April 2007 - Modern Distribution Management

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April 2007

NAED Reports Slowdown in Distributor Sales Growth

Economic Trends, Electrical, Free, News, Research & Analytics, Subscriber Only, Top Distributor Sectors /

The number of electrical distributors reporting sales growth continued to decline during the first quarter of 2007, however they look for a strong upturn in the second quarter, according to National Association of Electrical Distributors’ newly released Quarterly Sales Change Expectation Survey.
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For the quarter ended March 31, 61.2% of distributors indicated their sales had grown. This marked the third consecutive quarter in which the percentage of distributors reporting growth had declined. The portion of distributors estimating increases of 10% or more remained virtually unchanged from the prior quarter at 29.5%. The number of distributors whose sales declined grew to 31.7%. Among regions, the Northeast experienced a difficult quarter as only 32.4% of distributors …

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Rockwell Sales Flat in U.S.

Free, News, Power Transmission/Motion Control/Fluid Power, Subscriber Only, Top Distributor Sectors /

Rockwell Automation, Inc., Milwaukee, WI, reported fiscal 2007 second quarter net income of $729.3 million, including a gain from the sale of its Power Systems segment. Profit in the second quarter excluding this was $142.3 million.
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Sales in the quarter, which exclude Power Systems, were $1,206.5 million, up 8%. Sales in the U.S. were flat compared to the second quarter of 2006. International sales increased 13%, excluding the effect of currency translation, with continued strength in Europe and Latin America, and weaker results in Asia Pacific and Canada.
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From an end market perspective, sales into resource-based end markets continued to pace growth, and sales into consumer-facing industries grew at about the company average. Sales to the global automotive …

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Canadian Manufacturers Positive About Production Prospects

Economic Trends, Free, News, Research & Analytics, Subscriber Only /

Release taken from Statistics Canada, www.statcan.ca
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Manufacturers were more upbeat about their current situation and prospects for production and employment for the second quarter of&nbsp ; 2007, according to the April Business Conditions Survey.
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The Business Conditions Survey is a quarterly survey that requests manufacturers’ opinions on production impediments, finished product inventory levels, new and unfilled order levels and production and employment prospects in the coming three months. The voluntary survey was conducted in the first two weeks of April and attracted over&nbsp ; 3,000&nbsp ; responses from manufacturers.
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Manufacturers positive about production prospects
In April, 22% of manufacturers stated they would …

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Builders FirstSource Sales Down 30% in 1Q

Building Materials/Construction, Free, News, Subscriber Only, Top Distributor Sectors /

Builders FirstSource, Inc., Dallas, TX, a supplier and manufacturer of structural and related building products for residential new construction, reported sales of $411.1 million in the first quarter ended March 31, 2007, down 30.2% from the same period a year ago. Profit was $0.2 million.
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We continued to face very challenging market conditions during the first quarter,’ said Floyd Sherman, Builders FirstSource CEO .”The combined impact of decreased housing starts and lower market prices for lumber products reduced our sales.”
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Builders FirstSource reported a decline of 36.2% in housing activity in its markets. Also, commodity lumber and lumber sheet goods prices had a 5.7% negative effect on sales.
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The company said it …

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Smith International Sales Grow 25% in 1Q

Chemicals & Plastics Distribution, Free, News, Subscriber Only, Top Distributor Sectors /

Smith International, Inc., supplier to the oil and gas industry, reported first-quarter sales were $2.11 billion, compared with sales of $1.68 billion in the same period a year ago. Profit was $160.2 million, up from $107 million a year ago.
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Offshore business volumes accounted for 90% of the Oilfield segment revenue increase over the December quarter, impacted by demand for drilling and completion fluids, environmental solutions and borehole enlargement technologies.
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On a geographic basis, increased activity in the U.S. deepwater market and rising offshore investment in the Eastern Hemisphere region, including the North Sea, Former Soviet Union and Middle East/Asia, accounted for the majority of the sequential improvement.
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Business …

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Timken Sales Up 2% in 1Q

Free, News, Power Transmission/Motion Control/Fluid Power, Subscriber Only, Top Distributor Sectors /

The Timken Co., Canton, OH, reported sales of $1.28 billion in the first quarter 2007, an increase of 2% over the same period a year ago. Income from continuing operations was $41.6 million.
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Sales in Asia were up 17%.
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The Industrial Group had first-quarter sales of $544.4 million, up 8% from $503.9 million for the same period last year. Favorable pricing and higher volume drove the increase, with sales strength coming from multiple market sectors, especially aerospace and heavy industry.
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The Automotive Group’s first-quarter sales of $388 million were down 8% from $421 million for the same period last year. The decrease was driven by the sale of its steering business at the end of 2006 and lower demand from North American light vehicle and …

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Industrial Production Falls 0.2% in March

Economic Trends, Free, News, Research & Analytics, Subscriber Only, Top Distributor Sectors /

