IPH Group to Acquire Two German Distributors
Combined, ZITEC Industrietechnik and Wilhelm Jung have €140 million in annual turnover.
IPH Group to Acquire Two German Distributors Read More »
February 2012
Sonepar Organic Sales Up 8% in 2011
The electrical distributor completed several acquisitions in the U.S., China, Canada and throughout Europe in 2011.
Sonepar Organic Sales Up 8% in 2011 Read More »
GDP Increases at Annual Rate of 3% in Fourth Quarter: Second Estimate
Economy grew at faster pace than previously thought.
GDP Increases at Annual Rate of 3% in Fourth Quarter: Second Estimate Read More »
Tip: Allow for Failure
Making mistakes – and learning from them – can lead to even better results.
Tip: Allow for Failure Read More »
DXP Enterprises Sales Up 23% in 2011
Profit for DXP increased 58% to $31.4 million.
DXP Enterprises Sales Up 23% in 2011 Read More »
Durable Goods New Orders Down 4% in January
Transportation equipment posted the largest decrease, down 6.1% in January.
Durable Goods New Orders Down 4% in January Read More »
Genuine Parts Agrees to Buy Quaker City Motor Parts
Quaker City, a NAPA distributor, serves the mid-Atlantic region of the U.S.
Genuine Parts Agrees to Buy Quaker City Motor Parts Read More »
Bunzl 2011 Organic Sales Up 6%
Bunzl also announces acquisition in U.S.
Bunzl 2011 Organic Sales Up 6% Read More »
MDM Special Report: The Distributor Marketing Imperative
The next major frontier for distributors is to develop more significant marketing capabilities. The companies who embrace this challenge will outperform the market and their peers, even during recessions.
The Distributor Marketing Imperative is based on a survey of and interviews with distributors across sectors. This research was conducted by MDM and Real Results Marketing in Boulder, CO. The two articles in this special report present the results of that research and explore ways distributors can refine their approach.
The first article analyzes distributors' approaches to sales channels, including outside sales, inbound sales, telesales and in-store programs.
The second article explores how distributors use different marketing vehicles, including email, the Web, catalogs and more.
Data/graphics included in this report:
- Sales channel usage: Market Leaders vs. other distributors
- Sales channel effectiveness: Market Leaders vs. other distributors
- Sales channel importance: Market Leaders vs. other distributors
- Direct response marketing vehicle use: Market Leaders vs. other distributors
- Direct response marketing vehicle importance: Market Leaders vs. other distributors
- In-store/in-person marketing vehicle usage: Market Leaders vs. other distributors
- In-store/in-person marketing vehicle importance: Market Leaders vs. other distributors
Editor's Note: In this report, survey results are frequently presented showing Market Leader response vs. other distributors. MDM's Market Leader lists are available at mdm.com/marketleaders. The MDM Market Leaders are the largest by revenue distributors in eight different distribution sectors.
These articles were originally published in MDM Premium in May 2011.
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MDM Special Report: The Distributor Marketing Imperative Read More »
Special Report: Emerging Technologies in Wholesale Distribution
This MDM Special Report looks at five areas where distribution companies have started to take advantage of newer technologies to run their businesses better:
The first, cloud computing, provides a cost-effective, efficient way for distributors to implement technology in their businesses. The cloud has advanced to a point where it's a viable alternative to client-server ERP, according to some experts, and more distributors are using cloud-based services to gain competitive advantages.
Next, we look at tools that are helping distributors optimize their pricing practices. Pricing continues to be an area ripe for improvement, and advanced technologies now make data-based decisions on pricing much easier for distributors of all sizes.
Mobile technologies, the third area we examine in this report, is playing a growing role in how distributors do business and in the services they are able to offer their customers.
Business intelligence tools - delivered over a number of platforms, including mobile - are providing actionable data for distributors to be more strategic about their next moves in their markets.
And finally, e-commerce has evolved beyond what many think of as a B-to-C approach. More and more distributors are using online platforms with a B-to-B mindset to complement their sales and marketing efforts.
These articles were originally published in the second half of 2011.
Are you a premium subscriber? Log-in to access this full report. If you aren't a subscriber, buy this report for $44.95.
Special Report: Emerging Technologies in Wholesale Distribution Read More »
MAPI Forecast: GDP Will Grow 2.2% in 2012
MAPI chief economist: Forecast more optimistic, double-dip probability diminished.
MAPI Forecast: GDP Will Grow 2.2% in 2012 Read More »
Arrow Electronics Acquires Asset Recovery Corp.
Asset Recovery offers EAD services including data removal, data security, refurbishment, and remarketing of electronic assets.
Arrow Electronics Acquires Asset Recovery Corp. Read More »
Kaman Sales Up 15% in 2011
Industrial Distribution segment sales increased 14.3% in 2011.
Kaman Sales Up 15% in 2011 Read More »
Grainger’s Approach to Mobile
Grainger continues to work toward increased stickiness with its customers.
Grainger’s Approach to Mobile Read More »
Demand for Industrial Space Expected to Grow Throughout 2012
NAIOP report: Growth in the fourth quarter 2011 came in at an annualized rate of .87 percent.
Demand for Industrial Space Expected to Grow Throughout 2012 Read More »
All Eyes on Greece
Even with movement toward solutions to debt problems, some fear Europe will still slip back into a recession.
All Eyes on Greece Read More »
Trend Points to Less Offshoring by Manufacturers
For years, we’ve been talking about the trend of offshoring – companies sending operations to other countries to take advantage of lower labor costs. But there are signs that trend may be reversing. More manufacturers want to source product closer to home. This article looks at current conditions, challenges to offshoring and expectations for sourcing going forward.
For years, a core element of cutting costs for many major manufacturers was moving operations to countries with cheaper labor. The belief was that labor savings would more than offset the transportation costs associated with reimporting the finished products. As a result, manufacturers set up shop in places such as China and India and prepared to increase their profits.
But a problem developed: “China’s labor isn’t so cheap anymore,” says Barry Lawrence, director of the global supply chain laboratory at Texas A&M University. And transportation capacity has also become an issue.
As a result, a shift appears to be taking place in the market. While it is currently known by many terms – near-sourcing, insourcing, onshoring, etc. – it all means one thing: Manufacturers are looking for ways to bring production closer to the consumers of their products.
In its 2011 Global Manufacturing Outlook, global accounting and consulting firm KPMG reported that the U.S. was second as a destination for new sourcing in the next 12 to 24 months; only China registered higher.
Increased volatility in the global market has led ...
Trend Points to Less Offshoring by Manufacturers Read More »
Commentary: The Importance of Service Differentiation
Distribution companies need to tap into their profit potential.
Commentary: The Importance of Service Differentiation Read More »
Industrial Inflation Index: January 2012
Modern Distribution Management's Industrial Inflation Index measures a cross-section of industrial supplies.
Industrial Inflation Index: January 2012 Read More »
