2009 - Page 50 of 57 - Modern Distribution Management

2009

Commentary: New Opportunities for New Models

Amazon.com surprised everyone in late January when it announced North American revenues were up 18 percent for the fourth quarter of 2008, and its earnings grew almost 10 percent compared to the year earlier fourth quarter. Worldwide sales of electronics and other general merchandise sales grew 31% to $2.89 billion for the quarter.
 
One aspect of Amazon’s success was that they had a successful new product that generated a lot of interest and did well: the Kindle electronic book reader.
 
What does that have to do with distributors? I think there are several important lessons for distributors when you start to look beyond the numbers. To start, last quarter was the worst holiday shopping season in decades for traditional retail across all categories. …

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Managing the Risk of Rebates

Manufacturers have for the past couple of decades commonly offered pricing tiers to distributors, setting purchase quotas to qualify for price discounts and offered rebates based on growth and penetration. These rebates have been of great benefit to distributors – actually we buy our bottom lines – and have been the primary driver behind the growth of buying groups.

In some industries, rebates based on quantity purchases alone have been removed from the table. Pricing at the time of purchase, and special rebates or pre-bates to grow specific markets seem to be the emerging trends.

This means that many in distribution will have to rethink their purchasing strategy and start to look at shorter term growth and market penetration. Pre-bates are paid …

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MDM News Digest 3903

Grainger, Chicago, IL, has named Court Carruthers to a newly created position as president of its international businesses in Canada, Mexico, and China. Carruthers’ new responsibilities include growing and improving Grainger’s international business operations, which had sales of more than $800 million in 2008. Carruthers is currently president of Grainger’s Canadian subsidiary, Acklands-Grainger. More

Grainger reported sales of $6.9 billion for the year ended Dec. 31, 2008, up 7 percent from 2007. Profit of $475 million was up 13 percent. Grainger reported that it is somewhat below the low end” of the range it provided in November for 2009 of -5 percent and +5 percent. In …

MDM News Digest 3903 Read More »

MDM February 10, 2009

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 [email protected] to …

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MDM Survey: Lower Profitability Expected

MDM and Dr. W.R. McCleave, PE, recently surveyed readers on how they are responding to changes in the economic environment as it pertains to profitability in 2009. This article is an overview of those results. McCleave advises readers to reflect on the results and act accordingly with respect to their own situations. More than 250 industry executives responded to the survey from more than a dozen distribution sectors.

In a nutshell, the idea that resonated throughout the survey results was: Now is the time to act. As one respondent wrote, Climb into bed with your income statement, and act now. Responses to the profitability survey indicate that distributors and manufacturers are indeed responding to the new market conditions. …

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Rexnord Core Sales Contract 2% in 3Q

Rexnord LLC, Milwaukee, WI, a diversified industrial company focused on power transmission and water management products, reported third quarter sales of $443 million, a decline of 1% from the prior year. The company recorded a quarterly loss of $355 million. Core sales contracted 2%.
 
Third quarter power transmission sales declined 6% from the prior year third quarter to $316 million. Core sales were flat.
 
Water management third quarter sales were $128 million, an increase of 11%. Core sales declined 6%.
 
In response to economic conditions, Rexnord took actions during the third quarter to reduce its cost structure. Headcount was reduced by 500 employees,  7% of the employee base, and will be reduced by an additional 7% in the fourth quarter. …

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Ingersoll-Rand 4Q Sales Increase 58%

Bermuda-based Ingersoll-Rand Company Ltd., diversified industrial manufacturer, reported fourth quarter sales of $3.67 billion, an increase of 58% over fourth quarter 2007. Excluding the impact of currency, sales declined 8% for the quarter. The company reported a net loss of $3.29 billion, compared to profit of $2.52 billion in fourth quarter 2007.
 
Full-year 2008 sales were $13.23 billion, a 51% increase over 2007. A net loss of $2.62 billion was recorded for the year.
 
The company accelerated previously announced restructuring plans to streamline its manufacturing footprint and general and administrative costs. About $71 million of the estimated $110 million in costs associated with these actions were incurred in the fourth …

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Is It Possible to Avoid Layoffs?