Industrial production decreased 0.2 percent in March after an increase of 0.8 percent in February. Output in the manufacturing sector moved up 0.7 percent in March; the increase was led by advances in the production of durable goods.
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The output of utilities dropped 7.0 percent, largely reversing its February jump of 7.6 percent, as temperatures swung from below seasonal norms in February to above seasonal norms in March.
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Mining output edged up 0.1 percent in March. At 112.5 percent of its 2002 average, overall industrial production for March was 2.3 percent above its year-earlier level.
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The rate of capacity utilization for total industry fell 0.2 percentage point, to 81.4 percent, a level 0.4 percentage point above its 1972-2006 …

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MDM News Digest 3708

Free, Subscriber Only /

Paris-based electrical distributor Rexel Inc. reported sales of 2.576 million euro (US$3.509 billion) in the first quarter 2007, up 31 percent from the same period last year. Growth was 5.9 percent on a comparable basis. Rexel saw double-digit organic growth in Europe and Asia-Pacific, with flat sales in North America. Acquisitions added 545 million euro (US$742 million) in sales in 2006. More …

Grainger, Chicago, IL, reported sales of $1.5 billion in the first quarter, up 9 percent from the first quarter 2006. Profit increased 18 percent to $102 million. Daily sales increased 8 percent in January, 10 percent in February and 9 percent in March. Sales in the branch-based segment in the U.S., Mexico and …

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MDM April 25, 2007

Subscriber Only /

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 …

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Inflation by Commodity Group

Economic Trends, Research & Analytics, Subscriber Only /

These 16 select product groups provide a snapshot of inflation trends. First quarter 2006 is compared with first quarter 2007, and the fourth quarter 2006 with the first quarter 2007.

Metals & Metal Products
Plumbing Fixtures & Fittings
Fasteners
Hardware
Hand & Edge Tools

Chemicals & Allied Products
Adhesives & Sealants
Industrial Gases

Machinery & Equipment
Mechanical Power Transmission Equipment
Pumps, Compressors & Equipment
Electrical Machinery & Equipment
Ball and Roller Bearings
Metal Valves, Except Fluid Power
Industrial Material Handling Equipment
Fluid Power Equipment
Welding Machines & Equipment
Cutting …

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Changing Channels, Part 2

Management, Research & Analytics, Strategy, Subscriber Only /

This article is available to non-subscribers through online access below, or by purchasing the series, Changing Channels, in the MDM Store.

As reported in Part 1, tension between manufacturers and distributors has always been there -but the reasons for that tension have changed. Channel partners are navigating a new frontier that includes private-label branding, converging channels, pricing conflicts, the push of big-box retailers and national accounts into their back yards, and a changing customer base. In Part 2 of this article, we address best practices in manufacturer-distributor relationships.

One answer to manufacturer-distributor conflicts, MDM found in interviews for this article, is that distributors must focus on creating value for the customer and the supplier by homing in on core competencies. And manufacturers must find a balance of trade between high-volume distributors, integrated …

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13 Lawson Products Sales Agents Accused in Kickback Scheme

Companies, Free, Legal Issues in Wholesale Distribution, News, Operations, Subscriber Only, Top Distributor Sectors /

Thirteen sales agents for Lawson Products, Des Plaines, IL, have been indicted on federal fraud charges. The sales agents are accused of paying kickbacks totaling $140,000 to employees of some of their customers, including suburban municipalities, school districts, a federal agency, a non-profit organization and private businesses.

They disguised kickbacks as purchasing incentives, according to the Chicago U.S. Attorney’s office. In return, the sales agents allegedly obtained higher sales commissions based on greater volume and prices.

Eleven of the defendants were charged in six separate cases in Chicago, while two additional cases were filed in Dayton, OH, and Philadelphia, PA. All of the cases involve commissioned sales agents for Lawson Products, Inc., or its …

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Relationships Differentiate in Global Markets

Management, Research & Analytics, Strategy, Subscriber Only /

A few follow-up thoughts on the global industrial products trade fair in Hannover, Germany last week. I came away with two very distinct, very different thoughts about what is happening in industrial markets, how customers are sourcing, and the impact on distributors.
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First the mind-boggling news. Some end-user customers and distributors I interviewed there were looking for the next source of product beyond China. Why? China pricing will be too expensive in a year or two. It’s hard to exaggerate how many times I had to process that thought: China pricing is too high& hellip; “
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Of course, it is no surprise except for the speed at which the search for the next lowest-price source of product is happening. India, Turkey and other low labor-cost countries are in …

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Commentary: Channel Conflict Appears When Visibility Disappears

Management, Perspective, Sales & Marketing, Strategy, Subscriber Only /

Channel dynamics, as our lead article explores, have arguably never been more complex or more fluid. One of the core concepts as this article came together was the need to have a clear line of visibility from manufacturer to end-user customer. With so many variables at play, visibility seems to be one of the few constants.

Channel conflict appears when clarity disappears, whether in communication, policies, discount structures or behaviors. There is no right answer, yet there are great examples of consistent and clear approaches that are working.

