November 2013

Commentary: The 20/80 Paradigm for Sales Today

Sales & Marketing, Subscriber Only, Technology / Tom Gale

The norm is now people who walk around with two or three devices – phone, tablet, laptop. So why are so many salespeople still selling as though the Internet doesn’t exist?

Publisher Tom Gale’s perspective looks at why distributors need to think differently about the fact that most people have already does their research before they reach out to a supplier. How can that supplier fill in the information gaps and add value?

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Download this Issue in PDF: Nov. 25, 2013

Full Issue PDF, Subscriber Only / MDM Staff

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

The Auto Industry’s Return from Collapse
Commentary: The 20/80 Sales Paradigm for Today
MDM Interview: Giving Up Control of Your Business
Where Manager Blunder
Distribution Financial Metrics & Trading Multiples
Monthly Wholesale Trade: October 2013
Industrial Inflation Index: October 2013
News Digest

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Atlas Copco Acquires UK-Based Tentec

Companies, Fasteners, Free, News, Subscriber Only, Top Distributor Sectors / MDM Staff

Tentec develops bolt-tightening solutions.

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MDM News Digest 4322

Subscriber Only / MDM Staff

News briefs from Nov. 11 – Nov. 25, 2013.

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How Profit-Based Segmentation Can Help Companies Get Omnichannel Retailing Right

Featured Blog, Free, Management, MDM Blog, Sales & Marketing, Strategy, Subscriber Only / Jonathan Byrnes

Byrnes: Companies that root their strategy in profit-based segmentation will leapfrog into a leading position.

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National Oilwell Varco Announces Name, Leadership for Distribution Spin-Off

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

The business intends to operate under the name DistributionNOW.

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Distribution Financial Metrics & Trading Multiples: November 2013

Finance, Mergers & Acquisitions, Subscriber Only / MDM Staff

This table highlights key financial metrics and trading multiples for 26 publicly traded distributors in the industrial and building products industries as of Nov. 12, 2013. The pdf also includes a graphic illustrating median EBIDTA multiples for the same distribution companies.

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Monthly Wholesale Trade Data: September 2013

Economic Trends, Research & Analytics, Subscriber Only / MDM Staff

Sales and inventories data for wholesaler-distributors in September 2013.

This article includes:

Wholesale trade revenues for durable and nondurable goods in September 2013
Monthly inventories/sales ratio for the industry
Sales & inventory trends for durable and nondurable goods

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following articles:

The Extended Value Index
Distribution Profitability Case Study
Support a Differentiation Strategy

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Wesco Aircraft Holdings Sales Up 16.2% in FY2013

Facilities Maintenance (MRO), Fasteners, Free, News, Subscriber Only, Top Distributor Sectors / MDM Staff

Fourth-quarter sales were up 10.5 percent.

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Grainger: ‘Diversification Gives Us a Great Defensive Position’

Companies, Economic Trends, Facilities Maintenance (MRO), Featured Blog, Free, MDM Blog, Research & Analytics, Subscriber Only, Top Distributor Sectors / Lindsay Konzak

Grainger Americas Group President talks about the benefits of distributor’s diverse end-markets.

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October Construction Employment Up in 39 States YOY

Association/Buying Group News, Building Materials/Construction, Economic Trends, Free, News, Research & Analytics, Subscriber Only, Top Distributor Sectors / MDM Staff

Mississippi had the highest increase; Indiana saw the largest decline.

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Wholesale Prices Decline 0.2% in October

Economic Trends, Free, News, Research & Analytics, Subscriber Only / MDM Staff

For past 12 months, prices advanced 0.3%.

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Brady Organic Sales Down 2% in 1Q

Companies, Free, News, Safety Products, Subscriber Only, Top Distributor Sectors / MDM Staff

Including acquisitions, sales were up 13 percent in the quarter.

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MDM Premium Extra: 20 Best Practices for Vending Success (Slides PDF)

Management, Strategy, Subscriber Only / MDM Staff

For the recent special report on industrial vending, MDM's editorial team spoke with dozens of experts – from distributors providing the service to the people making the machines and the software.

We combed through our interviews to identify best practices in industrial vending. These have been compiled into a slide deck for easy scanning exclusively for our MDM Premium subscribers.

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