November 19, 2008

Jaco Electronics Sales Down in 1Q

Electrical, Free, News, Subscriber Only, Top Distributor Sectors / MDM Staff

Electronics distributor Jaco Electronics, Inc. reported sales in the first quarter ended Sept. 30, 2008, were $47.8 million, compared with $49 million in the year-ago period.

The distributor recorded a net loss of $15.1 million in the period, compared with a net loss of $181,000 the previous year.

Jaco recorded a non-cash goodwill impairment charge of $15.4 million. The company is selling its non-Flat Panel Display components business to WPG Americas Inc.

Jaco is a distributor of electronic components to industrial OEMs and contract manufacturers. Jaco distributes products such as semiconductors, capacitors, resistors, electromechanical devices, flat panel displays (FPD) and power supplies, which are used in the manufacture and assembly of …

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Value-Added Selling: Why Aren’t Customers Responding?

Free, Sales & Marketing, Subscriber Only / Lindsay Young

Value-added selling has certainly been a buzz word, and very few would argue that doing value-added selling well can be a challenge, especially if a competitor is selling essentially the same product.

A recent blog on Inc.com addresses this challenge:

“Despite the overuse and misunderstanding of the ‘V’ word in recent years, selling organizations have received the message: The one and only thing customers really want to know is, ‘What is the value to me if I buy from you?’ If everyone got the message and the value strategy is in play, why aren’t customers responding? At the same time, why are sales cycle times lengthening, the number of ‘no decisions’ increasing, …

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Suppliers to Detroit’s Big Three Are Nervous

Free, News, Subscriber Only, Top Distributor Sectors / Lindsay Young

The Windsor Star recently published a report on how tool makers and mouldmakers in Ontario have grown nervous about taking on new work and being paid by Detroit’s Big Three auto makers. According to the article, parts makers were told last week that new contracts will no longer be insured by Export Development Canada if they supply Chrysler. And Ford and GM are also being watched by the Canadian agency. The agency insures $33 million worth of contracts with Chrysler and $230 with GM and Ford.

Some manufacturers are worried that if they don’t get their contract insured, they will be “wiped out” if one of the automakers goes bankrupt. Not surprisingly, …

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November 19, 2008

Jaco Electronics Sales Down in 1Q

Value-Added Selling: Why Aren’t Customers Responding?

Suppliers to Detroit’s Big Three Are Nervous

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