Knowledge@Wharton asks what the strategy is behind recent layoffs in an article on their site. More than half a million jobs have been lost since September outside of the financial services world, the article estimates. The author says that the job cuts "highlight operational weaknesses and strategic issues that have been lurking under the surface for years." And now the downturn has brought those issues to the surface.
 
In the recent MDM Webcast, "Manage the Panic of 2009: New Rules for New Economic Realities, Evergreen Consulting’s Brent Grover told participants that managing cash is key …

Is It Possible to Avoid Layoffs? Read More »

Bain Capital to HD Supply: Goodbye Goodwill

According to a Reuters report earlier this month, private equity firm Bain Capital wrote down 35 percent of its investment in HD Supply to $617 million. Like many banks and other investors during the M&A boom period, Bain is now taking a hit on the value of its investment made in better times.
 
Home Depot sold its HD Supply wholesale distribution unit to a trio of private equity firms – Bain Capital, Clayton Dubilier & Rice, and Carlyle Group – in August 2007. The terms were as follows: Purchase price of $8.5 billion, The Home Depot to own a 12.5% equity interest for $325 million, and The Home Depot guaranteed a $1 billion senior secured loan. The acquisition included a portfolio of 11 businesses and HD Supply Canada, and total annual revenues of $12 …

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Rockwell Automation Agrees To Buy Rutter Hinz

Rockwell Automation, Inc., Milwaukee, WI, has agreed to purchase engineering company Rutter Hinz Inc., Saskatoon, Canada. Rutter Hinz is a wholly owned subsidiary of Rutter Inc., a publicly held Canadian company. Rutter Hinz has annual sales of about US$35 million. Terms of the transaction were not disclosed.
 
Rutter Hinz has engineering expertise in industrial automation, process control and power distribution, specifically for the oil and gas industry, in addition to the pipeline, utility, mining, forestry and food and beverage sectors. The company’s management team and approximately 220 employees will join Rockwell Automation’s Systems & Solutions business unit.
 
This acquisition accelerates the growth of Rockwell Automation’s …

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HVACR Sales Dip Slightly In December

National HVACR distributor sales for the month of December 2008 were down 0.3% below December 2007, according to the Monthly Targeted and Regional Economic News for Distribution Strategies Report produced by Heating, Airconditioning and Refrigeration Distributors International.
 
The HARDI Central Region posted the best sales gain at 7% with Canada at 5.2%. Great Lakes Region failed to benefit from the onset of winter and experienced a 3.7% sales decline from December last year.
 
The Southwestern Region reported the poorest performance with a sales decline of 13.7%. The West, Southeast and Mid-Atlantic regions experienced sales declines when compared to same month last year. Median Days Sales Outstanding stood at 46.85 down almost 2 days from November 2008. …

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Distributors Left with High Levels of Devalued Inventory

The convergence of declining demand and rapidly deflating commodity prices has left many distributors holding onto significantly devalued inventory, no matter how good their inventory management systems were.
 
Why? Because distributors began stockpiling last year as prices climbed. When the prices plummeted, that stockpile didn’t look quite as good. Inventory levels jumped $6.2 billion in the fourth quarter, according to the U.S. Commerce Department.
 
(The Wall Street Journal recently ran an article, Firms Race to Regain Control Over Inventories, looking at how manufacturers are approaching the growing inventory problem.)
 
There are ways to mitigate this …

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Arrow Electronics 4Q Sales Fall 7.5%

Arrow Electronics, Inc., Melville, NY, reported fourth quarter sales of $4.09 billion, a drop of 7.5% from fourth quarter 2007. Profit was $43.2 million, down 62%. During the fourth quarter, Arrow recorded a restructuring and integration charge of $44.4 million, primarily related to initiatives taken by the company to improve operating efficiencies.
 
