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We analyze the qualitative results of our 1Q24 Baird-MDM Distribution Survey question that asked distributors about current or expected impacts from geopolitical issues.

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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.
Wolseley CEO Chip Hornsby sat down with MDM recently to talk about the distributor's market moves, its localized strategy, the current housing market and the importance of leadership training. Hornsby also addressed the $25-billion global distributor's potential expansion into new but complementary sectors, which should slow while the company digests the acquisitions it has made in the past 18 months.


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Wolseley is the parent company of Stock Building Supply and HVAC/plumbing distributor Ferguson in the U.S. The second part of this interview, focused on Wolseley's European ambitions, will be in the March 10 issue of MDM.


MDM: What are the key issues for Wolseley in North America to develop markets in terms of services, product mix, ...

In the mid-1990s, Mayer Electric Supply, Birmingham, AL, prepared and mailed its invoices and statements in-house. The distributor had employees who printed the mailings on high-speed printers at night and used a machine to fold and stuff the mailings. It also maintained a Pitney-Bowes postal machine.


It was quite a cost factor to do all of that, says Mayer Electric CIO Barry Carden.


So Mayer started looking at outsourcing its paper billing. The electrical distributor, which serves mostly the Southeast U.S., found a provider in 2001. Despite a few issues - like some double mailings - the service worked well and saved Mayer time and money. But that company was sold to a larger corporation, which decided to cut smaller customers out of the mix, including ...

Company Snapshot:



  • Number of branches: 45

  • Number of employees: 450

  • Key customer base: Food processing, manufacturing, industrial



Inventory management provides both a challenge and an opportunity for all distributors. Our stock is our lifeline. If we do not maintain adequate supplies of merchandise, we lose sales. On the other hand, inventory costs money. The ongoing struggle is to have just the proper amount on hand, but not too much.


In past years, we've fallen into the distributor habit of not thinking about surplus inventory until the end of the year. During an annual inventory taking, it was obvious that we had accumulated way too much stock on our shelves.


Recently, we've ...

Wholesaler-distributor revenues were $3.903 trillion last year, up 9.8% from 2005, unadjusted for seasonal variations. Wholesale revenues for durable goods were up 8.8%, and nondurable goods sales were up 11%. The increase in sales was slower than in years' past, partly due to a slowdown in commodity inflation.


The MDM Inflation Index, which measures a cross-section of industrial supplies, rose 3.47 percent from December 2005 to December 2006. In comparison, the index rose 5.58% from December 2004 to December 2005. Here's the breakdown in sales by sector for 2006.


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December 2006 sales of merchant wholesalers, except manufacturers' sales branches and offices, were $337.1 billion, up 1.8 percent from the revised November level and were up 8.6 percent from the December 2005 level. December sales of durable goods increased 1.1 percent from last month and were up 7.0 percent from a year ago. Compared to last month, sales of hardware and plumbing and heating equipment and supplies were up 4.2 percent and sales of motor vehicle and motor vehicle parts and supplies increased 2.9 percent. December sales of nondurable goods were up 2.5 percent from last month and were up 10.2 percent from last year.


Inventories . Total inventories of merchant wholesalers, except manufacturers' sales ...


Last week saw a feeding frenzy of rumors in distribution, with action on both sides of the Atlantic. The biggest hunters suddenly became the hunted.


The history of independent distribution channels has repeatedly provided pointed lessons that size, more often than not, is the real giant slayer. It is tough to institutionalize flexibility and strong service levels - the hallmark of local distribution - across states, much less international borders. The next few years may tell whether there is an opportunity to create a global platform that doesn't self destruct on its own growth plans.


Some might say too much money is overheating valuations and expectations. The surprise is that the M & A market in distribution (and overall) remains hot in 2007, with most expecting ...

HD Supply reported sales of $12.07 billion in fiscal 2006, an increase of 161.6 percent over 2005. Most of that growth was driven by the almost $4 billion in acquisitions made in the past year when HD Supply bought diversified distributor Hughes Supply for $3.4 billion. In the fourth quarter 2006, sales for HD Supply grew by 64.4 percent to $2.9 billion. In 2006, the retail division had sales of $79 billion, up 2.6 percent. Overall, sales at The Home Depot were $90.8 billion, 11.4 percent over last year, with profit steady at $5.8 billion. Comparable store sales for the year were down 2.8 percent. Home Depot had a slow fourth quarter, with profit falling 28 percent to $925 million from $1.3 billion last year. Sales in the fourth quarter were $20.3 billion overall, ...

