September 2007 - Page 2 of 4 - Modern Distribution Management

September 2007

Dana Corp. Completes Sale of Fluid Products Businesses

Dana Corporation, Toledo, OH, has completed the sale of its North American coupled products business to Coupled Products LLC, a wholly owned subsidiary of Wanxiang (USA) Holdings Corporation.
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The sale concludes the divestiture of Dana’s fluid products business. Last month, the company closed the sale of its North American fluid products hose and tubing operations to Orhan Holding, A.S. Dana previously sold its European fluid products hose and tubing operations to Orhan in July 2007.
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The completion of this divestiture marks another important step in Dana’s efforts to concentrate our resources on the core products and competencies that are the foundation for our future growth,” said Dana Chairman and CEO Mike Burns.
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The coupled products plants …

Dana Corp. Completes Sale of Fluid Products Businesses Read More »

Strategic Sales Management

It’s no longer enough to leave relationships solely in the hands of individual sales reps, no matter how capable they are. Becoming a strategic partner in the supply chain means evolving to a new model of sales management, according to this excerpt of a new book from the NAW Institute for Distribution Excellence.
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The 1990s saw the emergence of a new concept. Instead of just being a middleman between manufacturers and customers, wholesaler-distributors started to become marketing channels.

On the upstream side, sophisticated manufacturers began to look at distributors as partners in the ultimate job of reaching and satisfying end consumers.

Instead of just talking about what the distributors’bought, they started discussing what the distributors …

Strategic Sales Management Read More »

Survey: Premiums Up 6.1% in 2007

Annual premiums for family coverage now average $12,106, according to one annual survey, with workers paying $3,281.

Health insurance premium growth was the slowest since 1999 when premiums rose 5.3 percent.

Premiums saw a 6.1 percent increase in 2007, according to the 2007 Employer Health Benefits Survey released by the Kaiser Family Foundation and Health Research and Educational Trust.

The average health benefit cost per employee is expected to rise 6.7 percent in 2008, the Mercer Health Benefits survey of employers found. In 2006, employers saw a 6.1 percent increase in costs. The percentage of the workforce (60 percent) obtaining coverage from employer-sponsored plans remained unchanged since 2006. (See graphic on page 7.)
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U.S. Residential Market Slows Wolseley Annual Sales

Global HVAC, plumbing and building materials distributor Wolseley plc reports there are no signs yet of any upturn in the U.S. housing market; it is also seeing the repairs, maintenance and improvement market starting to soften. A weaker dollar and price deflation in lumber and panels has also hurt its North American building materials business.
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In its preliminary results report for the year ended July 31, 2007, Wolseley had sales of 16.2 billion pounds (US$32.7 billion), up 14.6% from the previous year. Operating profit fell slightly.
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North American revenues declined slightly overall, reflecting slow sales by Stock Building Supply hit by the weak U.S. residential market. Ferguson, the plumbing/HVAC business, had 5.5% organic growth. Operating profit in …

U.S. Residential Market Slows Wolseley Annual Sales Read More »

Act Protects Returning Veterans’ Rights

USERRA, a federal law that protects the jobs of members of the uniformed services, has long been considered a dangerous trap for the unwary employer.
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A jury recently awarded nearly $1 million in damages to an Oregon National Guardsman discharged after seeking outside assistance to get his job back, based largely upon the timing of the employer’s discharge decision.
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USERRA Protection
The action was brought under the Uniformed Services Employment and Reemployment Rights Act of 1994 (USERRA), which was enacted to protect the jobs of reservists, National Guard members and other members of the uniformed services.

The law codifies a series of statutes dating back to WWII, all of which were underpinned by the notion that our returning …

Act Protects Returning Veterans’ Rights Read More »

Commentary: Engage Entire Company in Customer, Vendor Accounts

As our lead article outlines, many distributors are trying to evolve a traditional sales model -where the outside salesperson owns the customer relationship -into a more flexible one. It’s a tough transition that engages the entire company, not just the sales rep.

The payoff goes far beyond particular customers. It really shifts the way in which distributors position themselves with customers and suppliers.

Not only do these customer relationships become much more productive and cost-efficient, it is much easier for distributors to tailor services to specific customer needs across the organization. That in turn defines for the customer the real difference in the value your company offers versus alternatives.

Distribution management gains much better …

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Wholesale Prices Fall in August

The Producer Price Index for Finished Goods fell 1.4 percent in August, seasonally adjusted, the Bureau of Labor Statistics of the U.S. Department of Labor reported.&nbsp ; &nbsp ; This decrease followed a 0.6-percent increase in July and a 0.2-percent decline in June. &nbsp ; At the earlier stages of processing, prices received by manufacturers of intermediate goods moved down 1.2 percent in August compared with a 0.6-percent advance in July, and the crude goods index dropped 3.0 percent after climbing 1.2 percent in the prior month.

