August 2008 - Page 3 of 6 - Modern Distribution Management

August 2008

Transcat Buys Westcon

Transcat, Inc., Rochester, NY, a distributor of professional grade test, measurement and calibration instruments and accredited provider of calibration and repair services, has acquired privately-held Westcon, Inc., a Portland, OR-based test and measurement instruments distributor and calibration services provider, in a transaction valued at $7.2 million.
 
Charles P. Hadeed, CEO of Transcat, said, This acquisition provides us a West Coast distribution operation that enables us to provide faster service to a broader base of potential customers while adding a Pacific Northwest full-service calibration operation that geographically complements and expands our nationwide network to a total of twelve laboratories. Of added value is Westcon’s focus on the wind industry, an ideal, …

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WinWholesale Opens Winnelson Locations

WinWholesale Inc., Dayton, OH, has opened Winnelson companies in Lakeland, FL, Bloomington, IL, and Clinton, MO, to provide residential and commercial contractors with plumbing supplies, equipment and accessories.
 
Bloomington, Lakeland and Clinton Winnelson companies have local ownership and serve central Florida, central Illinois and west central Missouri. Each has a warehouse, counter sales and pickup, and delivery service. In addition, Clinton Winnelson has a product showroom.
 
There are more than 470 Win local wholesaling companies across the U.S. and more than 100 Noland Company locations. …

WinWholesale Opens Winnelson Locations Read More »

Canadian Manufacturing Sales Up 2.1% in June

In current dollars, Canadian manufacturers reported $52.5 billion in sales in June, up 2.1% from May and the fifth increase in six months. In constant dollars, manufacturing sales increased 0.6% to $47 billion in June. Industrial prices for petroleum and coal, chemical products, wood products, and motor vehicles rose notably during the month.
 
By Sector
Increases were widespread as 14 of 21 manufacturing industries, representing 81% of total sales, reported gains.

The largest contribution to the gains in total manufacturing sales came from petroleum and coal product manufacturers. Sales increased by 6.4% in this industry, mirroring the 6.2% rise in prices observed for the month.

Sales by primary metal manufacturers …

Canadian Manufacturing Sales Up 2.1% in June Read More »

Genuine Parts Co. Office Products Group Agrees to Buy ActionEmco Assets

The Office Products Group of Genuine Parts Co., Atlanta, GA -S.P. Richards Company -has agreed to buy the Midwestern U.S. business assets of ActionEmco. ActionEmco is a regional office products distributor.
 
S.P. Richards is buying the business the company services from its Grand Rapids, MI, distribution center. The company expects the purchase to generate additional annual revenues of $50 million.
 
Thomas C. Gallagher, president and CEO of Genuine Parts, said: Like S.P. Richards, ActionEmco has been actively involved in the office products industry for many years and both companies have shown considerable growth in their Midwest business over the years. We believe this combination is a very good fit for S.P. Richards, ActionEmco and our customers, and we look …

Genuine Parts Co. Office Products Group Agrees to Buy ActionEmco Assets Read More »

Five Star Products Sales Down 12.5% in 2Q

Five Star Products, Inc., New York, NY, distributor of paint sundry and hardware products in the Northeast and Middle-Atlantic states, reported revenue for the three months ended June 30, 2008, were down 12.5% to $31.4 million. Profit was $98,000, compared with profit of $567,000 in the prior-year period.
 
The distributor reported sales of $62.9 million for the first six months of 2008, a 4.4% decrease. The net loss was $609,000.
 
John Belknap, Five Star CEO, said: Challenging market conditions in our industry obviously have impacted Five Star’s second quarter. Neither Five Star nor its customers are immune from negative economic factors affecting, in particular, the housing and home improvement industries.”
 
As previously announced, National Patent …

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Industrial Production Up 0.2% in July

Industrial production increased 0.2% in July after having advanced 0.4% in June. Manufacturing output gained 0.4% in July and was boosted by a rise of 3.6% in the production of motor vehicles and parts. Excluding motor vehicles and parts, the index for manufacturing increased 0.2%.
 
The output of mines moved up 0.9%, while the output of utilities contracted 1.9%. At 111.8% of its 2002 average, total industrial production was 0.1% below its level of a year earlier. In July, the capacity utilization rate for total industry edged up to 79.9%, a level 1.1 percentage points below its average for 1972-2007.
 
Daniel J. Meckstroth, Ph.D., chief economist for the Manufacturers Alliance/MAPI, said: The modest spike of growth occurred as manufacturers adjusted production …

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Report: Latin American Production Growth to Decelerate in 2009

Maintaining momentum from a strong 2007 and first quarter 2008, particularly in Brazil and Argentina, a new report projects Latin American-based manufacturers will continue to increase output this year and in 2009. According to the Manufacturers Alliance/MAPI Latin America Outlook: 2008-2009, a bi-annual analysis that examines the latest trends and provides a near-term forecast for 16 major industries, manufacturing production growth will decelerate in 2009.