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 ...

Praxair Inc., Danbury, CT, has agreed to buy The Linde Group's industrial and medical gases business in Mexico. Linde's Mexican business operates under the name of AGA S.A. de C.V. The transaction excludes the Mexican assets of the BOC Group, which Linde acquired as part of its acquisition of BOC.

The sale of Linde's Mexican business is part of a mutual agreement between Praxair and Linde under which Linde acquired the Turkey-based industrial gases producer Karbogaz A. S. in July 2006. Karbogaz was formerly a joint venture company between Praxair and Ismail Aytemiz of Istanbul, Turkey.

AGA S.A. de C.V. has sales of about $75 million in fiscal 2006.

The acquisition of AGA S.A. de C.V. will increase our presence in the metropolitan area of Mexico City and place ...

Interline Brands, Jacksonville, FL, reported sales for fiscal 2006, increased 25% to $1.068 billion. Average organic daily sales grew 8.3%.


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Profit was $31.2 million in 2006, compared with $28.8 million in 2005.


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The acquisition of AmSan in July 2006 added $129.8 million to the second half of 2006, and the acquisition of Copperfield in July 2005 added $18.6 million the first half of 2006. Average daily sales growth, as a result, grew 25.8% for the year.


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In the fourth quarter 2006, sales grew 30% to $67.3 million. Average daily sales growth was 29.8%. Average organic daily sales growth was 2.6%.


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Interline's facilities maintenance market, representing 60% of sales in the fourth quarter, ...

Milacron Inc., Cincinnati, OH, reported a net loss for the year of $39.7 million, compared with a net loss of $14 million in 2005.


Sales in 2006 reached $820 million, up from $809 million in 2005. New orders were $828 million compared to $819 million in the prior year.


In the fourth quarter of 2006 of $8.6 million, including $5.1 million in restructuring costs and $1.8 million in refinancing charges. This compared to net earnings in the fourth quarter of 2005 of $5.8 million, which included a $5.5 million tax benefit.


Fourth quarter sales were $198 million, down from $217 million in the year-ago quarter. New orders were $203 million, compared to $212 million in 2005. The bulk of new orders came late in the quarter, which negatively impacted ...


Release taken from Statistics Canada


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Wholesalers ended the year on a high note, with the automotive sector providing much of the impetus for the largest monthly gain in over two years.


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Wholesale sales jumped&nbsp ; 2.7% in December to&nbsp ; $42.8&nbsp ; billion, following a 0.3% rise in November. December's increase was the largest since March&nbsp ; 2004.


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While a solid showing by the automotive sector (+7.5%) was behind much of December's rise, there were also notable gains in the other products" (mainly agricultural products, chemicals and recycled metals), personal and household goods and building materials sectors. Three sectors registered drops in ...

Industrial Distribution Group, Inc. Atlanta, GA, reported sales of $547.9 million in 2006, up 2.9% on an organic basis. Profit was $6.8 million for 2006, compared with $5.4 million in 2005.


Revenue for the fourth quarter 2006 was $131.6 million, a 1.1% increase from $130.1 million in 2005. Profit for the fourth quarter of 2006 was $1.9 million compared with the 2005 profit of $1.5 million.


For the fourth quarter 2006, revenue from the Flexible Procurement Solutions(tm) (FPS) services, including storeroom management, was $80.5 million, or 61.2% of total revenue compared to $74.91 million, or 57.6% of total revenue in the prior-year period, reflecting a growth rate of 7.5%.


Total FPS revenue in 2006 ...


Paris-based Rexel, a global electrical distributor, has filed regulatory documents with France's market regulator,&nbsp ; AMF,&nbsp ; in the first step towards a possible listing of Rexel on Euronext Paris. (The filing, found here by MDM on AMF's Web site, is in French.)


