group Inc., Atlanta, GA, reported sales in the first quarter 2007 were $135.1 million, down 3.7% from the same period a year ago. Profit was $1.5 million, equal to a year ago.

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For the first quarter, revenues from Flexible Procurement Solutions, IDG's integrated supply offering including storeroom management, were $81.1 million, an increase of 0.7% from the first quarter 2006. FPS revenues were 60% of total first-quarter revenues as compared with the 57.4% reported in first quarter 2006.


As of March 31, 2007, the company had 336 total FPS sites, including 100 storeroom management arrangements. New FPS customers generated incremental revenue of $9.1 million for the first quarter of 2007, partially offset by a continued decline in ...
Sales
March 2007 sales of merchant wholesalers, except manufacturers'sales branches and offices, after adjustment for seasonal variations and trading-day differences but not for price changes, were $346.3 billion, up 1.8 percent (+/-0.5%) from the revised February level and were up 8.4 percent (+/-1.3%) from the March 2006 level. The February preliminary estimate was revised downward $0.6 billion or 0.2 percent.&nbsp ;
&nbsp ;
March sales of durable goods were up 2.1 percent (+/-1.0%) from last month and were up 6.6 percent (+/-2.0%) from a year ago.&nbsp ; Compared to last month, sales of computer and computer peripheral equipment and supplies were up 6.1 percent and sales of lumber and other construction materials increased 5.9 percent.&nbsp ;
&nbsp ;
March ...
Beacon Roofing Supply, Inc., Peabody, MA, reported sales in the second quarter 2007 dropped 11% to $286.9 million. The decline was partially offset by acquisitions made since the second quarter of last year.
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Declines occurred across three major product lines: residential, non-residential and complementary products. Complementary product sales declined the least at 5.1%.
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The existing market sales decline can be attributed to harsher winter conditions this year in the Northeast, Midwest and Canada, reduced new home construction activity in certain markets, and a flattening of inflation. In addition, Beacon reported a significant slowdown in reconstruction and reroofing activities in the markets that experienced damages from Hurricanes Katrina and Rita.
&nbsp ...

GE Supply will now be named Gexpro. The name change follows the acquisition of GE Supply by Rexel, Paris-based distributor of electrical supplies. Gexpro, a $2.7 billion unit, will continue to operate as an independent Rexel banner in the U.S.
&nbsp ;
The brand will be formally announced May 6, 2007, at the National Association of Electrical Distributors meeting in Washington, D.C.
&nbsp ;
Gexpro, Shelton, CT, is a full-line, international distributor of electrical parts, power generation products, voice and data equipment, fasteners and security equipment. In Ireland, the company will continue to do business as Kellihers ...

Kaman Corp., Bloomfield, CT, reported sales for the first quarter 2007 were up 7% to $317.3 million. Profit was $10.1 million, up 70% from the same period a year ago.
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Kaman attributed the sales gain to improved performance in its Aerospace Segment. Aerospace Segment sales were $93.1 million, up 26.5% from last year.
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Industrial Distribution Segment sales for the first quarter of 2007 were $173.4 million, up 1.7% from the first quarter of 2006.
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Kaman reported the segment experienced a modest sales increase in a less certain economic environment compared to the prior year quarter. Despite the increase in sales, the segment experienced a decrease in operating income because the sales increase was not sufficient to cover increases in normal ...

BlueLinx Holdings Inc., Atlanta, GA, distributor of building products in North America, reported sales fell 30.5% to $957.1 million. The company recorded a net loss for the quarter of $189,000, compared with a profit of $9.8 million in the same period a year ago.
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We continued to operate in a challenging business environment during the first quarter," CEO Stephen Macadam said. "The ongoing cyclical decline in housing starts and lower wood-based structural product prices, the key grades of which ended the quarter about 26% below year-earlier levels, combined to make the first quarter a continuation of one of the weakest business environments our industry has experienced in many years."
&nbsp ;
Macadam said that BlueLinx does not see any signs of significant ...

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