The report focuses on Latin America’s three largest economies — Brazil, Argentina, and Mexico — as these countries are responsible for more than 80% of the region’s manufacturing output. MAPI raised its forecast for overall manufacturing output in Latin America in 2008 to 4.9% from its 3.8% forecast in the …

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Better Communication with Gen X and Y

The work force is rapidly changing. Soon we will see a massive shift from the Boomers to Gen X in top management at distributors big and small.

It’s not uncommon to hear distributor executives talk about how to attract the next generation of management-worthy workers into their companies. BusinessWeek, as part of a bigger package on the workplace, put down a few pieces of advice on how to better communicate and meet the needs of Generations X (born 1965-1980) and Y (1981-1994). The piece provides some good food for thought as the generational shift continues.

Here’s the advice she offers:
 
With technology, keep it …

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Hagemeyer Releases 2008-2009 Safety Catalog

Hagemeyer has released its 2008-2009 Safety Products catalog. The 652-page catalog features safety, industrial hygiene, and firefighting products.
 
We carefully selected a comprehensive assortment of products that will meet the needs of our customers,”says Brad Pulver, senior vice president, product strategy and marketing. “In addition, we have designed the product assortment to assist customers in experiencing a ‘one-stop’shopping experience, allowing our customer to focus on their core business or service, by not having to waste time on finding safety products from multiple sources.”
 
Hagemeyer’s user-friendly catalog is an expanded version of the original safety catalog and now includes products for the industrial, governmental and industrial hygiene …

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Alfa Laval Buys Hutchison Hayes Separation

Alfa Laval Group, a manufacturer in transfer, centrifugal separation and fluid handling, has acquired Hutchison Hayes Separation, Houston, TX, a provider of separation equipment, parts and services to the U.S. energy-related industries. Hutchison Hayes’sales in 2007 were about SEK 150 million.
 
The acquisition of Hutchison Hayes Separation is in line with the Alfa Laval Group’s strategy of acquiring companies that complement the existing business in terms of products, geography or in the form of new sales channels.
 
In this case, the Alfa Laval Group is adding a complementary channel for centrifugal separation equipment and service.
 
Hutchison Hayes will operate as a separate …

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RONA Same-Store Sales Down 4.4% in 2Q

RONA Inc., Boucherville, Quebec, reported sales of $1.47 billion for the second quarter, a slight increase from the same quarter 2007. Profit was $80.1 million, a 7% decrease from the prior year. Same-store sales for the period were down 4.4%.
 
For the first half of 2008, sales were $2.38 billion, a 1.6% increase over the first half of 2007. Profit dropped 14.8% to $81.1 million. The decline is attributable in part to downward pressure of sales in the construction and renovation industry due to lower consumer confidence levels.
 
Results for the second quarter of 2008 clearly show that the efficiency improvement measures we introduced at the beginning of the year are producing gains and have helped mitigate the downward pressure on sales stemming from the current …

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TriMark USA Agrees to Buy Economy Restaurant Fixtures

TriMark USA, Inc., South Attleboro, MA, a distributor of foodservice equipment and supplies, has agreed to acquire San Francisco, CA-based Economy Restaurant Fixtures, Inc., including its BigTray Division.
 
Jerry Hyman, CEO of TriMark USA said: “This acquisition … puts us into two additional market segments -cash-and-carry and Internet sales, both of which we intend on expanding. It also gives the TriMark family much needed West Coast distribution capabilities.”
 
Economy employs 150 individuals between its San Francisco location and a superstore in Sacramento, CA.
 
TriMark USA is a full-service equipment and supplies distributor with over 900 employees servicing all …

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Wine Distributors Create Joint Venture

Miami, FL-based Southern Wine &Spirits of America, Inc. and Glazer’s Distributors, Addison, TX, have created a joint venture to provide distribution of wine and spirits in serve 38 states. The venture will operate under the name Southern/Glazer’s Distributors of America.
 
The 38 states served by the new venture account for more than 80% of the wine and spirit sales in the U.S.
 
Wayne E. Chaplin, president of Southern Wine &Spirits of America, Inc. and will serve as CEO of the new joint venture, said: The combination of the resources of our two great companies will bring greater scale and synergies to the marketplaces we serve and, therefore, allow us to be better partners to both our suppliers and our retailer customers. Given the highly competitive landscape at …

Wine Distributors Create Joint Venture Read More »

Barnes Distribution Adds 4,200 Products to New Catalog

Barnes Distribution, distributor of maintenance, repair, operating and production supplies and a business of Barnes Group Inc., launched its new master catalog today, adding more than 4,200 new products to its regularly stocked items.
 