Accounting for most of the downturn in finished goods prices, the index for energy goods fell 6.6 percent in August following a 2.5-percent rise in the prior month. &nbsp ; Prices for consumer foods declined 0.2 percent after inching down 0.1 …

Wholesale Prices Fall in August Read More »

U.S., Canadian PT/MC Sales Drop in July

Power Transmission Distributors Association today released July 2007 month-end trend data for distributors and manufacturers of power transmission/motion control (PT/MC) products.
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U.S. distributors’sales of PT/MC products dropped 7.0 percent from June to July after a rise in sales for the past two months.&nbsp ; Year-to-year comparisons remain positive for the first half of this year with sales in July 2007 coming in 11.0 percent higher than in July 2006.&nbsp ; Accounts receivable collection days rose 2.7 percent over June 2007.&nbsp ; The July 2007confidence index for U.S. distributors remained unchanged for the fifth month in a row at 6.6 (on a 10-point scale).
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Canadian distributors’sales in PT/MC products continue to fall, dropping 9.0 percent from …

U.S., Canadian PT/MC Sales Drop in July Read More »

Praxair China to Build Gases Facility in Nanjing

Praxair China has announced plans to build a specialty gases facility in the Nanjing Science Park, in Nanjing, China.
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This facility will allow Praxair to dramatically increase its presence in the rapidly growing Chinese specialty gas markets,” said David Chow, president of Praxair China. “With the addition of high-purity gases, calibration gases and ultra-high-purity gases for the electronics segment, this facility will also be capable of producing complex mixtures for research laboratories and emission testing centers being developed throughout China.”
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The facility is scheduled to start up in August 2008. Markets served will include the petrochemical, automobile, lighting, and pollution control industries as well as laboratories and research centers. In a …

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Timken to Acquire The Purdy Corp.

The Timken Company, Canton, OH, has agreed to acquire The Purdy Corp., Manchester, CT, a precision manufacturer and systems integrator for military and commercial aviation customers, for $200 million.
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The acquisition will further expand the growing range of power-transmission products and capabilities Timken provides to the aerospace market.
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The Purdy Corp.’s expertise includes design, manufacturing, testing, overhaul and repair of transmissions, gears, rotor-head systems and other high-complexity components for helicopter and fixed-wing aircraft platforms. Purdy employs more than 200 people and had 2006 sales of $87 million.
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Timken offers a comprehensive line of aerospace quality bearings, along with a select range of turbine engine …

Timken to Acquire The Purdy Corp. Read More »

Industrial Production Rises 0.2% in August

Industrial production rose 0.2 percent in August after an increase of 0.5 percent in July. At 114.4 percent of its 2002 average, total industrial production in August was 1.7 percent above its year-earlier level.
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Manufacturing output fell 0.3 percent in August after five consecutive months of increases, mining output dropped 0.6 percent, but unusually hot weather contributed to an increase of 5.3 percent in the output of utilities.
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Capacity utilization for total industry was unchanged, at 82.2 percent, a rate 0.2 percentage point below its level in August 2006 but 1.2 percentage points above its 1972-2006 average.
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Market Groups
The production of consumer goods edged up 0.1 percent in August.
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The production of …

Industrial Production Rises 0.2% in August Read More »

Klein Tools Affiliate Acquires Heritage Cutlery

Klein Cutlery Inc., an affiliate of hand tool manufacturer Klein Tools, Lincolnshire, IL, has acquired Heritage Cutlery, Bolivar, NY, from Rogers, Lunt and Bowlen Company.
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The acquisition includes the brand names Heritage and C-Mon.
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Heritage Cutlery is a manufacturer of hot-forged scissors and shears for a wide variety of markets including electrical and industrial. The company employs about 55 people at its 18,000-square-foot facility. Heritage has about 900 distributors in the U.S., Canada, Australia and Europe.
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The new company will operate under the name Klein Cutlery LLC. No changes in management are …

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Flowserve Sells Distribution Assets in Sweden

Flowserve Corp., Dallas, TX, a global supplier of fluid motion and control products and services, has agreed to sell certain product distribution assets of its non-core instrumentation and positioner facility in Karlstad, Sweden, to Indutrade.
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The Karlstad facility provides instrumentation products and systems including gas analyzers, I/O devices, recorders, radiation density meters and other non-core products used for measurement and control of flow processes in industries such as power, paper and machinery.
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Under the terms of the agreement, Indutrade will continue to sell Flowserve’s products and services, which should provide Flowserve wider access to sales channels in the region.
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This agreement enables Flowserve to strengthen its focus …

Flowserve Sells Distribution Assets in Sweden Read More »

