November 2008 - Page 2 of 5 - Modern Distribution Management

November 2008

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

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, …

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

Jaco Electronics Sales Down in 1Q

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 …

Jaco Electronics Sales Down in 1Q Read More »

Home Depot Sales Drop 6% for 3Q

The Home Depot, Atlanta, GA, a home improvement retailer, reported sales for the third quarter ended Nov. 2, 2008, totaled $17.8 billion, a 6.2% decrease from the third quarter of fiscal 2007. Profit was $756 million, a decline of 31% from the same period a year ago.
 
The reduction in sales reflected negative comparable store sales of 8.3%, which was partially offset by new store sales.
 
The housing and home improvement markets remain challenging. Across our entire business, we are making the adjustments necessary to respond to a tough market environment,” said Frank Blake, CEO.
 
For the first nine months of the fiscal year, sales dropped 5% from the prior year to $56.7 billion. Profit was $2.3 billion, down …

Home Depot Sales Drop 6% for 3Q Read More »

HD Supply CEO: Slowing Infrastructure Sector Won’t Fall Far

Distributors focused on residential construction markets have had to find ways to adapt to the relatively nonexistent new housing market over the past year. Joe DeAngelo, CEO of HD Supply, told me in a recent interview that he credits his company’s exposure to diverse markets as reason it’s managed to stay afloat in current conditions.
 
But those diverse markets are starting to feel the pinch, as well. Infrastructure projects, which DeAngelo refers to as having endless critical demand,”are starting to fall off. According to a recent article in the Wall Street Journal, cash-strapped cities like Philadelphia, Phoenix and Atlanta are requesting money from the federal bailout plan to help fund …

HD Supply CEO: Slowing Infrastructure Sector Won’t Fall Far Read More »

Foodservice Distributor McLane Co. Acquires McCarty-Hull

Foodservice distributor McLane Co. has acquired Amarillo, TX-based distributor McCarty-Hull.
 
McCarty-Hull has sales of about $100 million in grocery, tobacco and other products to convenience and grocery stores in four states.
 
McLane has annual sales of $24 billion and is owned by Berkshire …

Foodservice Distributor McLane Co. Acquires McCarty-Hull Read More »

A History of Recessions

For most of us, a recession would not be a new experience,” says Rick Peterson, outgoing president of the Specialty Tool and Fasteners Distributor Association (STAFDA). Peterson was speaking at the STAFDA’s annual trade show and conference November in Denver, CO.
 
He cited historical statistics in his speech: 10 recessions since World War II, on average lasting 10 months each, a peak unemployment rate of 7.6% and a decline of gross domestic product (GDP) of 1.8%. The two worst modern recessions, he says, were those of 1973-1975 and 1981-1982. In those, unemployment reached 9% and 10%. “History tells us recessions are frequent and short-lived before the business cycle self-corrects and prosperity returns,” Peterson says.
 
The chief economist for the Manufacturers …

A History of Recessions Read More »

MAPI Report: U.S. Economy in Recession

The U.S. economy is in the midst of a severe recession and will face serious challenges through 2009, according to a new report.
 
The Manufacturers Alliance/MAPI Quarterly Economic Forecast says that inflation-adjusted GDP growth decelerated to 1.4% in 2008 and will decline 1% in 2009. The 2009 GDP forecast is down from 1.3% growth projected in MAPI’s previous quarterly report in August.
 
Manufacturing production growth will sink into negative territory in 2008, declining 1.4% following an already low 1.7% growth in 2007. It is likely to fall further in 2009, declining by a significant 4.2%. The previous quarterly MAPI report had forecast production to decline by 0.5% in 2008 and to grow by 1.6% next year.
 
Production in …

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Canadian Manufacturing Sales Edge Up in September

Canadian manufacturing sales edged up 0.1% to $52.2 billion in September after a sizeable 3.7% decrease in August.
 
However, measured in constant dollars, manufacturing sales rose 0.7% compared with August as a result of decreasing industrial product prices. The constant dollar measurement takes price fluctuations into account, providing an indicator of the volume of sales during the month. The constant dollar gain in September followed a notable 4.0% decrease in August.
 
