CEO: Distributor's $2.6 billion purchase of Allied Building Products "transformative."
Eric Smith
Senior Editor Eric Smith is an award-winning business journalist whose coverage focus includes economic news and insights, industry trends, M&A, and analysis of small businesses and public companies across the wholesale distribution marketplace. Reach him at eric@mdm.com or 720-207-0335.
Posts By Eric Smith
Providing a value-add such as training for customers can lead to increased wallet share.
Customers today demand more services, and distributors need to evaluate what they offer – and at what cost. This article examines the drivers behind these changing customer expectations and steps a distributor can take to give customers what they want while remaining profitable.
This article includes:
- ‘Amazonification of the supply chain’
- Which services to add?
- Create services as a line-Item charge
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- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
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Report: Big-box competition for B2B business a blowout so far.
Annual e-commerce survey shows companies benefit from range of marketing tools.
Make sure your company is keeping pace with automation, other advances.
President: Technology provides "defense against any threat Amazon or otherwise"
Miami, FL-based HVACR distributor Watsco Inc. has invested millions of dollars in technology in recent years – from business intelligence to mobile apps to IT personnel. And the company is reaping numerous benefits, including $4.2 billion in annual sales and second place on MDM’s 2017 list of the Top 10 HVACR & Plumbing Distributors. Following a solid second quarter, President A.J. Nahmad and Senior Vice President Barry Logan spoke with MDM Associate Editor Eric Smith about Watsco’s technology focus.
This article includes:
- Watsco's increased technology spend
- Balancing people, process and technology to grow in sync
- Creating a culture where technology is a priority
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- MDM-Baird Distribution Survey: ‘Good, Not Great’
- Top Trends for 2017
- Commentary: What are you doing to make distribution ‘sexy?’
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Activity also picked up in other sectors.
Distributors seeking ways to adapt to the "era of the customer."
Opportunities expected as Praxair, Linde finalize merger.
Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 500 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of second-quarter 2017 results and distributor and manufacturer expectations for third quarter and the rest of the year.
This article includes:
- Second-quarter revenue & pricing trends for wholesale distribution
- Revenue forecasts for third quarter & 2017
- Sector-specific trends for 19 sectors
- Inventory levels
- Economic outlook for 2017
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- Distribution M&A Playbook, pt. 1: Unlocking Shareholder Value
- Tools to Capitalize on Internet of Things
- Amazon Elevates ‘Right-Now’ Expectations
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Looming tax, health care reform initiatives keep industry cautious.
Online retailer's booming presence now affects your company.
Leadership has essential role for boosting, maintaining company morale.
Business owner confidence reached a post-recession zenith in the months following the 2016 presidential election. Unfortunately, the confidence that dominated headlines hasn’t resulted in any real economic improvement. To quote a recent New York Times article, “Confidence Boomed After the Election. The Economy Hasn’t.,” Trump’s economy during the first six months of 2017 “looks an awful lot like the Obama economy.” Slow, steady growth.
This article includes:
- Does a dip in CEO Confidence mean the economy will follow suit?
- Why your approach to business shouldn’t change with the news
- The importance of working on your business vs. working in your business
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- Culture as a Competitive Advantage
- Amazon Elevates ‘Right-Now’ Expectations
- Data Redefines Channel Roles
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Finding a culturally aligned partner in a merger or acquisition is as important as finding a deal that makes financial or geographic sense. This article shows why a distributor should examine its counterpart’s culture before engaging in M&A and how to measure it before inking the deal.
This article includes:
- Culture ‘at least as important’
- How to quantify culture
- Culture’s role in a smooth integration
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Culture as a Competitive Advantage
- Amazon Elevates ‘Right-Now’ Expectations
- Data Redefines Channel Roles
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Staples, HD Supply's waterworks and IPH Group all sold last month to financial buyers.
GDP up in first quarter; will economy continue to improve in 2017?