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Rexel was bought about two years ago by a group of private equity firms, including Merrill Lynch, Eurazeo and Clayton, Dubilier & Rice. A spokesman for Rexel told Agence France-Presse that the filing made with the ...

Netherlands-based diversified distributor Hagemeyer NV reported sales of 6.22 billion euros (US$8.17 billion) in 2006. Organic growth was 11.5%. Profit for the year was 140 million euros (US$183.8 million), compared with a net loss of 58 million euros (US$76.1 million) last year.


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A strong global economic environment and high copper cable prices had a positive impact, said CEO Rudi de Becker. This is the first in three years that Hagemeyer has recorded a net gain. Hagemeyer's turnaround has been successfully completed and we are now entering a new phase," he said, "one focused on profitably growth - both on our own and through judicious acquisitions."


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Overall organic growth in the Professional Products and Services division was ...

HD Supply reported sales of $12.07 billion in fiscal 2006, an increase of 161.6% over 2005. Most of that growth was driven by the almost $4 billion in acquisitions made in the past year.


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HD Supply bought diversified distributor Hughes Supply last year at a premium of $3.4 billion. Hughes had sales of $5.4 billion in 2005.


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In 2006, the retail division had sales of $79 billion, up 2.6%.


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Overall, sales at The Home Depot were $90.8 billion, 11.4% over last year, with profit at $5.8 billion. Comparable store sales for the year were down 2.8%.


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In the fourth quarter 2006, sales for HD Supply grew by 64.4% to $2.9 billion, reflecting sales from acquisitions.


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Home ...

Huttig Building Products, St. Louis, MO, distributor of millwork, building materials and wood products, has closed its distribution facility in Hauppauge, NY, as part of the company's effort to downsize in response to the recent downturn in the housing market.


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About 30 jobs will be eliminated.


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While we continue to believe the Long Island, NY, market has long-term potential for more localized distribution of millwork and specialty building products, unfortunately now is not the time for making the additional investments that would be required in today's market environment, said President and CEO Jon Vrabely.


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Huttig has 41 distribution centers serving 46 states. It serves mostly building materials dealers, ...

Lone Star Fasteners, Houston, TX, has acquired LWD Precision Engineering Co. Ltd., a manufacturer of precision engineered components for the global oil and gas industry, for $6 million. LWD, based in Leeds, UK, manufactures precision machined components for valves, actuators and other related critical applications.


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"The purchase of LWD is our latest step in the strategic expansion of Lone Star's product and geographic market coverage, said Lone Star CEO Bruce Ross.


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The acquisition of LWD follows Lone Star's June 2006 acquisition of Leeds-based Grange Gaskets, a provider of standard and specialty gaskets, and related machined parts.&nbsp ; Tony Sitek, managing director of Lone Star's Grange subsidiary, will assume overall management ...

Genuine Parts Company, Atlanta, GA, reported sales in 2006 were $10.5 billion, up 7% compared to 2005. Net income for the year was $475.4 million, an increase of 9% from 2005.


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By division:




  • Automotive: $5.185 billion in sales, up 3.4%

  • Motion Industries: $3.107 billion, up 11%

  • Office Products: $1.779 billion, up 7%

  • Electrical/Electronic: $408 million, up 19%

In the fourth quarter ended Dec. 31, 2006, sales increased 6% to $2.54 billion.


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In the fourth quarter, Automotive Group sales were up 2%, Motion Industries up 11%, EIS (Electrical/Electronics Group) up 17%, and SP Richards, the office products group, up 4%.

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Altra Holdings, Inc., Quincy, MA, has agreed to buy power-transmission product manufacturer TB Wood's Corporation, Chambersburg, PA, for $24.80 a share.


TB Wood's, with sales of $118.9 million in 2006, will become a fully owned subsidiary of Altra.

“TB Wood's is a great fit with the existing Altra platforms and meets our disciplined acquisition philosophy perfectly, said Michael L. Hurt, chairman and CEO of Altra. “The acquisition of TB Wood's broadens our growing coupling product line and adds engineered belted drive systems as well as adjustable speed electronic drives and systems to our product portfolio."


TB Wood's offering of elastomeric couplings fills a gap for Altra and will expand engineered coupling revenues by more than 50%. ...

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