At the industry level, 13 of 21 manufacturing industries increased in September.
 
By Sector
The transportation equipment industry (+1.1%) reported the largest gain in September, increasing for the fourth time in five months. …

Canadian Manufacturing Sales Edge Up in September Read More »

Two-Thirds of Industrial Manufacturers ‘Pessimistic’ Over U.S. Economy

Two-thirds of U.S.-based industrial manufacturers are pessimistic about the U.S. economy over the next 12 months, according to the third-quarter edition of the PricewaterhouseCoopers LLP Manufacturing Barometer. Ninety percent of survey respondents believe that the U.S. economy declined in the third quarter, up 13 points over last quarter and a 70 point increase from those who felt negative about the U.S. economy the same time last year.
 
As for international prospects, the majority of industrial manufacturers (80%) believe that the global economy declined -only 13% view the world economy as growing, which is a fraction of the 81% who believed it was growing last year. Of those manufacturers who market their products abroad, 63% are worried about the prospects of the …

Two-Thirds of Industrial Manufacturers ‘Pessimistic’ Over U.S. Economy Read More »

Wolseley Profit Declines 30% in 1Q

UK-based Wolseley plc, distributor of plumbing and heating products and building materials, reported group sales for the three months ended Oct. 31, 2008, were up 2% from the same period a year ago. Profit was down about 30%.
 
Results continue to be impacted by the events in the financial markets and weakness in the housing markets. The decline in profit was primarily due to lower profitability in Stock Building Supply and Wolseley UK.
 
While these results reflect a further deterioration in the business environment in the first quarter it was not unexpected, and, we continue to react swiftly to market conditions with aggressive but measured cost reduction,”said Chip Hornsby, group chief executive. “In these unprecedented circumstances, the key priorities remain …

Wolseley Profit Declines 30% in 1Q Read More »

Energy Goods Push Down Wholesale Prices

Wholesale prices fell 2.8% in October, seasonally adjusted, the Bureau of Labor Statistics of the U.S. Department of Labor reported . This decrease followed a 0.4-percent decline in September and a 0.9-percent fall in August. At the earlier stages of processing, prices received by manufacturers of intermediate goods moved down 3.9% in October after declining 1.2% in September, and the crude goods index dropped 18.6% subsequent to a 7.9-percent decrease in the previous month.
 
Among finished goods in October, prices for energy goods fell 12.8% compared with a 2.9-percent decline a month earlier. The index for consumer foods edged down 0.2% following a 0.2-percent increase in the prior month. Prices for goods other than foods and energy rose 0.4% for the second …

Energy Goods Push Down Wholesale Prices Read More »

Diamond Chain Enters Joint Venture With KMC

Power transmission manufacturer Diamond Chain Co., Indianapolis, IN, has entered into a joint venture with China-based KMC, a roller chain supplier and longtime strategic partner of Diamond Chain.
 
The joint venture, Diamond (Weifang) Power Transmission Company, will be based in Weifang, Shangdong Province, China, and will expand Diamond Chain’s global operations and position for growth around the world. The companies initially will consolidate manufacturing of Diamond’s Sapphire brand and ISO standard product lines in Weifang.
 
Diamond Chain Company is a division of Amsted …

Diamond Chain Enters Joint Venture With KMC Read More »

Industrial Production Up 1.3% in October

Industrial production increased 1.3% in October after a downwardly revised decline of 3.7% in September, the Federal Reserve reported. The revision to September output resulted, in part, from a larger estimate of the impact of Hurricanes Gustav and Ike on the chemical industry.
 
Manufacturing production, which dropped 3.7% in September, rose 0.6% in October. The output of mines advanced 6.1%, as most crude oil and natural gas operations in the Gulf of Mexico were brought back online after the hurricanes. The output of utilities rose 0.4%.
 