New features in the catalog include a welding section and a redesigned fittings and hose section.
 
The addition of these products reinforces the vertical marketing strategy the company announced last year in the transportation, manufacturing, government and natural resources markets, according to a news release.
 
Barnes Distribution is a distributor of maintenance, repair, operating and production supplies. It includes operations in more than 40 …

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Building Materials Holding Corp. Gets Waiver from Lenders

San Francisco, CA-based Building Materials Holding Corp., a provider of building materials and construction services to professional residential builders and contractors, has obtained a temporary waiver of certain conditions to borrowing under its credit facility. The company previously announced that its second quarter financial results were out of compliance with certain financial covenants.
 
The waiver allows BMHC to borrow up to $60 million, through Sept. 30, while it works to finalize a permanent amendment to the credit facility to better reflect current market conditions. The company expects to reach an agreement with lenders without impacting business operations.
 
The company will release details of the second quarter financial results on August …

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General Bearing Sales Up 8% in 2Q

General Bearing Corp., West Nyack, NY, reported sales of $35.1 million for the second quarter ended June 28, 2008, an 8% increase over the same period a year ago. Profit was $2.7 million, down 15.5% from the prior year.
 
For the first six months, sales were up 7.9% to $69.2 million. The company recorded profit of $2.7 million, a decline of 22.1% from the prior year.
 
General Bearing manufactures ball bearings, tapered roller bearings, spherical roller bearings, and cylindrical roller bearings and bearing components. Under The General”and the “Hyatt”trademarks, the company supplies original equipment manufacturers in the automobile, truck/trailer, railcar, office equipment, machinery and appliance industries, as well as the industrial aftermarket. …

General Bearing Sales Up 8% in 2Q Read More »

WinWholesale Opens Winnelson in Missouri

WinWholesale Inc., Dayton, OH, has opened Clinton Winnelson Co. in Clinton, MO, to provide plumbing contractors in the west-central part of the state with plumbing equipment, parts and accessories. The company serves Henry, Johnson and St. Clair counties.
 
Clinton Winnelson provides counter sales pickup as well as delivery service. The company also has a showroom. Among the brands carried are American Standard, Mansfield, Delta, Moen and NIBCO.
 
WinWholesale Inc. consists of more than 470 corporations that are collectively referred to as The Win Group of Companies.”The companies conduct business-to-business wholesale distribution across a broad range of …

WinWholesale Opens Winnelson in Missouri Read More »

Educating the Competition on Pricing

Here’s one potential downside, if you want to call it that, to adjusting your pricing strategy: It makes it more difficult to sell against competitors who may not have taken that route. One of the comments that stuck out in my interviews for the recent pricing article in the Aug. 10, 2008, issue of MDM, Pricing for Profitability, was that poor pricing practices can cause not only an erosion of margins at a single company but in an entire market.

As Robert Graham, president of Engine Warehouse, Houston, TX, told me: “We don’t have exclusivity on every line we sell. We have exclusivity on some, but on other product lines, we have competitors selling the same product and offering similar services, and they are …

Educating the Competition on Pricing Read More »

Is Economic Confidence Eroding in Canada?

It seems like eroded confidence in the economy is seeping into our northern neighbor’s boardrooms. According to the second-quarter CICA/RBC Business Monitor report, only 6% of executives are more confident in the Canadian economy than they were a year ago.
 
The survey says that 23% of respondents are very optimistic about the economy, compared with 67% a year ago. Just under half of respondents said they had been negatively affected by the U.S. economy.
 
Respondents in Alberta and Manitoba/Saskatchewan were most optimistic about prospects in their provinces; those in Ontario responded with the least amount of optimism about their province. The province is facing manufacturing losses and impacts from the weak U.S. dollar.
 
The culprit, at least …

Is Economic Confidence Eroding in Canada? Read More »

Report: Health Care Costs Expect to Increase 10.6% in Next 12 Months

Health care costs are expected to increase on average 10.6% in the next 12 months, according to Aon Consulting Worldwide.
 
Aon surveyed more than 70 health care insurers and found that health care costs are projected to increase by 10.6% for HMOs, 10.5% for POS plans, 10.7% for PPOs and 10.5% for CDH plans. These represent the lowest trend rate increases since the study began in 2001, and are slightly lower than one year ago, when HMO cost increases were 10.9%, 10.8% for POS plans, 11.2% for PPOs and 10.7% for CDH plans.
 
Aon Consulting’s U.S. Health &Benefits practice director, John Zern, said of the survey results: While the medical trend rate is still more than twice the consumer price index, it is encouraging to see that health care cost rate increases are …

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