 The current economic conditions have forced Arrow to make difficult but necessary decisions to ensure that we maintain our leadership position, said Michael J. Long, president and COO. “We have already implemented a number of cost-saving initiatives to reduce the severity of impact that the deteriorating economic conditions will have on our business and employees. We estimate that the total impact …

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December Wholesale Revenues Decline 3.6%

December 2008 sales of merchant wholesalers, except manufacturers’ sales branches and offices, after adjustment for seasonal variations and trading-day differences but not for price changes, were $336.1 billion, down 3.6% from November and down 10.7% from the December 2007 level, according to the U.S. Census Bureau.
 
The November preliminary estimate was revised downward $0.7 billion or 0.2%. December sales of durable goods were down 2.0% from last month and were down 9.4% from a year ago.
 
Compared to last month, sales of lumber and other construction materials were down 8.6% and sales of motor vehicle and motor vehicle parts and supplies were down 8.1%. Sales of nondurable goods were down 4.9% from last month and were down 11.8% from last year. Sales of …

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Firms Join Resources For Executive, Management Job Search Training

DeVilling & Associates, LLC, a Sarasota, FL-based executive employment search firm focused on the industrial marketplace, has joined resources with The Loriel Group, Brighton, MI, to offer outplacement benefits to individuals seeking executive and management positions. Resources are available to job seekers and companies looking to provide outplacement services to employees.
 
Mergers and acquisitions and business conditions have put pressure on companies to downsize and restructure their organizations. There has also been a new trend – we have witnessed a growing number of retirees returning to the work force, says Skip DeVilling, president of DeVilling & Associates. “These two forces call for a different and methodical approach to the competitive …

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NetSuite Sales Up 30.5% In 4Q

NetSuite Inc., San Mateo, CA, reported fourth quarter sales of $41.4 million, a 30.5% increase over fourth quarter 2007. The vendor of on-demand, integrated business management software suites for mid-market enterprises and divisions of large companies, recorded a loss of $4.5 million, as compared to a loss of $3.3 million for the prior year period.
 
Sales for the year were $152.5 million, a year-over-year increase of 40.5%. Net loss was $15.9 million, compared to $23.9 million in 2007.
 
Revenue from the Americas for the year ended 2008 was $123.4 million, while revenue from international regions was $29.1 million. NetSuite added approximately 350 new customers in the fourth quarter and ended the year with over 6,600 active companies. …

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Conference Board Employment Trends Index Falls In January

The Conference Board Employment Trends Index fell further in January. The index stands at 96.6, down 1% from the December revised figure of 97.5, and down 18.6% from a year ago.
 
The Employment Trends Index has recently been declining faster than at any time since the 1974 recession, said Gad Levanon, senior economist at The Conference Board. “Such declines suggest considerable job losses will persist for several more months. It is becoming clearer that the continued worsening economic conditions are forcing many companies to make further downward adjustments to their workforce.”  
 
The 18-month-long decline in the Employment Trends Index is seen in all eight of its components, most notably over the past six months in …

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Grainger Adds 64,000 Products To 2009 Catalog

Grainger, Chicago, IL-based distributor of facilities maintenance supplies, has released its 2009 catalog including nearly 240,000 maintenance, repair and operating products, 64,000 more than 2008.
 
The distributor added more than 8,000 items Electrical products; 15,000 Metalworking products, nearly doubling existing offerings, and 41,000 additional items across all other product categories, including HVAC, Fleet Maintenance and Material Handling.
 
Beyond the product expansion to the catalog, the company recently added 27,000 safety, material handling and other products to the company’s Web site, bringing the total products available online to more than 300,000.
 
Newly named Grainger spokesman Mike Rowe, creator, executive producer and host of …

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Machine Tool Consumption Down 2.4% In 2008

December U.S. manufacturing technology consumption totaled $194.01 million, according to AMT – the Association for Manufacturing Technology and AMTDA, the American Machine Tool Distributors’ Association.  This total, as reported by companies participating in the USMTC program, was down 2.2% from November, and down 53.8% from the total of $419.80 million reported for December 2007.  With a year-to-date total of $4,211.79 million, 2008 is down 2.4% compared with 2007.

These numbers and all data in this report are based on the totals of actual data reported by companies participating in the USMTC program.

The 2008 Stimulus Package and the International Manufacturing Technology Show in September were expected to pull orders out of 2009 and place …

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