Industrial production in September and October was substantially affected by the hurricanes and a strike in the commercial aircraft industry. Excluding these special factors, total industrial production is estimated to have …

Industrial Production Up 1.3% in October Read More »

Jergens Acquires Bock

Jergens, Inc., Cleveland, OH, a manufacturer of standard tooling components, vises, and other workholding equipment, has acquired Bock Workholding Inc., Ford City, PA, a manufacturer and distributor of workholding solutions designed to improve the productivity of vertical and horizontal machining centers and flexible manufacturing cells.
 
Bock’s and Jergens’combined product lines are a perfect fit,”says Sean Stapulionis, Jergens’general manager, Tooling and Components Division. “It is a wonderful opportunity to broaden our offerings in vises and quick-change …

Jergens Acquires Bock Read More »

General Bearing Sales Up 22.7% for 3Q

General Bearing Corp., West Nyack, NY, reported third quarter sales of $39.2 million, up 22.7% over the third quarter of 2007. Profit increased 15.5% to $2.2 million.
 
For the nine months ended Sept. 27, 2008, sales increased 12.9% over the prior year period to $108.5 million. Profit was $4.9 million, a decrease of 9%.
 
General Bearing manufactures ball bearings, tapered roller bearings, spherical roller bearings, and cylindrical roller bearings, and bearing components for 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 22.7% for 3Q Read More »

Timken Opens Small-Bar Steel Rolling Mill

The Timken Company, Canton, OH, has opened its $60 million small-bar steel rolling mill, expanding its portfolio of steel products. The new mill enables the company to produce steel bars down to 1 inch in diameter for use in power transmission and friction management applications. 
 
The company expects this steel to meet the needs of customers in the bearing, industrial, energy, distribution and automotive market sectors, including transplant automakers.
 
Our new small-bar mill is part of a strategic focus on driving differentiation in our steel products and expanding into new market sectors where we can grow profitably,”said Salvatore J. Miraglia, Jr., president of Timken’s Steel Group.
 
Timken collaborated on the design and construction of …

Timken Opens Small-Bar Steel Rolling Mill Read More »

Air Liquide Acquires Indian Company Electrocare

Paris-based Air Liquide has acquired Electrocare Systems, Chennai, India, a company specializing in medical equipment for respiratory care.
 
Electrocare manufactures respirators for intensive care and anesthesia, as well as medical air generators. It is also a distributor-partner of Taema, an Air Liquide company.
 
Electrocare is in 1,500 Indian public and private hospitals.
 
This acquisition gives Air Liquide access to expertise in India and provides a solid basis for the continuing development of its respiratory activities (medical gases and homecare) in the country, both in hospitals and in the home.
 
Air Liquide’s Healthcare World Business Line serves over 5,000 hospitals and 300,000 patients throughout the world. It provides …

Air Liquide Acquires Indian Company Electrocare Read More »

Rockwell Automation Agrees to Buy Chinese Firm

Rockwell Automation, Inc., Milwaukee, WI, has agreed to acquire Xi’An Hengsheng Science &Technology Company Limited, a privately held engineering firm. Xi’An Hengsheng Science &Technology delivers automation solutions to the electrical power and other heavy process industries in China.
 
The company conducts much of its business in the fast-growing regions of middle and western China with an installed base of about 300 customers.
 
Rockwell Automation, Inc. is a global provider of industrial automation power, control and information solutions. The company is in more than 80 countries.
 
In China, Rockwell Automation has more than 1,600 employees serving customers from 26 sales offices (including Hong Kong and Taiwan). Rockwell Automation China has …

Rockwell Automation Agrees to Buy Chinese Firm Read More »

MDM Special Report: State of the Distribution Software Industry

This is the pdf of this special report from 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

MDM Special Report: State of the Distribution Software Industry Read More »

ERIKS Sales Up 16% YTD

ERIKS, Dutch seals distributor, reported sales in the first nine months were up 16% to €826.2 million (US$1.03 billion) from the same period a year ago. Organic growth was 6.8%. Profit was up 27%.
 
The acquisition of Seals, Packings &Gaskets Ltd. was acquired in the first nine months of the year, and are a part of the results. Econosto results are also included for the past quarter.
 
More details here.

ERIKS Sales Up 16% YTD Read More »

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