Actuant Acquires Templeton, Kenly & Co. for $48M

Actuant Corp., Milwaukee, WI, has acquired Templeton, Kenly & Co, Inc., Broadview, IL, for $48 million in cash.
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TK produces hydraulic pumps and tools, mechanical jacks, wrenches, and actuators. Its products are sold under brand names including Simplex, Uni-Lift, and Pow’r-Riser. TK generated $33 million in sales in the last year, and has 120 employees.
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TK will operate within Actuant’s Industrial Segment, which includes Enerpac.
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&nbsp ; TK’s leading positions in the mechanical jack product line and the railroad end market represent attractive market extensions for Actuant, and we are excited about the prospects for utilizing our global distribution network to accelerate the sales of these products. In addition, TK’s hydraulic pumps and tools …

Actuant Acquires Templeton, Kenly & Co. for $48M Read More »

Brady Organic Growth Up 4% to $1.36B in 2007

Brady Corp., Milwaukee, WI, reported sales rose 34% in fiscal 2007 to $1.36 billion. Organic growth was 4%. Acquisitions contributed 26% to sales.
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Profit for fiscal 2007 rose 5% to $109.4 million.
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In the fourth quarter, Brady sales rose 26% to $362.8 million. Organic growth was 5% from the prior-year quarter, with acquisitions adding 17% to total sales growth.
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Regionally, sales were up 25% in the Americas, 28% in Europe, and 25% in Asia/Pacific.

Profit was up 17% to $26.2 million in the fourth quarter.

Fiscal 2007 was a very busy year for Brady, and included 7 acquisitions, 16 SAP implementations, and further expansions in Mexico, Thailand, Malaysia, India, China and the Philippines among other geographic areas,” said …

Brady Organic Growth Up 4% to $1.36B in 2007 Read More »

HD Supply: The ‘White-Knuckle Deal’

BusinessWeek just ran a couple of articles on Clayton, Dubilier & Rice, the private equity firm that joined with Bain Capital and the Carlyle Group to buy HD Supply. Due to a tightening in the credit markets, the trio will pay $8.5 billion instead of the original $10.3 billion price for the Home Depot wholesale unit.
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The first BW article was aptly titled, Private Equity’s White-Knuckle Deal,” and the other focuses on CD & R’s chairman Joseph L. Rice III, 75, who discusses how his firm years ago fell into the trap of buying into industries it did not understand and “embraced debt too enthusiastically.” (Read article)
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“White-Knuckle Deal” recounts in …

HD Supply: The ‘White-Knuckle Deal’ Read More »

MDM September 10, 2007

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 …

MDM September 10, 2007 Read More »

Premier Farnell 2Q Growth at 3%

London-based global electronics distributor Premier Farnell saw second-quarter sales growth of 3%, despite a more challenging North American market.

Revenue was 178.9 pounds (US$363.3 million) in the second quarter and 362.5 million pounds (US$736M) in the first half.

Total earnings per share were up 13% in the first half.

We continue to make good progress with the rigorous implementation of our business strategy and are especially pleased with the 30% increase in Web sales in the quarter and our success in winning major new franchises,” CEO Harriet Green said.

“While market conditions in North America in the second quarter were rather more challenging than in the first quarter, we delivered growth across all divisions with double-digit growth in …

Premier Farnell 2Q Growth at 3% Read More »

Ferguson Makes Two Acquisitions

Ferguson has acquired Western Air Systems & Controls Inc., an exclusive Trane HVAC distributor for the states of California and Nevada with three facilities. In the year ended Dec. 31, 2006, Western Air had revenue of $59.6 million.
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Ferguson has also acquired Davidson Pipe Company Inc., a pipes, valves and fittings distributor in the New York metropolitan market. In the year ended Sept. 30, 2006, Davidson had revenue of $125.8 million.
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Ferguson is a company of Wolseley plc, a global distributor of plumbing and heating products as well as building materials. Wolseley announced five bolt-on acquisitions this month, including one by Stock Building Supply and two in Europe. These acquisitions are expected to add 110 million pounds&nbsp ; to total …

Ferguson Makes Two Acquisitions Read More »

Stock Building Supply Buys ProSource

Stock Building Supply has acquired ProSource Building Supply Ltd, Houston, TX, a construction services business supplying commercial doors, trim, hardwood, related specialty products and installation services.
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In the year ended Dec. 31, 2006, ProSource had revenue of $17.2 million. The acquisition is in line with Stock’s goal of expanding in the commercial and industrial markets.
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Stock Building Supply is a company of Wolseley plc, a global distributor of plumbing and heating products as well as building materials. Wolseley announced five bolt-on acquisitions this month, including two by Ferguson and two in Europe. These acquisitions are expected to add 110 million pounds to total …

Stock Building Supply Buys ProSource Read More »

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