Ten years ago, the hot issue was how integrated supply was radically altering traditional channel relationships. Power was shifting to the customer. The redundancies and inefficiencies of traditional channels were ripe for …

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U.S. PT/MC Sales Grow 9.3% in February

Economic Trends, Free, News, Research & Analytics, Subscriber Only, Top Distributor Sectors /

After a four-month decline in U.S. distributors’sales of Power Transmission/Motion Control products at the end of 2006, this year’s sales continued to show positive growth with a 9.3 percent jump in sales for February, according to the most recent trend data report from the Power Transmission Distributors Association.
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When matched up against February 2006 sales, sales in February 2007 were up 8.8 percent. Accounts receivable collection days were up 0.5 percent in February after a steep decline the previous month; accounts receivable collection days were up 1.5 percent compared to the same period last year.
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Following a drop in December 2006 sales, Canadian distributors’sales in PT/MC products posted its second consecutive month of gains, rising 8.5 percent …

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Lawson Products Sales Agents Indicted on Fraud

Companies, Free, Legal Issues in Wholesale Distribution, News, Operations, Subscriber Only, Top Distributor Sectors /

Sales agents for Lawson Products, Des Plaines, IL, have been indicted on federal fraud charges. The sales agents allegedly paid kickbacks totaling $140,000 to employees of some of their customers, including suburban municipalities, school districts, a non-profit organization and private businesses.
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They disguised the kickbacks as purchasing incentives, according to the US Attorney’s office in Chicago. In return, the sales agents allegedly obtained higher sales commissions based on greater volume and prices.
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Eleven of the defendants were charged in six separate cases in Chicago, while two additional cases were filed in Dayton, OH, and Philadelphia, PA. All of the cases involve commissioned sales agents for either Des Plaines-based …

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Canadian Wholesale Revenues Pick Up in February

Economic Trends, Free, News, Research & Analytics, Subscriber Only /

Following a lackluster start to the year, wholesaling activity in Canada picked up in February with higher sales of food and personal and household products accounting for much of the increase.
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Wholesale sales rose by&nbsp ; 0.8% to&nbsp ; $43.0&nbsp ; billion in February, reversing all of the&nbsp ; 0.7% decline posted in January. The most significant increase came in the personal and household goods sector (+4.0%), which resumed its upward momentum after a significant drop in January. The food, beverages and tobacco products sector also had a solid month (+2.4%), as did the automotive products (+1.9%) sector.
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These gains were partially offset by declines in the building materials (-2.2%) and other products” (-1.5%) sectors.
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Wholesalers in …

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Praxair Sales Rise 8% in 1Q

Companies, Free, Gases & Welding Equipment, News, Subscriber Only, Top Distributor Sectors /

Praxair, Inc., Danbury, CT, reported sales in the first quarter 2007 rose 8% from the prior-year quarter, excluding the effect of lower natural gas prices passed through in hydrogen prices. Profit rose 18%.
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Higher overall pricing and volumes across all major end markets contributed to the increase.
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In North America, first-quarter sales reached $1,205 million, 5% above the prior-year quarter excluding the effect of lower natural gas prices passed through in hydrogen prices. Sales growth came primarily from energy and general manufacturing markets, where demand continues to be strong for new gases applications.
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In Europe, sales in the quarter of $330 million grew 23%, and increased 14% excluding currency effects. Underlying sales growth …

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Kennametal Sales Up 6% YTD

Free, News, Subscriber Only, Top Distributor Sectors /

Kennametal Inc., Latrobe, PA, reported sales in the third quarter 2007 increased 7% on an organic basis to $616 million. Sales in the first nine months of fiscal 2007 were up 6% on an organic basis to $1.7 billion.
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Metalworking Solutions & Services Group (MSSG) growth of 7% (organic) in the third quarter was led by year-over-year expansion in the distribution, general engineering and machine tool markets and the effect of an acquisition. The European market (up 8%) continued to be favorable. Asia Pacific (up 22%) and India (up 25%) delivered double-digit growth, while the North American market showed flat-to-modest growth of 2%.
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Advanced Materials Solutions Group (AMSG) sales grew 6% on an organic basis. Energy product sales were up 18%, mining and …

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Huttig Building Products 1Q Sales Fall 21%

Building Materials/Construction, Free, News, Subscriber Only, Top Distributor Sectors /

Huttig Building Products, Inc., St. Louis, MO, a domestic distributor of millwork, building materials and wood products, reported sales for the first quarter 2007 were $222.4 million, down 21% from $281.1 million in 2006.
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That reflects a 30% drop in housing starts. Sales to national accounts for Huttig, which represented 36% of sales in the first quarter 2007, as compared with 34% last year, declined by 16%.
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Huttig reports there is no indication that the new housing construction market is likely to pick up this year, but it expects the market has stabilized. Huttig has implemented several cost reduction strategies in the past several months, including streamlining regional management from four to two groups, and closing underperforming distribution facilities …

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